What was your “ah-ha” moment in communicating ECM?
Working in Enterprise Content Management for over 12 years often times I have found it somewhat difficult to explain what we do and/or sell. Have you?
I have found that who your audience is often dictates how you explain it. To an IT group I have described ECM in terms of storage and retrieval of images in to database/repository with searching capability, ability to apply rules for authentication and accessibility, removing silos of information, ability to do workflow and BPM, and other things like Meta-Data, networks, through-put and HA/DR. Sometimes their eyes gloss over and other times they “understand.”
To some business folks when I’ m talking ECM I most usually reference things like accessibility of their documentation, being able to search on key fields and automatically route work/documents/content without the use of email or paper files (at its simplest form) and its all stored in a database otherwise known as a “repository.” Or, when describing workflow, using the old analogy of a restaurant. When you go in to the establishment a hostess seats you, then you get a menu, a waiter comes up and then you order, that order goes back to the kitchen and you get your meal prepared, then after you have dessert, you get a bill, pay and get a receipt then the bus boy comes and cleans everything up – that’s a workflow.
But what do you say to your mother or father, sister or brother and even children (aka the layman)? I’ve tried things like, “I sell software that lifts information off paper or documents and puts that data in a data base that allows people to find it. Then the people can see the documents on their computer necessary to do their job.” But I still get a ‘blank stare.’
Then one day, maybe three or four months ago, my dad was asking me for his usual P.C. help and he said, “my printer/scanner isn’t reading the words as well as it used to.” Of course, that got my attention! Could my dad know what O.C.R. is? After 12 years of me talking about IBM, FileNet, EMC/Documentum, Microsoft , Captiva, Kofax, ImageSource and ILINX(r) and him saying, “I still don’t get what you do.” NO WAY! How could my dad possibly know about O.C.R?
So I asked him, “Dad, you know what OCR is?” Guess what, he replied YES! “Its that software that I use when I want to take words off my documents that are PDF or Tiffs”. BAM! He knew! Finally after 12 years he “figured it out” partially what I did for a living. Putting this in context, my dad is an automotive guy, first sales and then executive, who had never a need to do any “computing” most of his professional career.
We have a lot of acronyms in our ECM vocabulary: OCR, ICR, OMR, BPM, OSR, ODAR, HIPI, TIFF, etc etc etc. (I can go on for a lifetime of our acronyms). But what do you say so that IT people get what ECM is? What do YOU say to a business user, who never ever ever thought of this stuff day to day? What do you tell your mom, dad, brother, sister, what you do every day? What have you said that brings blank stares? But, most importantly, what have you said to a customer and then you saw the “light bulb” go off? It appears O.C.R. is making it in to the mainstream vocabulary, if my dad is any example, because he knows his, “HP MFP does OCR.”