Hello, SaaS | Company Transformation | Employees and Technology

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Recently, I wondered how and under the influence of what factors the portrait of a corporate client changes, and how the changes can be used for sales. As a result, a matrix of changes was built, which we will talk about today in general and partially about the components.




Something is wrong with companies.

I cannot say what exactly is wrong, and here are a few examples - the head of Sberbank of Russia publicly criticizes his own automation projects and wants to buy tomorrow's technology exclusively. Another example is that you can easily sell SaaS services to the marketing department of a large holding and the head of the Department will pay out of pocket. Cloud technologies - infrastructure, PaaS and SaaS have become so accessible that a startup of 4 people can pay for all this. The client is not the same - the client is changing.

In my opinion, all of today's changes are in the matrix "People in the organization or Employees - Consultants - The very structure of the organization - Technology". Each component affects the other components, and all together change the company, making it better.



Today I will focus on the changes of the company under the influence of employees and technology. Changing people - these are habits and patterns of behavior that directly affect their performance of functional duties or features of generations. By habits, I mean preferences for the better. An illustration of such changes - if at home an employee uses all the latest innovations in the world of gadgets and software, then why should he work on a desktop computer in the office? I generally will not say anything about the features of generations - 30-year-old “all stars”, and 20-year-old uncontrollable, in principle.

In my opinion, the impact of technology on a company’s change is not as great as the influence of employees, and that’s why - even with a paradigm shift in IT, for example, the advent of cloud technologies, business objectives do not change. At the same time, the proposal of new technologies implies a change in the consumption model of business automation services or IT infrastructure, and this is already changing the company - the tasks and structure of IT departments, for example.

The tangle of change is only getting confused.

Chicken or egg

It’s not yet clear to me how and to what extent the components of the “Matrix of Changes” influence changes in the company, but it is obvious that they are in close connection with each other and equally affect the change in the company. For example, a startup, as a temporary structure according to S. Blanc, implies the maximum use of technology in work due to a banal shortage of people.
The paradox of my hypothesis of changes is that the company may not be aware that changes are occurring, because everyone is used to operating the concept of external and internal factors affecting the company. Why this can happen - for example, in a mature company all processes are built, KPIs are implemented, training is established and everything seems to work, but the IT strategy and the place for mobile workplaces have not changed for a long time, although most employees already come to work with tablets. People have changed and come to work with their well-established habits, and perhaps the introduction of mobile jobs will increase the company's performance at times?

7 reasons to change with employees - Citrix research Citrix conducted several studies

in 2015regarding the development of mobile technologies in companies and employee attitudes towards remote work. Excerpts from research will help to see the impact of employees and technology on changes in the company.

How the workspace will change - WorkAnywhere

In 2016, more and more workspace designers will abandon the traditional model of organizing an office based on an open space separated by partitions. The choice will be made in favor of a work environment created on the principle of universities - with places for user groups to interact in common areas (hubs), common areas (laboratories) and separate areas (libraries).

Follow-me technologies have reached such a level of development as to provide a high degree of user satisfaction at a low cost for widespread use.

Results of work in new conditions

During the research, 43% of employees indicated an increase in productivity, and 91% of users noted a significant increase in morale when switching to Remote.

The consumption model moves into the mobile area. Mobile



device users - all employees divided into groups

The first group is the highest governing body. The second group is traditional employees working outside the office. They work almost all the time in mobile mode, so they also need access to data. The third group of employees: traditional office employees who only occasionally work remotely, but who still need more and more services, including applications for exchanging short messages and files.



Trends in the development of IT departments

The “follow-me-follow- ...” pattern, data, applications, telephony and print services, with mandatory corporate security in 2016, will be decisive. Primary in the approach are people who have already changed or are changing.

Security does not go by the wayside

The security policy scenarios that companies will choose for these primary user groups,

  • 28% of respondents plan to identify special user roles and associated access / privileges.
  • 27% plan to implement security monitoring tools on a contextual basis.

This applies to companies that are already working in the direction of mobile security for employees, and 1/5 of respondents plan to begin such work in 2016.

Mobile Security Management Tools

  • Mobile device management (58%).
  • Corporate Mobility Management (37%).
  • Use of VPNs (35%).


Personal experience

According to Microsoft research, people “stopped” working during office hours, and began working at home after hours. This does not mean that people don’t do anything at all during office hours, but rather that employees are “distracted”, “out of mood” or busy with something else during office hours. This is a paradox, but it exists and the only way out in the company is to give the opportunity to work in a combined office-home format.

An example from my practice - I work on all types of devices - a desktop PC, tablet, smartphone, and in each I emphasized a signature that would inform the recipient that I am sending mail from a smartphone and the answer may not be complete or superficial . After some time, I removed these accents, since the answers in their completeness from different devices did not differ.
Second example. At one time I went to an office from a distant suburbs. The road took a lot of time. Every day I came to the office with the tasks of the day already completed, and all my working time was resting from work (forgive me, the employer). Case confirms the fact that if a person wants to work and is properly motivated, then the place and presence in the office is not so important for him.

How to sell cloud solutions to changing companies

  • Understand the changes, and not just technological ones, and tell potential customers about them.
  • Research can be an excellent argument in working with potential customers in the direction of choosing cloud, SaaS or mobile solutions.
  • Changes in the company (to make the company mobile, for example) require project work, at least in the direction of managing mobile devices, infrastructure and security, i.e. sales are of a design nature.
  • Medium and large business does not change right away - IT will always put pressure on heredity and optimally begin to sell the very idea of ​​changes for each component of the “Matrix of Changes”.
  • Select suppliers of complete solutions that will close all changes. My personal preferences are Citrix solutions that cover all planes - access, storage and data management and mobile work.

All my recommendations are confirmed by the sales of Dental Cloud in a very conservative segment of dentistry automation, as well as by projects for creating private clouds in clinics, which I will talk about in the following posts. Today I looked at the changes of the company through the prism of Employees and Technologies. In the next post I will try to show several cases of changes through the Structure and the Consultants. I'll call a button !

Previous materials of the author.

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