Title: Corporate Pitch, Oct. 12, 2001
1Workers of webMethods, UNITE!
Join the Knowledge Liberation Front!
JSH V-3 02/18/01
2webMethods Case Study- KM for hypergrowth- KM
across the firewall
- Scott Herman
- Director of Knowledge Management
- The possession of facts is Knowledge.
- The use of them is Wisdom.
- -Thomas Jefferson
3Agenda
- Whats in
- The Story of KM_at_webMethods
- KM Ecosystem at webMethods
- KM across the firewall (Advantage)
- Highly Opinionated Strategies for Guerilla KM
(time permitting) - QA
4webMethods at a Glance
- The leading Integration Software vendor
- EAI, B2Bi, BPM, Workflow, BAM, Web services, etc.
- Over 800 blue chip customers worldwide
- 25 of Fortune 500, 1 in marketshare with 35
- 16 of the Fortune 20
- Competitors IBM, Tibco
- Calendar 2002 revenues of 200 million
- Strategic Partnerships
5webMethods is an Integration Platform
6KM _at_ webMethods
-
- Knowledge Management is a key focus at
webMethods -
- Environment
- Global company-wide reach
- 900 employees worldwide
- Explosive hypergrowth at webMethods (biggest SW
IPO ever) - Started in Spring 2000 with CEO sponsorship
- Scope
- Internal document management, CRM/PRM, project
management and Communities of Interest - Dashboards and Resource Centers via
Intranet/Portals - External customer and partner extranets
(advantage.webmethods.com) - External corporate website (www.webmethods.com)
- Internal/External collaborative tools
- webMethods Integration Backbone
7KM Charter at webMethods
- Develop deploy new KM features in incremental
Intranet Extranet releases (at a rate the
company can absorb and institutionalize) - Implement programs to foster, promote, and
leverage the KM culture at webMethods - Perform routine Operations Maintenance support
for the KM infrastructure - Develop quantitative and qualitative means to
provide feedback and evaluate success and ROI of
KM - Influence and support other webMethods
initiatives related to KM
8KM _at_ webMethods (contd)
- The story of KM _at_ webMethods
- Year 1 Hypergrowth
- Year 2 KM across the Firewall
- Year 3 One View of the Customer
9KM Architecture at webMethods (simplified)
webmethods.com Corporate Website
CRM/PRM
mywebMethods Employee Portals Executive Dashboar
ds
Advantage Customer/Partner Extranet
Prospect Evaluation Center
The Internet
Software Download Center
The Swamp KM Repository
Service Request Center
Certified Developer/Trainer Community
Virtual Meeting Center
10Whats under the hood? (vastly oversimplified)
webmethods.com Corporate Website
CRM/PRM
mywebMethods Employee Portal
Advantage Customer/Partner Extranet
Prospect Evaluations Center
The Swamp KM Repository
Software Download Center
Service Request Center
Certified Developer/Trainer Community
Virtual Meeting Center
11What is an Executive Dashboard?
- Command control screen to allow senior
managers to run the business in real-time (web
page, WAP, etc.) - Example dashboard elements at webMethods (CEO
view) - Calendar, call list, VIP visitors, etc.
- Hot customer support issues today
- Execution against sales pipeline
- Potential deals ranked by projected revenue (
known competitors) - Closers opportunities gt 75
- Roadblocks stuck deals
- Running tally vs. quarterly financial goals
(Will I make the quarter?) - Uptake of new products (downloads by component)
- Customer production events running tally for
quarter - Employee terminations this week (and follow-on
metrics) - Customer Satisfaction averages by departmental
functions - Pending Green Lights (I.e. project approvals)
- Where is SMT today?
- Etc.
12Advantage (KM beyond the firewall)
- On-line portal for webMethods customers and
partners - Over 17,000 registered users (50/50 customers
vs. partners) - Advantage is an Umbrella concept
- Advantage knowledge base customer support
center - webMethods user community
- Software Download Center
- Service Request Center
- Certified Developer Trainer community
- Prospect Evaluations
- Integration/BPM with in-house enterprise
applications (CRM, Financials, etc.) - Content management workflow from Livelink
- Webinar streaming media archives
13Advantage Demo http//advantage.webmethods.comw
MUsers Demohttp//www.wmusers.comhttp//207.36.
117.161/
14Biz value of a KM extranet?
- What have been the business drivers for
Advantage? - Better tech support for webMethods
implementations (24x7) - Advantage is critical path for order fulfillment
and revenue recognition - More touchpoints with customers for comms
feedback - Data mining to better understand customer issues
- Upsell opportunities
- Heavy reliance on partner-influenced revenue
- Provide tools to help partners sell and implement
webMethods - Unlock potential of small and medium-sized
partners - Viral marketing via on-line developer community
evals - Customers demanded it!
- customer/partner extranets have become par for
the large software vendors
15Extranet Myths(?)
- Customers love self-service websites
- False Customers love answers (see hertz.com
for dismal failure) - An extranet will save the company money
- Often false Extranets (done right) are a major
investment with ROI that can be difficult to
quantify - The extranet will reduce the helpdesk overhead
- Often false But it will allow your support
staff to focus on harder and more critical
support calls - Having an extranet will show how forward-thinking
and Internet-savvy we are - Often false Having an extranet often reveals to
customers just how broken your internal processes
are, and how dirty your data really is
16More extranet myths
- Having an extranet will allow us to better
control our customers - False An extranet (and the Internet in general)
opens a pandoras box of customer relations
issues and puts more control on the customers
side - Smarter customers can be tougher customers
- See Cluetrain Manifesto by David Weinberger
co. - Lets have the web team do it
- False Even more than the corporate PR website,
extranets require buy-in and engagement across
the company to be successful. Extranets should
be considered enterprise-class business
initiatives - Building it is often the easy part
17Guerilla KM
- The Primitive Origins of
- Knowledge Management
18KM Drivers
- Corporate dealbreakers what drives our
priorities? What keeps the CEO up at night? - Move to unified software deliveries
- Web services mindshare
- End-to-end integrated sales process
- Revenue recognition hiccups
- Executive visibility for decision making
- Going global
- Competing against behemoths
- Whole product quality
- So how does KM remain relevant?
- Align to the biz deal-breakers
- Use deal-breakers to triage projects
19My favorite Guerilla KM Strategies
- No boundaries - realize KM ecosystem can extend
well beyond corporate walls - customer community
- Partners
- Supply chain
- Prospects
- investors/analysts
- Competitors
- And when it does, you can get exponential ROI
20My Favorite Guerilla KM Strategies
- Dont be dazzled by the Technology
- Tech is an enabler, not the endgame
- No silver bullets/the danger of shelfware
- 20 Tech, 80 biz process/cultural adoption
- Follow the Money
- Solve a discrete business problem
- KM should quickly impact bottom line
- If they dont get it, you wont get it
- Customer touchpoints force internal improvements
21My Favorite Guerilla KM Strategies
- Take a page from BizDev
- Campaign planning (and route around casualties)
- Light lots of fires, see what catches
- Find the true Stakeholders (its not the org
chart) - Use operational prototypes as a crowbar (need
early victories) - Kill the architects and get started
- Task forces and working groups Kiss of Death
- Implies that biz issues are extracurricular
activities - Enforce KM goals as day-to-day objectives
- Weave KM into real-world business initiatives
- Avoid pontification and/or analysis paralysis
22More KM Guerilla Strategies
- Anyone can publish!
- Living Community, not Lifeless Bureaucracy
- Conversation collaboration, not rigidly
enforced policy processes - Diversity and friendly competition between teams
is encouraged - A little anarchy is a good thing
- Everyone sees everything!
- Minimal Security -- Access based on trust and
responsible use of information - Very few impediments to sharing with anyone in
the company - Desire to keep content collections as open as
possible - Deal with abusers on a case-by-case dont
penalize the entire community - Content is managed locally!
- IT/IS responsible for infrastructure, but content
management at local level - Decentralized, grass roots management
- KM staff act as gardeners, not dictators
- Dont like content organization? Fix It!
23More KM Guerilla Strategies
- KM Usability Engineering?
- Learn, love, and live website usability
- Heavily intertwined with last-mile KM
- ClueTrain Manifesto
- The bible for Guerilla KM strategies
- Most influential book on my bookshelf
- More Must-Read intros to KM thinking
- Tipping Point good for adoption planning
- Dont Make Me Think! website usability primer
- Rapid Development best book on software project
management - Cathedral the Bazaar lessons learned from the
Open Source movement - HBR on KM Cliff Notes to the most influential
KM theories - Smart Things to Know about KM basic KM primer