Corporate Pitch, Oct. 12, 2001 - PowerPoint PPT Presentation

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Corporate Pitch, Oct. 12, 2001

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Director of Knowledge Management 'The possession of facts is Knowledge. ... Most influential book on my bookshelf. More 'Must-Read' intro's to KM thinking: ... – PowerPoint PPT presentation

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Title: Corporate Pitch, Oct. 12, 2001


1
Workers of webMethods, UNITE!
Join the Knowledge Liberation Front!
JSH V-3 02/18/01
2
webMethods 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

3
Agenda
  • 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

4
webMethods 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

5
webMethods is an Integration Platform
6
KM _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

7
KM 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

8
KM _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

9
KM 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
10
Whats 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
11
What 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.

12
Advantage (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

13
Advantage Demo http//advantage.webmethods.comw
MUsers Demohttp//www.wmusers.comhttp//207.36.
117.161/
14
Biz 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

15
Extranet 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

16
More 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

17
Guerilla KM
  • The Primitive Origins of
  • Knowledge Management

18
KM 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

19
My 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

20
My 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

21
My 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

22
More 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!

23
More 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
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