A blog by Atle Skjekkeland


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How to Sell Solutions to Business Leaders

Posted by Atle Skjekkeland on Oct 29, 2015 6:46:23 AM

It's time to rethink your sales approach. Forget the solution, - it's all about education and insights. 

  • Many organizations need a digital transformation – they need to improve customer engagement and business productivity.
  • The SMAC stack (Social Media, Mobile, Analytics, and Cloud) allows you to disrupt the market – for example, the evolution in cloud computing pricing makes it easier to justify replacing existing on-premise solution.
  • IT investments are changing from IT to BusinessGartner claims that the business currently control 35% of IT investments, but this will change to 90% by 2020.
  • Business Leaders want to be educated - AIIM research has found that 75% of business leaders are willing to meet with new sales reps if they can provide them with new business insights
  • Consumer IT is impacting how buyers evaluate enterprise IT – they want according to R Wang from Constellation Group solutions that are simple, sexy, smart, scalable, secure, and safe. 
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Topics: solution selling, ecm

Buy IT Products, NOT Projects

Posted by Atle Skjekkeland on Jun 29, 2015 10:00:00 AM

I came across an oil and gas company earlier this year that had acquired an old oil rig for 1bn Euro to get from oil and gas exploration into production.  They gave themselves 12 months to get it live, which meant they also had to roll out 125+ IT applications including SAP in less than 12 months. Not only did they achieve this, but they are now doing it again in only 6 months for a new 1bn Euro acquisition!

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Topics: implementation

Join me in London June 23-25 for the AIIM Forum

Posted by Atle Skjekkeland on May 12, 2015 11:11:11 AM

London is the place to be in late June. I am teaching an Information Governance pre-conference course June 23, - and my colleague Bob Larrivee is teaching an ECM pre-conference course the same day. Don't miss this opportunity to learn new and emerging best practices, but also earn an AIIM IG or ECM Practitioner designation after passing the online exam.

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Topics: aiim forum

How to Re-Engineer Business Processes?

Posted by Atle Skjekkeland on May 5, 2015 9:26:00 AM

I have previously written about how we need to focus more on people and processes to get more value of technology, and below is a summary of how to map, analyze, standardize, and automate a business process with proper change management. People like progress, but not change. Focus therefore 80% on people, 15% on processes, and 5% on technology to maximize ROI. 

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Topics: business process

6 Ways to Fast Track Your Digital Transformation

Posted by Atle Skjekkeland on Apr 30, 2015 10:00:31 AM

I believe we are at a cusp of a new digital revolution driven by consumerization, cloud, mobile, and internet of things. New and agile systems of engagement transforms customer service, productivity, and profitability. The business will be driving the IT investments, not IT staff. It’s not Shadow IT, - it’s the new reality for Enterprise IT with BYOD and BYOA (Bring Your Own App). New systems of record are required to deal with this. We need to better connect people, information, and knowledge - while making information security, privacy, and compliance inherent and transparent to the knowledge workers.

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Topics: digital transformation,

You Are Buying IT Wrong

Posted by Atle Skjekkeland on Feb 5, 2015 5:14:34 AM

The typical RFP process is a long journey with stakeholder meetings, surveys, and workshops. You end up documenting every feature and function that would be nice to have vs must-have. The list of requirements keep growing and growing, and soon you end up with a 200+ page requirement document. You engage possible solution providers to find the one that best matches your requirements, you sign the contract, and then start implementing it. You also hire or appoint a good project manager to balance features, schedule, and cost. 

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Topics: Procurement

The End of Email

Posted by Atle Skjekkeland on Jan 30, 2015 10:00:00 AM

Email is getting renewed attention this year with the introduction of Google Inbox and IBM Verse, but is this enough to address it's shortcomings? We asked 250 AIIM members to rate the importance of different office productivity tools for internal and external collaboration - now, 5 years ago, and 5 years into the future. The responses may surprise you. It shows email as the biggest looser, and enterprise social software as the biggest winner when measured in % growth. 

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Topics: email

How to deal with Dropbox?

Posted by Atle Skjekkeland on Dec 23, 2014 1:53:00 AM

Business executives and staff are adopting cloud solutions to get work done, but every organization will also need to ensure that corporate information is retained and secured. How do you then deal with corporate content in applications that staff have signed up for? How do you ensure compliance, security, and privacy with user-driven IT?

I don't think you can stop BYOD and BYOA (Bring Your Own App), you need to work with it.
  • Option 1: Try to stop it, but this may become increasingly difficult over time with user-driven IT.
  • Option 2: Focus on System of Records (what to control) vs System of Engagement (what to provide guidance on).
    • Determine informal vs formal content, e.g. ISO9001, records, etc
    • Create a policy for informal content, e.g. Box, Evernote, Dropbox
    • Create a policy for formal content, e.g. contracts, agreements.
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Topics: information governance, user-centric IT

6 Ideas for Transforming Enterprise IT

Posted by Atle Skjekkeland on Dec 9, 2014 8:25:00 AM

Most organizations struggle with enterprise IT. The business find it complex, slow, and out of date. Executives think they waste most of their IT budgets, but struggle figuring out what to do. 77% of staff don't think their IT department is doing a good job providing them with effective tools and technologies. I think the problem is the business executives, not IT. We have mismanaged it due to a fear of the "black-box" IT function.

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4 Reasons for Replacing Email with New and Better Collaboration Tools

Posted by Atle Skjekkeland on Dec 1, 2014 7:45:04 AM

The exponential growth of information means an exponential growth of email. If you today receive 100 new emails per day, will this then become 1,000 new emails per day in 2020? Whatever the number is, it’s time to rethink the role of email within your organization.

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Topics: social networking

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Welcome to my blog. My name is Atle Skjekkeland, Chief Evangelist at AIIM – the Association for Information and Image Management.

I am a modern day Norwegian viking fighting for how to best use technology to transform businesses. Join me explore how technology and information can be used to create a new reality, add value, reduce costs, or manage risk.

I have for the last 9 years lived with my family in "Vinland" - this is what the vikings used to call America when they discovered this continent hundreds of years before Columbus. But even vikings get homesick, and our new home is now in Kristiansand, Norway.

Join me to explore how to best transform businesses to become digital businesses. If I can help, contact me at askjekkeland@aiim.org.

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