October 7, 2014
You Had Us at Hello
Today we are "launching" a comprehensive Customer Success Program that we believe is first of its kind in this industry. It is a bit of a misnomer to say we are "launching", because we've been doing it for years. Today we are making available a veritable ton of resources to help our customers, large and small, evaluate and deploy EFSS enterprise-wide more easily and become heroes in their organizations.
Consumerization of IT is changing the way employees select apps to help them be more productive. Whether purchased, or used for free, a new breed of applications is making it easier for end users to get started with very low "friction." Of course, this trend doesn't change the requirement for IT professionals to protect corporate assets-- in fact, this makes it harder.
This virtual tug-of-war between end users and IT doesn't need to escalate into an all-out conflagration. In fact, we think it provides one of the best opportunities for IT to become heroes in their organizations. After all, what could be more impressive than safely and securely keeping your users at the cutting edge of technology?
As part of the Syncplicity by Axway Customer Success program, we are making a lot of information and assets available to you. These include methodologies for evaluating and deploying EFSS within your IT environment and for driving engagement with employees, a training site dubbed Syncplicity by Axway University where users and IT can watch training videos, and a collection of marketing assets you can use internally to drive awareness, adoption, and engagement of Syncplicity by Axway.
That said, we thought we would highlight a few key learnings from years of helping drive some of the industry's largest active deployments:
The goal is engagement, not deployment.
In the past, software companies would sell you software licenses and maintenance, and whether your users used it or not was your problem. With SaaS, usage is both of our problems. It's our problem because most likely, you will start small and buy more licenses only when adoption grows. That's the beauty of the new model, because it forces us to always stay on our toes and be constantly innovating (something we love to do!). It's your problem, however, if your employees don't use what you bought-- they will continue to make your organization less secure by adopting consumer-grade tools. Like never before, we are in this together!
Engagement starts with adoption, and adoption starts with awareness.
Gone are the days when all it took to get software usage was to make it available. Employees are bombarded with too many messages, and now we are all sophisticated enough to jump on to the Internet to find solutions when we need them, even if a solution is already pre-installed on a device! To combat this, the new world needs to meet the old world. Our customers are driving massive initial awareness internally through a combination of digital and physical marketing. That's right... Marketing. That's why we work with our customers to develop compelling content that they can send to their end users to drive awareness, but also help them with physical media like posters, and even help with best practices for launch parties! Simply put, you have to keep driving the word out and we are here to help.
Engagement is driven by emotion.
We've all heard the of the notion that end users will decide if they love an app within the first 30 seconds of using it (that's why we designed our apps so they'll love them at first swipe! But even then, users won't try an app unless there's something in it for them. That's why we think it is important to help them understand exactly how a solution will change the way they work with contextually relevant use cases. To help you do that, we've designed a catalog of assets for our customers to use internally to help create that "a ha" moment by highlighting use cases and features that emotionally connect with users-- directly hitting on some really painful day-to-day tasks that simply vanish the moment they adopt Syncplicity by Axway.
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