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Selling the strategy behind new initiatives

By Toni Bowers ·
It's important to sell your group on any new IT initiatives, particularly on the strategy behind them. What's the hardest technology strategy you've ever successfully sold to your organization?

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Trashing a datacenter

by tagmarkman In reply to Selling the strategy behi ...

My toughest "sell" was convincing the new company I joined as a IT manager to completely rebuild their entire multi-million dollar datacenter both hardware and software from the ground up.

It was dramatic, they didn't trust me yet because I was fairly new, the staff didn't know the new technology but I could see clearly that if they continued on their same course, the would be forced out of business within the next 5 years.

Proving it was the hard part. I did a skunk works prototype project where I invested a small portion into software development and integration. And I convinced several top of the line vendors to let us have a three month trial run on their hardware products.

With the metrics that I established early on, I was able to compare the differences in the two systems particularly with failure rates, uptime, and maintainance (which were core issues). I was also able to show concrete differnces in secondary issues (cost, space, power, etc.) It was harder to convince them by showing them industry trends and direction of information science, so I abandoned that approach in favor of the more tangable.

Result: Over $10mil savings (direct and indirect) over the next year (after implementation)... talk about quick return on ROI.

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