Selling SOA to the Business

Mike Kavis

Chief Architect

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Discussion Points

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Discussion Points

Lessons Learned

On My Soap Box

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Business Drivers

This initiative will drive substantial stakeholder value by focusing on the following objectives:

Strategic Improve Customer Experience Reduce Time to Market w/current & new products

Operational Enhance Productivity and Efficiency Improve Quality

Financial Control and Manage Costs Enable Revenue Generation

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Golden Nugget #1 – Align SOA w/Business Drivers

Improved Quality

Cost Savings

Increased Sales

Speed to Market

Customer

Satisfaction

B2B, B2C

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Golden Nugget #2 – BPM is the Killer App

Unleash the power of BPMS tools....

Productivity & Control

Visibility & Agility

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Golden Nugget #2 – BPM is the Killer App

Selling SOA as the BPM enabler is like selling....

It's modern It's eye candy

They won't be able to live without it

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Golden Nugget #2 – BPM is the Killer App

Selling SOA without BPM is like selling....

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Golden Nugget #3 – Speak in Business Terms

http://www.youtube.com/watch?v=DEc5zcJQ0l8

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Golden Nugget #3 – Speak in Business Terms

Focus on business benefits....

ROI, Sales, Savings Visibility, KPIs Customer Satisfaction

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Golden Nugget #3 – Speak in Business Terms

Not on the Technology....

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Golden Nugget #3 – Speak in Business Terms

Don't show them architectural diagrams

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Golden Nugget #3 – Speak in Business Terms

Don't get more technical then this....

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Lessons Learned

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Lessons Learned – The Good

Focused on the business

Did our homework

Thorough POC

Strong executive support

Quick Wins

Partnered w/experienced vendor

Already achieving 30% reuse

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Lessons Learned – The Bad

Not enough professional services

Dove in too fast

Scope creep

Underestimated testing

Over aggressive schedules

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Lessons Learned – The Ugly

Forgot to sell IT!!!

Did not establish governance

early enough

Not enough change management

Assumed stack was mature

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High up on my Soap Box

The problem with SOA is not the technology, it is People .....

Unrealistic expectations

Poor project management

No business backing

Technology focused

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Thank You

Checkout my Blog at ITToolbox.com

http://blogs.ittoolbox.com/eai/madgreek OR

Google “Mike Kavis”

No Microsoft products were used in this presentation