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How	
  to	
  become	
  a	
  successful	
  	
  
HR	
  technology	
  buyer.	
  
There’s	
  a	
  lot	
  of	
  guilt	
  and	
  shame	
  about	
  unsuccessful	
  
implementa;on	
  and	
  use	
  of	
  HR	
  technology	
  and	
  
that’s	
  exactly	
  why:	
  
	
  
	
  
1.	
  HR	
  prac;;oners	
  don’t	
  learn	
  from	
  their	
  peers	
  and	
  
their	
  peers	
  never	
  learn	
  from	
  them.	
  
2.	
  Vendors	
  can	
  s;ll	
  get	
  away	
  with	
  medieval	
  tac;cs.	
  
 
How	
  do	
  we	
  change	
  this?	
  	
  
	
  
	
  
Recently	
  I	
  was	
  aDending	
  
HR	
  Tech	
  Europe	
  Spring	
  	
  
Warm-­‐Up	
  in	
  London	
  	
  
where	
  @william;ncup	
  	
  
was	
  sharing	
  some	
  things	
  
you	
  should	
  consider	
  when	
  
buying	
  HR	
  technology.	
  	
  
Allow	
  me	
  to	
  share	
  the	
  best	
  pieces	
  with	
  you,	
  so	
  
you	
  can	
  benefit	
  from	
  them	
  as	
  well.	
  
	
  
First	
  of	
  all,	
  these	
  are	
  the	
  7	
  points	
  of	
  soQware	
  
sa;sfac;on:	
  	
  
Product	
  
	
  
1.	
  Don’t	
  look	
  for	
  soQware	
  that	
  will	
  fix	
  your	
  bad	
  process.	
  Good	
  soQware	
  will	
  
only	
  highlight	
  how	
  bad	
  your	
  process	
  is.	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
2.	
  Vendors	
  know	
  what	
  a	
  good	
  process	
  is,	
  so	
  don’t	
  lie	
  to	
  them	
  about	
  your	
  
process.	
  
Sales	
  
	
  
1.	
  Once	
  you’ve	
  signed	
  the	
  contract,	
  all	
  your	
  power	
  is	
  gone.	
  So	
  how	
  do	
  you	
  
feel	
  about	
  your	
  vendor	
  before	
  you	
  sign?	
  It’s	
  going	
  southwards	
  aQer	
  that..	
  
	
  
2.	
  You	
  typically	
  buy	
  from	
  people	
  you	
  like.	
  So	
  really,	
  really	
  think	
  about	
  what	
  
you	
  need	
  before	
  you	
  talk	
  with	
  them.	
  	
  
	
  
	
  
	
  
	
  
	
  
3.	
  Are	
  you	
  being	
  oversold?	
  	
  
Salespeople	
  rarely	
  say	
  no.	
  
	
  
	
  
	
  
Sales	
  
	
  
4.	
  You	
  don’t	
  want	
  to	
  be	
  the	
  first	
  one	
  in	
  your	
  industry	
  to	
  buy	
  a	
  solu;on.	
  You	
  
want	
  a	
  vendor	
  to	
  know	
  and	
  understand	
  your	
  industry.	
  	
  
(‘There’s	
  no	
  such	
  thing	
  as	
  an	
  hr	
  industry.	
  There	
  are	
  industries	
  in	
  which	
  hr	
  
prac;;oners	
  are	
  prac;cing.’)	
  
	
  
	
  
	
  
	
  
5.	
  All	
  demo’s	
  are	
  
	
  	
  	
  	
  awesome.	
  	
  
	
  
	
  
	
  
	
  
6.	
  If	
  vendors	
  don’t	
  have	
  case	
  studies,	
  it	
  might	
  mean	
  they	
  don’t	
  have	
  great	
  
rela;onships	
  with	
  customers.	
  Are	
  references	
  easily	
  provided?	
  	
  
Nego;a;on	
  
	
  
1.	
  Ask	
  your	
  vendor:	
  How	
  do	
  you	
  make	
  money?	
  
	
  
2.	
  In	
  a	
  lot	
  of	
  soQware	
  deals,	
  you	
  don’t	
  own	
  the	
  data.	
  You	
  actually	
  pay	
  the	
  
vendor	
  to	
  get	
  your	
  data.	
  	
  
	
  
	
  
	
  
	
  
	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  3.	
  Buy	
  at	
  the	
  end	
  of	
  the	
  quarter,	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  preferably	
  the	
  31st	
  of	
  December;	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  sales	
  people	
  are	
  driven	
  by	
  quota’s.	
  
	
  
	
  
	
  
Implementa;on	
  
	
  
1.	
  How	
  long	
  is	
  it	
  going	
  to	
  take	
  before	
  you	
  can	
  use	
  the	
  soQware?	
  Lots	
  of	
  
vendors	
  outsource	
  implementa;on	
  and	
  it’s	
  in	
  the	
  interest	
  of	
  consultants	
  
to	
  make	
  sure	
  that	
  implementa;on	
  takes	
  a	
  long	
  ;me..	
  
	
  
	
  
	
  
	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  2.	
  Make	
  sure	
  people	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  (internally)	
  are	
  aware	
  of	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  change	
  before	
  you	
  change.	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  Let	
  them	
  know	
  what	
  you’re	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  doing.	
  Otherwise	
  they’re	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  going	
  to	
  hate	
  whatever	
  new	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  thing	
  you	
  buy.	
  
Training	
  
	
  
1.	
  Realise	
  everybody	
  learns	
  in	
  a	
  different	
  way.	
  Assesss	
  for	
  learning	
  styles	
  
and	
  learning	
  differences	
  to	
  make	
  training	
  beDer.	
  
	
  
Adop;on	
  
	
  
1.	
  Your	
  vendor	
  knows	
  everything	
  about	
  how	
  you	
  use	
  their	
  soQware.	
  Will	
  
they	
  ever	
  tell	
  you	
  that?	
  You	
  should	
  want	
  to	
  know	
  it.	
  	
  
	
  
Support	
  
	
  
	
  
	
  
	
  
	
  
1.	
  The	
  vendors	
  job	
  
	
  is	
  to	
  meet	
  you	
  where	
  
	
  you	
  are.	
  Support	
  	
  
	
  shouldn’t	
  be	
  reac;ve,	
  	
  
	
  but	
  proac;ve.	
  
	
  
	
  
	
  
	
  
	
  
2.	
  Is	
  the	
  vendor	
  charging	
  clients	
  for	
  support?	
  
Share	
  
	
  
The	
  real	
  solu;on	
  off	
  course	
  to	
  make	
  vendors	
  build	
  beDer	
  products	
  and	
  hr	
  
prac;oners	
  make	
  beDer	
  acquisi;ons	
  and	
  use	
  of	
  hr	
  technology	
  is	
  if	
  we	
  all	
  
start	
  talking.	
  	
  
	
  
	
  
	
  
	
  
	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  So,	
  ask	
  your	
  peers	
  about
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  their	
  experiences	
  and	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  advice	
  and	
  share	
  your	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  experiences	
  and	
  advice	
  
	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
   	
  with	
  them.	
  	
  
	
  
	
  
Some	
  ques;ons	
  you	
  can	
  ask	
  your	
  peers:	
  
HR	
  Tech	
  Europe	
  2014	
  
	
  
The	
  next	
  opportunity	
  to	
  meet	
  your	
  peers	
  and	
  find	
  awesome	
  new	
  hr	
  
technology	
  products	
  is	
  #HRTechEurope	
  in	
  Amsterdam.	
  	
  
	
  
	
  
	
  
	
  
For	
  more	
  informa;on,	
  please	
  visit	
  www.hrtecheurope.com	
  	
  
	
  
I	
  look	
  forward	
  to	
  mee;ng	
  you	
  there.	
  
Share	
  &	
  connect.	
  
	
  
Feel	
  free	
  to	
  share	
  this	
  presenta;on	
  and	
  connect	
  with	
  me	
  wherever	
  
you	
  want:	
  
	
  
E-­‐mail 	
   	
  rene@onrecruit.nl	
  
Telephone 	
  +31-­‐611604603	
  
TwiDer	
   	
  twiDer.com/renebolier	
  
LinkedIn 	
  linkedin.com/in/renebolier	
  
Facebook 	
  facebook.com/renebolier	
  
Google+ 	
  plus.google.com/+renébolier	
  
Slideshare 	
  slideshare.net/renebolier	
  
Instagram 	
  instagram.com/renebolier	
  
	
  
	
  

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How to become a successful hr technology buyer

  • 1. How  to  become  a  successful     HR  technology  buyer.  
  • 2. There’s  a  lot  of  guilt  and  shame  about  unsuccessful   implementa;on  and  use  of  HR  technology  and   that’s  exactly  why:      
  • 3. 1.  HR  prac;;oners  don’t  learn  from  their  peers  and   their  peers  never  learn  from  them.   2.  Vendors  can  s;ll  get  away  with  medieval  tac;cs.  
  • 4.   How  do  we  change  this?        
  • 5. Recently  I  was  aDending   HR  Tech  Europe  Spring     Warm-­‐Up  in  London     where  @william;ncup     was  sharing  some  things   you  should  consider  when   buying  HR  technology.    
  • 6. Allow  me  to  share  the  best  pieces  with  you,  so   you  can  benefit  from  them  as  well.     First  of  all,  these  are  the  7  points  of  soQware   sa;sfac;on:    
  • 7. Product     1.  Don’t  look  for  soQware  that  will  fix  your  bad  process.  Good  soQware  will   only  highlight  how  bad  your  process  is.                         2.  Vendors  know  what  a  good  process  is,  so  don’t  lie  to  them  about  your   process.  
  • 8. Sales     1.  Once  you’ve  signed  the  contract,  all  your  power  is  gone.  So  how  do  you   feel  about  your  vendor  before  you  sign?  It’s  going  southwards  aQer  that..     2.  You  typically  buy  from  people  you  like.  So  really,  really  think  about  what   you  need  before  you  talk  with  them.               3.  Are  you  being  oversold?     Salespeople  rarely  say  no.        
  • 9. Sales     4.  You  don’t  want  to  be  the  first  one  in  your  industry  to  buy  a  solu;on.  You   want  a  vendor  to  know  and  understand  your  industry.     (‘There’s  no  such  thing  as  an  hr  industry.  There  are  industries  in  which  hr   prac;;oners  are  prac;cing.’)           5.  All  demo’s  are          awesome.             6.  If  vendors  don’t  have  case  studies,  it  might  mean  they  don’t  have  great   rela;onships  with  customers.  Are  references  easily  provided?    
  • 10. Nego;a;on     1.  Ask  your  vendor:  How  do  you  make  money?     2.  In  a  lot  of  soQware  deals,  you  don’t  own  the  data.  You  actually  pay  the   vendor  to  get  your  data.                                  3.  Buy  at  the  end  of  the  quarter,                      preferably  the  31st  of  December;                      sales  people  are  driven  by  quota’s.        
  • 11. Implementa;on     1.  How  long  is  it  going  to  take  before  you  can  use  the  soQware?  Lots  of   vendors  outsource  implementa;on  and  it’s  in  the  interest  of  consultants   to  make  sure  that  implementa;on  takes  a  long  ;me..                                2.  Make  sure  people                        (internally)  are  aware  of                        change  before  you  change.                        Let  them  know  what  you’re                        doing.  Otherwise  they’re                        going  to  hate  whatever  new                        thing  you  buy.  
  • 12. Training     1.  Realise  everybody  learns  in  a  different  way.  Assesss  for  learning  styles   and  learning  differences  to  make  training  beDer.    
  • 13. Adop;on     1.  Your  vendor  knows  everything  about  how  you  use  their  soQware.  Will   they  ever  tell  you  that?  You  should  want  to  know  it.      
  • 14. Support             1.  The  vendors  job    is  to  meet  you  where    you  are.  Support      shouldn’t  be  reac;ve,      but  proac;ve.             2.  Is  the  vendor  charging  clients  for  support?  
  • 15. Share     The  real  solu;on  off  course  to  make  vendors  build  beDer  products  and  hr   prac;oners  make  beDer  acquisi;ons  and  use  of  hr  technology  is  if  we  all   start  talking.                                      So,  ask  your  peers  about                        their  experiences  and                          advice  and  share  your                          experiences  and  advice                          with  them.        
  • 16. Some  ques;ons  you  can  ask  your  peers:  
  • 17. HR  Tech  Europe  2014     The  next  opportunity  to  meet  your  peers  and  find  awesome  new  hr   technology  products  is  #HRTechEurope  in  Amsterdam.             For  more  informa;on,  please  visit  www.hrtecheurope.com       I  look  forward  to  mee;ng  you  there.  
  • 18. Share  &  connect.     Feel  free  to  share  this  presenta;on  and  connect  with  me  wherever   you  want:     E-­‐mail    rene@onrecruit.nl   Telephone  +31-­‐611604603   TwiDer    twiDer.com/renebolier   LinkedIn  linkedin.com/in/renebolier   Facebook  facebook.com/renebolier   Google+  plus.google.com/+renébolier   Slideshare  slideshare.net/renebolier   Instagram  instagram.com/renebolier