In episode 57 of the Leadership Minute, Janet Schijns talks about how partners can help their customers realize the full benefits of automation, and why it’s so important for you to work with a partner in this area if your business is considering using automation.
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Highlights
00:27 – Good partners start by helping you identify your pain points. Knowing these will help you tailor automation products to meet specific needs, and help you realize the full benefit of automation.
00:53 – Say, for example, people are filling out fraudulent credit applications and credit is being extended as a result. Automation can watch keystrokes during the application process and identify fraudulent behavior. If fraud is a pain point, it can be addressed by automation, along with any other specific business needs.
01:37 – Automation can be complex, and partners can help to educate customers about it. Even if you work in an IT or business space where you understand automation, it can still be challenging to educate others about its business benefits. Partners can provide educational resources such as webinars, case studies, and ROI calculations to help everyone in your organization understand the value of automation. This can help you get everyone on board with the technology and ensure that its implementation is successful.
03:02 – Partners can work with you to understand your goals, use their knowledge of dozens of other companies, and create personalized automation solutions that meet your needs, rather than just laying out a solution that doesn’t work for your business. Partners are great at this.
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03:24 – Automation is not a one-and-done kind of technology, and it can be a significant change for customers, particularly when using things like artificial intelligence (AI), where the systems often need to be trained. What’s great about partners is that they can provide ongoing support to help your organization adapt to the new processes by offering training, for example, so that everyone knows how to use a tool or technology. You might be able to figure all that out on your own in the long term, but in the short term, typically, organizations, which tend to have a short attention span for new technologies, will want to see a return and results from automation projects pretty quickly.
05:02 – Lastly, a partner can help you set up measurements and demonstrations of the value. It’s not enough to just put automation initiatives in place; you must demonstrate the value of that automation to your business, customers, and shareholders. Businesses often use metrics such as efficiency gains, cost savings, or improved customer satisfaction scores to show the benefits of automation to the broader organization. Partners can help you figure out how to capture that data and determine what metrics are most normal. They can also offer insights into what to expect and what not to expect, based on what they see from working with other clients.
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