Selling SOA and BPM inside the enterprise: It’s the application, stupid
Anne Thomas Mannes of the Burton Group has recently written a post that sums up what I believe is the missing in the discussion of SOA and BPM: the enormous challenge in getting line-of-business developer teams to use these techniques.
Anne writes:
I’ve talked to many companies that have implemented stunningly beautiful SOA infrastructures that support managed communications using virtualized proxies and dynamic bindings. They’ve deployed the best technology the industry has to offer — including registries, repositories, SOA management, XML gateways, and even the occasional ESB. Many have set up knowledge bases, best practices, guidance frameworks, and governance processes. And yet these SOA initiatives invariably stall out. The techies just can’t sell SOA to the business. They have yet to demonstrate how all this infrastructure yields any business value.
More to the point, the techies have not been able to explain to the business units why they should adopt a better attitude about sharing and collaboration–which is the fundamental cultural shift required for SOA to succeed. The pervasive attitude is “What’s in it for me?” As one of my interviewees said, “Altruism is not an enterprise strategy”.
Many Americans will remember former President Clinton’s famous prescription for political success in the 1992 presidential campaign: “It’s the economy, stupid.” In a single sound bite, Clinton moved beyond technical discussions of monetary and fiscal policy to the heart of the matter: people cared then, as now in a period of economic turmoil, about bread-and-butter issues.
The challenge of SOA and BPM in business today is that it’s all been high-falutin’ theory. And lots — lots — of money spent on piece parts that look good on architecture diagrams but which are unimplementable by mere mortals in line of business development project teams.
It’s no wonder these “stunningly beautiful SOA infrastructures” cannot be “sold” to the business. By themselves, they do do nothing. Squat, nichts, nada. It takes developers to make these investments pay back for the business and those guys are too smart to sign up for science projects when they get paid to do business applications.
Those who care about SOA and BPM and making it real should take Anne’s advice and stop navel-gazing at their lovely accomplishments. The discussion needs to turn to how to enable real developers to use SOA effectively.
To anyone reading this blog, it’ll come as no surprise that we are quite sure we have the answer. That’s why we created a new category, the visual orchestration system, and a new product, ActiveVOS, specifically for line of business application developers.
It’s a tall claim, but we have the stuff to prove it. (It’s also why we took the unusual step of putting a top-level menu on our new website called “Proof“.) ActiveVOS is all about the application, stupid. And it’s about ending the habit of peeling money off the roll simply to build beautiful architectures nobody can use.
