Issue link: https://iconnect007.uberflip.com/i/1406534
SEPTEMBER 2021 I SMT007 MAGAZINE 43 Laing: I hate to think how many times I've heard over the years, "is is the way we al- ways do it. We've done it for 20 years." When thinking about adopting technology and so- ware it's not just about adopting the tool but reviewing how you use the tool. It's the com- bination of changing the way that you work, as well as adopting new technology. at's when you get the synergy. Matties: In many minds, that creates disrup- tion. Who wants to learn a new piece of so- ware today? We have enough going on in our lives without having to sit down and figure out how to run a piece of soware, then really make a tool that delivers a meaningful ROI, not just on the bottom line, but in simplifying my workflow. at's a tough hurdle to overcome. Laing: It can be. But when you understand the inefficiencies, and when that can be automat- ed, you're making those people much more effective and you're able to take advantage of their capabilities. Now, people are relying on their capability to get the job done. Matties: Well, it's the misery I know versus the misery I don't. Laing: Technology and tools will continue to evolve. If we look back, how many times has Microso Office been changed over the last 10–15 years? We've all gone through those changes and tools, but as operating systems and hardware changes, these tools evolve too. And some of them fall by the wayside. Our technology and our value proposition today is not what it was five years ago or five years be- fore that, because the tools have to evolve. e environment evolves. Matties: e other challenge is whether I'm making the right decision. You can get into analysis paralysis. ere are so many choic- es. Is this going to be the Beta-VHS war, so to speak, and am I getting on the right boat? Laing: Very much so. For example, about eight years ago, I gave my phone to my kids. It was a Blackberry. e first thing they did was pick it up and try to swipe the screen, but it has a trackball. Tools change and people's views on how they interact with technology change over time. We must be aware of that. Integrat- ing into that environment can be a springboard for your solutions moving forward. If you're antagonistic to that, it becomes very challeng- ing. ings have to evolve over time as well and it's finding that balance. e product is fantas- tic only if you adopt and deploy it. Matties: Your product is being used in sever- al areas, so it's not just the learning curve of one area. Multiple teams on multiple levels for multiple uses must commit to this. How does the company measure the ROI? What is the in- formation you share with people on that? Decker-Weiss: Yes, I agree with you. ere's al- ways a little skepticism at first, as most cus- tomers aren't going to do that for a 10% im- provement in their process. You really need to show a major improvement in the process. We rely heavily on customer demonstrations and when we do them, we say, "Give me one of your BOMs. e best is to give me something that maybe hurt a little bit, so let's do it on your BOMs so you feel closer to what we're doing." Typically, you get the "wow" effect when somebody says, "Before, that took me an hour. You just did it in five to 10 minutes." Now you have their attention, and especially the boss's. Things have to evolve over time as well and it's finding that balance. The product is fantastic only if you adopt and deploy it.