Ten Good Reasons to Say No

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Ten Good Reasons to Say No

Documill has been offering its Visual Search solution to enterprises since 2009. When coupled with existing enterprise search solution, Documill Visual Search enables enterprise search users to preview, view and selectively share their findings, greatly speeding up the search effort, not to mention improving the overall “quality of work” for these infomaniacs.

During the years we have heard quite a good deal of explanations and excuses “why not”. Understanding these reasons is fundamental, if anyone wants to be successful in selling search solutions to enterprise customers.

Top 10 Reasons to Say No

  1. So far we have managed to do quite well without enterprise search; why should we invest on it now?
  2. Enterprise search solution needs to be perfect from the day 1, it needs to cover all our existing (legacy) systems – or otherwise we rather not buy nor use anything.
  3. Insufficient understanding of the possibilities, benefits and overall landscape of enterprise search solutions
  4. Lack of ownership; nobody owns enterprise search. Discussions often end up in CIO’s department, but with lack of budget, no business side owner with demand…nothing will happen.
  5. Naive belief in generic platform solutions coming from large IT vendors. Without loads of professional services deployed, these generic solution will not solve customer specific problems nor connectivity to their legacy systems. This naive belief comes from the combination of exposure to the successful marketing efforts of these large IT vendors, childish belief that “in the next version is might work” or worst ever, only large vendors can produce something which works with our BIG enterprise with BIG needs.
  6. We don’t have a budget for this. An at the same time the company willingly spends loads of money buying integration work. Probably this is fundamentally CAPEX vs OPEX thing, i.e. making an investment (software licenses etc.) is difficult, but if something can be squeezed into operational expenses they already have a budget for, then it just might work.
  7. What is the ROI of enterprise search? How to calculate it? And worst ever, “if our people now find what they are looking for faster and easier, how do they spend the time saved? Now they have more time to update Facebook, read newspaper and do other non-productive things…”
  8. Term “enterprise search” seems to be synonymous to “a project which never ends”. This thinking is a result of earlier, failed enterprise search projects. This is no wonder, if earlier deployments have tried to integrate with often exotic legacy systems, and create a perfect, omnipotent solution with limited time, money and other resources.
  9. Enterprise search is not seen as a separate solution – instead it should be part of the platform. Larger IT vendors have successfully convinced their audiences that “that capability is already part of the platform offered, or some day it will be”. Thus enterprises do not see need to get another “similar solution” – even when that platform solution does not really exist, nor is operational.
  10. We want to first see how it works, test it with our repositories and data. This quickly points to the need to do PoC deployment, and should be seen as a positive sign if the customer is willing to pay for such a PoC. However, it would not be the first time if there is no money for the PoC, we do not have team to oversee it, and actually – to get connected with our legacy repositories, you’d need to first create custom connectors etc.

Hearing these reasons one time after the other is extremely frustrating.

Especially so, when everybody agrees that the amount of information is overwhelming, and it is increasing every year with 15-20% rate. And most of the people we have met, also agree that discovering existing data, whether documents or something else, is extremely difficult and people usually just go and re-create things than try to find existing materials.

Re-creating existing content? Spending hours of valuable work time to find relevant materials? Not even trying to search content due to poor user experience, or bad experiences from the past. All this costs a lot for enterprises buried under the ever-growing pile of data. The bigger the enterprise, the larger would be the benefits if one could convince these reluctant enterprises to give enterprise search a chance. But how to make that happen?

Ideas, anyone?

By | October 16th, 2015|

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