Human nature forces people to simplify, to identify items, categorize them, and to put a label on them. I see this when my wife’s rescue organization (Echo Dogs White Shepherd Rescue) gets a new foster dog. “Oh, that looks like a white german shepherd crossed with a yorkie”.Do I really know that Romeo (don’t ask) is has Yorkie in him? No, not for sure. But I look at him and see that he’s certainly part WGS and has a shorter nose and curly, downy fur, so I sort through my mental pictures of dog breeds and come back with a touch of Yorkie. In the future, once he’s found a “forever” home (in rescue terms), I’ll remember him using that mix because that makes it easier for me to recall a picture of him.
I often see this phenomenon manifested in enterprise software through the evaluation and purchasing cycles, typically in the form of “I need an XYZ system to solve this problem.” Ironically, software vendors and analysts often compound the problem through labeling of software solutions. Think of all the Three Letter Acronyms (TLAs) that you might or might not be familiar with: CRM, ERP, BPM(S), ECM, CEP, BPA, BTM, CAS, BRM(S). Why do we, as members of the community, do this to ourselves and to our customers? More often than not it’s out of a desire to explain that something we have is different than the rest of the solutions out there.
No sooner do you refer to something that is vaguely familiar with a new name then the religious wars start. “BPM can do that and ACM is a naughty boy.” “Case Management is just a part of my CRM solution.” “No, it has documents so it’s part of Enterprise Content Management.” “We’ve had that and ERP and TPS reports in one solution forever, in fact we invented it!” Not only that but the poor individual who says “gee, I think I have something different here” is strapped to the mast and given 50 lashes!
If I were speaking now rather than writing, and in person rather than behind a keyboard, you’d see I write this with mirth in my voice and a smile on my face rather than frustration and a frown. After all, this IS human nature we’re dealing with here, so it’s completely understandable that people react the way they do.
However there is a real problem with all of these TLAs, which is that they are labels, (il)logical groupings of capabilities created to make it easier to identify solutions to what are perceived as common problems. Do most companies really care what technology is used to drive performance improvements or to realize cost savings? Not in my mind, no. What they care about is that the tools they put in front of their employees, customers and partners don’t handicap their ability to get their job done.
The question I have is how to get around alphabet soup and simply identify and communicate the value of a solution to a business problem? Any thoughts?