Selling MDM to Leadership: Evaluation Pitfalls
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Chances are, this is probably the first time you've evaluated an MDM solution, and by now, you know there is A LOT to consider when evaluating vendors. But before you go signing any contracts, be sure you know exactly what you're signing up for.
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Selling MDM to Leadership: Evaluation Pitfalls
- 1. 11 Part 5: Evaluation Pitfalls SELLING MDM TO LEADERSHIP 6 Part Live Panel Series
- 2. 2 Part 1: Organizational Readiness • What Does “Ready” Look Like? Part 2: Defining the Why • Justification – Prioritization - Rightsizing Part 3: TCO Calculation • Solution Complexity Drives TCO Part 4: Program Scope • Quick Wins – Where to Focus – Implementation Styles Part 5: Evaluation Pitfalls • Business Outcomes – Selection Criteria – What to Look for Part 6: Beyond the 1st Use-Case • MDM as a Way of Life – Operational vs. Analytical MDM PANEL TOPICS
- 3. 3 Bill O’Kane Former Gartner Analyst and Profisee VP & MDM Strategist; Bill served for eight years as Vice President of Data and Analytics and Magic Quadrant lead author at Gartner. FEATURED SPEAKERS Christopher Dwight VP of Customer Success at Profisee; Christopher has been in the enterprise information management and master data management (MDM) space for more than 20 years. Harbert Bernard Value Management Consultant at Profisee; Harbert utilizes his expertise around building business cases for investments in technology to develop BIRs (Business Impact Roadmaps) for a range of enterprises. Martin Boyd VP Product Marketing at Profisee; Martin has over ten years’ experience in MDM, governance and data quality.
- 4. 4 “ IF YOU DON’T KNOW WHERE YOU’RE GOING ANY ROAD WILL GET YOU THERE. - LEWIS CARROLL, ALICE IN WONDERLAND
- 5. 5 PART 5: EVALUATION PITFALLS
- 6. 6 1. Business outcomes, not capabilities 2. What are your selection criteria? 3. What to look for? EVALUATION PITFALLS – DON’T GET TRIPPED UP!
- 7. 7 WHAT’S UP NEXT?! Part 6: Beyond the 1st Use-Case
Editor's Notes
- https://go.profisee.com/webinar-selling-mdm-to-leadership-evaluation-pitfalls
- Business outcomes, not capabilities Remember you are evaluating a platform, not an app! Capability driven evaluations - misleading "Customer 360" is not a business case! What are your selection criteria? How to structure an evaluation process Your data, not theirs (& use realistic volumes) Evaluate against BUSINESS use cases – do not focus on features (then ask HOW did you do that?) Avoid inflexible eval processes (often long list of features) – level playing field is ‘fair’ but unlikely to result in good decision Properly staff eval – Have available manpower to examine the vendor response – need to allocate time Product features that sound great and demo well, but are never implemented ML for matching (test your vendor! Need real world examples) Automated metadata discovery Features that rely on high quality data (that you don’t have!) – trust scoring Differences between IaaS, SaaS, PaaS Technology fit – match to existing skills What to look for? Realistic TCO for out-years Look beyond first use case Effort & licensing implications – need DETAILED estimation of services Configuration vs customization – need detailed quote Identify core functionality vs. work arounds – “HOW did you do that?” (workarounds, vs core functionality) Is vendor willing to lift the hood? Why won’t they be transparent? Ask for line item quote – can be surprising! Ask for installation guides – how many, how complex?