Knowledge Infuser

RE: Bill Kutik Radio Show - End of Year 2009

john@yahoo.com — Wed, 30 Dec 2009 18:17:29 GMT

Great listen. Would be valuable to have you comment at the end of each one of the guest's on the show's statements. Almost like a response from one side of the political aisle. Keep up the good work.

RE: The Importance of Integrity

ondemand@knowledgeinfusion.com — Thu, 12 Nov 2009 19:54:45 GMT

Speaking as a vendor, I think this is truly the *only* approach that should be taken. Then again, it doesn't matter the industry, we all know what sales representatives are like: whether it's a good fit or not, they just want to meet their quota so their manager isn't breathing down their back. So it doesn't surprise me that sales representatives love to have a consultant scapegoat handy for when things don't play out the way they'd like.

In any case, on the vendor side, it comes back to knowing what clients benefit most from your product. Everyone in the HR space likes to think their platform or software can handle any organization's needs, but is that truly the case? From my experience, I definitely have worked with clients who really understood my product and could take full advantage of everything I can offer with it. In other cases, it was an un-ending struggle to explain to the client that our solution did not work exactly like some other product it was clear they wished they had purchased.

I can only echo Michael and say that vendors do need to have these kind of strategic partnerships. Vendors can benefit from third-party expertise, and can begin to focus on the client base that can get the most value from their products.

RE: The Importance of Integrity

ondemand@knowledgeinfusion.com — Thu, 12 Nov 2009 14:40:11 GMT

I think the message here is that the vendors are overlooking the fact that consulting companies such as KI are working on behalf of both parties. Their unbiased approach puts the right company with the right vendor. They should be grateful that a consulting firm is working with the client to set their expectations, define their requirements, help redesign business processes to work with the available technology, etc. If a client makes a bad decision, the vendor loses just as much as the client does.

It's the vendors that understand this that will get my business, not the vendor who will do anything to force their product on me without having any idea whether or not they can meet my requirements. KI's approach is the only approach that can achieve win-win-win.

My advice to vendors...start getting to know KI, build the relationship, and play by the rules, because the more they know your product and company, the better they can match you with the right client.

Thanks Jason & Co....

Michael Peterman

Four Seasons Hotels, LTD

RE: The Importance of Integrity

ondemand@knowledgeinfusion.com — Tue, 10 Nov 2009 17:22:45 GMT

Well, I'm surprised clients are so ignorant of it. That situation is the reverse of the HR Technology Conference, where many vendors are so used to "pay for play" that they insist on getting to speak if they agree to exhibit. We patiently explain that though the Conference Board and others may run their meetings that way, we don't. We separate Church and State: Vendors don't have to exhibit to present; and exhibiting offers no guarantee of presenting.

Unfortunately from a vendor's point of view, "pay for play" is a good deal -- a guarantee of ROI -- both in conferences and consulting. The difference is, as always, you want to change the world, and I'm happy to have my small part of it be different and better. Good luck to you.

RE: The Importance of Integrity

ondemand@knowledgeinfusion.com — Tue, 10 Nov 2009 17:09:05 GMT

Thanks for your reply Bill. I understand the problem, but want to be part of changing it.

The most important part to me is that a lot of clients dont understand that it is happening.

RE: The Importance of Integrity

ondemand@knowledgeinfusion.com — Tue, 10 Nov 2009 14:23:17 GMT

Jason:

Congratulations on a client defending KI's objectivity. The problem of vendor selection consultants' bias has been with us forever, strongest in my memory were suspicions in the 90's that Andersen Consulting (now Accenture) only recommended big vendors whose packages it implemented.

It's so easy for a vendor sales rep to blame the consultant for losing a sale. You are always portrayed as being in the pocket of whichever vendor won the last selection. But consistency and fairness -- dare I echo your word "integrity"? -- will win out in the end.

Keep on, keeping on.

RE: Talent Management and your Core HR System

ondemand@knowledgeinfusion.com — Tue, 10 Nov 2009 03:05:21 GMT

Thanks for your comments and completely agree.

The sooner clients begin asking vendors about XML and integration instead of using batch files otherwise known as CSV files or even worse, the sooner data will flow and HR will not be seen as a transactional, data entry function.

RE: Talent Management and your Core HR System

ondemand@knowledgeinfusion.com — Mon, 09 Nov 2009 18:46:45 GMT

I see this problem many times. Clients simply purchase a TAS solution and the thought of integration with the Core HR system doesn't even cross their mind, or when it does, the "cost" is just too prohibitive in their eyes. I believe the problem here is two-pronged, and you've addressed the client side excellently in this post, Jason.

The other part is the vendor side. First, some vendors don't have standard integration specifications with which to integrate with other platforms in an easy fashion. This makes an integration more costly and complex, which can be a huge turn off to the client when they even want to integrate. Secondly, the TAS/TMS Sales Representative needs to ask questions about current setups and systems, and then proactively offer the integration. Sales reps are often NOT asking those questions, and the integration question then pops up after the system has already been fully implemented - often tacking on another 3 - 6 months of project time post-implementation.

Vendors should be leveraging current technology (e.g., XML) to create easy-to-use and understand integration standards, and vendors should have a well-educated sales force that can explain the value of the integration between TAS and Core HR. More importantly, clients need to ask these questions of their vendors!

RE: What Vendor Will Sell The Most New Licenses of Core HR Functionality in 2010?

bob.conlin@accero.com — Mon, 01 Jun 2009 18:29:59 GMT

Are you aware that Cyborg is back.....as Accero? Accero acquired the Cyborg Systems assets and customers from Hewitt last year, and is out in the market again with one of the most flexible, configurable and performance tuned applications for Payroll and HR. For companies with 2,500 or more employees - particularly those with complex requirements (unions, variable pay rates, etc) - Accero will likely be a short list candidate in 2010.

RE: What Vendor Will Sell The Most New Licenses of Core HR Functionality in 2010?

jkuhn@kuhnconsultinggroup.com — Mon, 01 Jun 2009 17:32:22 GMT

Since SAP HR comes with SAP FI as part of thier "core" application, it is difficult to count how many true HR licenses they sell, however I would guess that due to this, they probably will have more in progress and new implementations in 2010 than the others.

I would add Pattersons to this list.

For most sales globally here are my top 5

Ultimate

Nu View

Spectrum

ADP

Pattersons