Why do half of all technology projects fail? A major reason is that organizations often pick the wrong tools, leaving them digitally hamstrung from the start. This book offers a modern alternative to traditional waterfall approaches to selecting technology. You'll learn a practical, adaptive process that relies on realistic storytelling and hands-on testing to get the best fit for your enterprise.
Why do half of all technology projects fail? A major reason is that organizations often pick the wrong tools, leaving them digitally hamstrung from the start. This book offers a modern alternative to traditional waterfall approaches to selecting technology. You'll learn a practical, adaptive process that relies on realistic storytelling and hands-on testing to get the best fit for your enterprise.
Tony Byrne is founder of Real Story Group (formerly CMS Watch), the only exclusively "buy-side" technology analyst firm in the world. Prior to that he was the head of software engineering and project management at a digital systems integrator, after working in journalism and international technical assistance. Tony has a professional passion for helping large enterprises make sound strategic decisions that will set them up for long-term success. Across two decades he has advised several hundred organizations in dozens of countries around the globe in selecting the right technologies. When not working, you can find Tony gardening, following the Green Bay Packers, playing with his dog, or traveling with his family.
Inhaltsangabe
PART I: BUSINESS FOUNDATIONS CHAPTER 1: Craft a No-Bullshit Business Case * Foundation for Any New Technology * Types of Formal Business Cases * Understanding True Costs * Tips CHAPTER 2: Build a Selection Team That Works * Sample Team Composition * Tips CHAPTER 3: Get the Basic Foundations Right * Establish Governance and Decision-Making * Measure Capacity: Be Honest! * Tips PART II : NEEDS AND OPPORTUNITIES CHAPTER 4: Capture Requirements That Don't Suck * How Not to Articulate Requirements * Applying UCD Principles * Information Gathering * Tips CHAPTER 5: Why User Stories Are Everything * How to Structure a User Story * Example User Story * Which User Stories and How Many? * Tips CHAPTER 6: Ask Questions That Really Matter * Example Questions * Types of Questions to Ask * Addressing Architectural Considerations * Tips PART III : CONDUCT MARKET ANALYSIS CHAPTER 7: Find More Than the Usual Suspects * Which Marketplace? * Where to Get Good Information and Advice * Which Type of Supplier: Tech Vendor Versus Services Firm * Tips CHAPTER 8: How to Target the Right Suppliers * Use the Right Filtering Criteria for a Long List * Use Scenario Analysis to Get to Short List * Tips CHAPTER 9: Find the Right Solicitation Vehicle * RFI vs. RFP/Tender vs. RFQ * Set a Realistic Schedule * Possible Shortcut Process * Tips PART IV: ENGAGE WITH SUPPLIERS CHAPTER 10: Create RFPs That Actually Work * Your RFP Outline * Anatomy of an Effective User Story * How Vendors May Respond * Tips CHAPTER 11: Keeping It Real with Bidders * Setting Expectations * Answering Questions * Tips CHAPTER 12: How to Evaluate Proposals Critically * Critical Evaluation * The Downselect Process * Tips PART V: TRY BEFORE YOU BUY CHAPTER 13: Hold Demos on Your Own Terms * How to Structure the Demo Sessions * How to Run the Demo Sessions * Demo Pitfalls to Avoid * Tips CHAPTER 14: Run Competitive Proof&nash;of-Concepts * The Case for a Bake-Off * How to Run a Bake-Off * Bake-Off FAQs * Tips PART VI: MAKE THE RIGHT CHOICE CHAPTER 15: Negotiate Like a Pro * When to Start Negotiations * Align Price and Value * Contracts and Other Agreement Negotiations * Tips CHAPTER 16: Make the Right Final Selection * Taking the Full View * Making the Decision * Planning for Success * Tips CHAPTER 17: Adapt This Process for Selecting Services Firms * What Sort of Help Do You Need? * How to Adapt Your Process * Tips
PART I: BUSINESS FOUNDATIONS CHAPTER 1: Craft a No-Bullshit Business Case * Foundation for Any New Technology * Types of Formal Business Cases * Understanding True Costs * Tips CHAPTER 2: Build a Selection Team That Works * Sample Team Composition * Tips CHAPTER 3: Get the Basic Foundations Right * Establish Governance and Decision-Making * Measure Capacity: Be Honest! * Tips PART II : NEEDS AND OPPORTUNITIES CHAPTER 4: Capture Requirements That Don't Suck * How Not to Articulate Requirements * Applying UCD Principles * Information Gathering * Tips CHAPTER 5: Why User Stories Are Everything * How to Structure a User Story * Example User Story * Which User Stories and How Many? * Tips CHAPTER 6: Ask Questions That Really Matter * Example Questions * Types of Questions to Ask * Addressing Architectural Considerations * Tips PART III : CONDUCT MARKET ANALYSIS CHAPTER 7: Find More Than the Usual Suspects * Which Marketplace? * Where to Get Good Information and Advice * Which Type of Supplier: Tech Vendor Versus Services Firm * Tips CHAPTER 8: How to Target the Right Suppliers * Use the Right Filtering Criteria for a Long List * Use Scenario Analysis to Get to Short List * Tips CHAPTER 9: Find the Right Solicitation Vehicle * RFI vs. RFP/Tender vs. RFQ * Set a Realistic Schedule * Possible Shortcut Process * Tips PART IV: ENGAGE WITH SUPPLIERS CHAPTER 10: Create RFPs That Actually Work * Your RFP Outline * Anatomy of an Effective User Story * How Vendors May Respond * Tips CHAPTER 11: Keeping It Real with Bidders * Setting Expectations * Answering Questions * Tips CHAPTER 12: How to Evaluate Proposals Critically * Critical Evaluation * The Downselect Process * Tips PART V: TRY BEFORE YOU BUY CHAPTER 13: Hold Demos on Your Own Terms * How to Structure the Demo Sessions * How to Run the Demo Sessions * Demo Pitfalls to Avoid * Tips CHAPTER 14: Run Competitive Proof&nash;of-Concepts * The Case for a Bake-Off * How to Run a Bake-Off * Bake-Off FAQs * Tips PART VI: MAKE THE RIGHT CHOICE CHAPTER 15: Negotiate Like a Pro * When to Start Negotiations * Align Price and Value * Contracts and Other Agreement Negotiations * Tips CHAPTER 16: Make the Right Final Selection * Taking the Full View * Making the Decision * Planning for Success * Tips CHAPTER 17: Adapt This Process for Selecting Services Firms * What Sort of Help Do You Need? * How to Adapt Your Process * Tips
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