Maturity framework – How do you sell Unified Communications?

Unified Communications Maturity FrameworkI recently held a series of Unified Communications Readiness Workshops in Sydney, Melbourne and Brisbane to provide our channel partners with the tools to break down a complex unified communications solution into something which can be easily characterised and understood.

A few months back while working with Microsoft I stumbled across a maturity framework which Microsoft called the BPIO Model otherwise known as the ‘Business Productivity Infrastructure Optimisation’ Model which is based upon Gartner’s Infrastructure Maturity Model, and MIT’s Architecture Maturity Model.

While similar to other infrastructure optimisation models, what I liked about Microsoft’s interpretation is how they applied it to unified communication.

I won’t go into the detail of the model here… which would take a minimum of two (2) hours to explain but essentially the model consists of four (4) vertical stages each of which represents enhanced levels of maturity as the organization transition from stage to stage.

Horizontally I have identified five (5) technology area’s which I have expanded further from Microsoft’s BPIO Model and which I feel form the foundations of a unified communications solutions include.

  1. Messaging

  2. Collaborative Workspaces and Portals

  3.  IM & Presence

  4.  Voice

  5. Conferencing

The benefit of the model is that it provides us with a framework to have a strategic discussion with our customers to evaluate what their current maturity level or which stage they are in and by using a consultative approach identify where the business would like to be by taking into account the direction and goals of the company.

By understanding the current state of the organisation and where they would like to be we are in a better position to recommend and implement a staged approach to getting them there. Or to develop a plan transitioning the customer through each maturity level in order to reach a level which provide maximum business benefits and cost savings to the organisation.

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s