How to sell Identity Management David Lundell Identity Managed LLC Principal Consultant MVP MBA Author Twitter DavidLundell Benefits of Identity Management IT amp ComplianceCosts ID: 1028771
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1. How does IDM impact the Bottom Line?How to sell Identity ManagementDavid Lundell, Identity Managed LLCPrincipal Consultant, MVP, MBA, AuthorTwitter: DavidLundell
2. Benefits of Identity ManagementIT & ComplianceCostsIT & ComplianceCostsTwitter: DavidLundell
3. Limited budgets and manpowerExisting IT ArchitectureReally uncooperative ApplicationsLimited time with executive leadershipHard for people to see the connection to the big picture and Impact on Bottom line?Tech people can drone on and on and have very boring texty slidesObstacles to selling IDM
4. 3 keysTwitter: DavidLundell
5. Align your goalsDiscover organizations strategic goalsTie Identity Management goals to themTwitter: DavidLundell
6. Secure collaboration with Partners (like SoAndSoGenetics, Eli Lilly)Automatically update Distribution Groups (the Pharma RAD teams)Streamline Business supportIT empowering employees from Day 1Protect IP from moment of employee departurePlaybook for M&A IT (focus on Identity Management)Possible Goals for a PharmaUp to date contact info across all 100+ subsidiaries and affiliatesProvide/gain access to other subsidiaries organizations’ resources
7. Show potential bottom line impactDepending on type of project it will have a different impactTwitter: DavidLundell
8. Be ConciseSay it in Six Minutes By Ron HoffDon’t forget to have a specific askTwitter: DavidLundell
9. BenefitsTwitter: DavidLundell
10. Ready to dig into how or any questions first?Twitter: DavidLundell
11. How to Align to the CEO’s GoalsTwitter: DavidLundell
12. Annual ReportPress ReleasesSocial MediaEmployment AdsMergers & AcquisitionsPartnershipsGrowthNew LOBReduce costsAligning Sales Pitch with Client Goals
13. Possible Identity Management GoalsTwitter: DavidLundell
14. DemoPick a publicly traded company – and let’s look at their annual reportTwitter: DavidLundell
15. How to show bottom line impact (aligning with CFO)“Identity Management is the only compliance effort that pays you back” – Client Twitter: DavidLundell
16. Income Statement Primer – Microsoft 2014 Annual Report (billions)Twitter: DavidLundell
17. Technology Impacts on Bottom Line17Twitter: DavidLundell
18. Automate repetitive tasksLower IT costs (SG&A)Enables Revenue to grow faster than IT costsLeverageGet new employees access fasterUser Provisioning/Deprovisioning
19. Return workers to productivityIncrease revenueReduce help desk callsLower IT cost as a % of RevenueEnables Revenue to grow faster than IT costsSelf Service Password Reset
20. Protect RevenueUser productivity can be improvedOr be neutralLower SG&ALower Audit costRole Based Access Control
21. Single Sign OnReturn workers to productivityIncrease revenueReduce help desk callsLower IT cost as a % of RevenueEnables Revenue to grow faster than IT costs
22. Increase RevenueLower SG&AFederation with Partners
23. Multi-Factor AuthenticationProtect RevenueLower User productivity slightly and hence revenueSlight Increase SG&A
24. Increase RevenueLower SG&AGal Sync
25. Calculating Bottom Line impactsTwitter: DavidLundell
26. How to Be Concise? How to get your ideas the attention they deserve?Twitter: DavidLundell
27. Questionable Persuasion techniquesTwitter: DavidLundell
28. Limit your presentation to six or seven minutesTwitter: DavidLundell
29. Say it in Six: How to Say Exactly What You Mean in Six Minutes or Less by Ron HoffTwitter: DavidLundell
30. Benefits of Conciseness
31. Interactive Close
32. Thankswww.IdentityManaged.comTwitter: DavidLundell