How do you show the value of your telecom systems to senior management?
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Telecommunications systems are essential for any modern business, but they can also be costly, complex, and challenging to manage. How do you demonstrate the value of your telecom systems to senior management, who may not be familiar with the technical details or the benefits of your solutions? In this article, we will share some tips on how to communicate effectively, measure and report on key performance indicators, and align your telecom systems with your business goals and strategies.
The first step to showing the value of your telecom systems is to understand who you are talking to and what they care about. Senior management may have different priorities, expectations, and perspectives than you or your technical team. They may be more interested in the big picture, the bottom line, the risks, and the opportunities than in the specific features, functions, or specifications of your telecom systems. Therefore, you need to tailor your message to your audience, using clear, concise, and relevant language, avoiding jargon, acronyms, or technical terms that may confuse or bore them. You also need to know what questions they may have, what objections they may raise, and what evidence they may need to support your claims.
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Phil Howard
Award Winning IT Podcast: What do influential IT leaders THINK, SAY, & DO to win at the Executive Roundtable? 🔷 Tune in to make yourself invaluable and NOT just the guy who keeps the blinking lights on. Read About👇
If you are speaking to sales & marketing for example… you don’t need to say, “what do you guys think about omni channel?” Instead ask: would it be beneficial to see how our customers interact with our website and be able to track the entire customer journey and have that information “plug-in” to salesforce… or … Would it be beneficial for agents in our call center to be able to see what additional products they were looking at & be able to chat 💬 with them live (not just wait for the call to come in). Most people have no clue what “omni channel means” or “API” they will glaze over. But if you say, “Hey I can show you how to grow sales by 20%, add two new revenue channels, and cut labor by 5% then you’ll get peoples attention fast.
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Khaled Daher
Installation General Manager @ CAF | Smart Mobility Expert
In my experience we should understand we are talking to whom from the management and what they care about, and for sure we should do the best to let our audience be satisfied always about installation, testing, quality of works and final results of the telecom systems. By using simple clear communication skills with management, relevant language, avoiding technical terms which may confuse them. The management questions mainly about QCD : Quality of work, Cost and Delivery and we should answer these questions and convince them.
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The next step to showing the value of your telecom systems is to define and measure what value means for your business and your telecom systems. Value can be expressed in different ways, depending on your business goals, strategies, and challenges. For example, value can be related to cost savings, revenue generation, customer satisfaction, employee productivity, innovation, security, compliance, or resilience. You need to identify the key performance indicators (KPIs) that reflect the value of your telecom systems for each of these areas, and establish a baseline, a target, and a method for measuring and tracking them. You also need to benchmark your performance against industry standards, best practices, or competitors, to show how your telecom systems compare and what improvements you can make.
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Khaled Daher
Installation General Manager @ CAF | Smart Mobility Expert
Based on our business goals, we should measure the values of our solutions with KPI which reflect the Telecom systems with real progress, baseline and the target or milestones. Management can support in case the real progress is less than baseline by their suggestion and re periotize the milestones if we have.
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The final step to showing the value of your telecom systems is to report and communicate the results of your measurement and analysis to senior management. You need to present your findings in a clear, concise, and compelling way, using visual aids, such as graphs, charts, or dashboards, to highlight the key points and trends. You need to focus on the outcomes and benefits of your telecom systems, rather than the inputs and features, and show how they align with your business goals and strategies. You also need to provide recommendations, solutions, or action plans for enhancing the value of your telecom systems, addressing any gaps, issues, or risks, and leveraging any opportunities or strengths. You need to show how your telecom systems can help your business achieve its objectives, overcome its challenges, and gain a competitive edge.
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Khaled Daher
Installation General Manager @ CAF | Smart Mobility Expert
In my experience is the results of managing the communication process and communicate the values will develop trust between me and the management through open and effective communication. By focusing on outcome of telecommunication systems this will create commitment and alignment by receiving and sending information clearly to the managment.
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