I.  IT Management Tips & Techniques

Infrastructure Strategy

This month's topic of my "11 key attributes of any successful IT manager" is titled
Infrastructure Strategy. Many of you might ask, "How does systems infrastructure have anything to do with my IT management role ?" If your role is to manage an IT Support Desk, or if you are a Programming Manager, I can see how you might ask this question.

If you manage any portion of an IT organization, it's important that you have an understanding of your technology infrastructure. I would be the first to tell you that my understanding of systems infrastructure is at an issue level, a priority focus, and a concept of what is needed to provide a stable, yet scaleable systems environment for the business units of a company that need technology to do their jobs.

Yes, that's right, a CIO, which I've been most of my career, does not have to be an expert systems specialist to manage IT, but he or she should have a good fundamental understanding of the components that make up a company's technology infrastructure and how they fit into a service strategy.

The best example I can think of is that, "I don't have to know how to set up e-mail on Microsoft Outlook to effectively manage the technology resources charged with managing e-mail for the company." I do need to have insight into the company's current and future need of e-mail and issues that might surround the implementation of e-mail (cost, security, naming schemes, other related services, etc).

The parts that are included in my definition of systems infrastructure include:

  • application servers
  • local area networks (LAN's)
  • wide area networks (WAN's)
  • data center or computer center
  • systems security
  • e-mail
  • internet servers and connectivity
  • intranet servers and connectivity
  • distributed office connectivity
  • desktop standards
  • printing standards
  • infrastructure help desk
  • infrastructure monitoring & support tools
  • remote "dial-in" standards

At a CIO level, you need to have a pretty good understanding of each of these areas and insure that you have "experts" in place capable of supporting and migrating your infrastructure as needed to support changes in your business environment.

At an IT manager level, you should have an understanding of the infrastructure components that are required to carry out your responsibilities and that will support your success. For example, a Programming Manager is dependent upon sufficient application server, security, and appropriate accessibility of users that use the business applications that your organization might support. If your company plans to grow significantly, it makes sense that the programming manager should understand the infrastructure requirements that will be required to support his application for a much larger user base. Don't go "put your head in the sand". It pays dividends for you to help anticipate the needs of the future with the other managers charged with infrastructure responsibility. After all, you're part of a team and watching out for one another is a big part of teamwork.

Developing an infrastructure strategy should follow a certain priority. Establishing a stable and supportable environment would be my first priority. Adding new systems, additional networks, etc. in an already unstable environment simply adds to the challenge. Stabilize what you have first.

Next, fill basic service gaps that provide the company with critical services that allow your IT organization to be a responsive support organization. E-mail services, support desk capabilities, change management processes, and escalation procedures fall into this category.

Finally, identify and address infrastructure issues that anticipate your future need. Position your systems, networks, organizations, etc. for future growth or expected strategic initiatives. That doesn't mean "run out and buy before you need the new technology". It does mean you should develop a strategy and a logical game plan by which you identify the infrastructure components that will be needed assuming certain things happen in the company and how you would go about adding each component.

Every project that you initiate should take into consideration means that provide five things for your company's infrastructure:
  1. stability
  2. supportability
  3. scalability
  4. security
  5. cost effectiveness

If you can balance these needs of your company when you develop your infrastructure strategy, you will be providing excellent value, , , and that increases your value to your company.

For more on developing an infrastructure strategy for your company, take a look at my IT Management Development Series of publications. The titles of all 10 publications and their Table of Contents can be viewed at
www.mde.net/cio .

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II.  Web Site Tips and Techniques

HTML E-Mail Link with "Subject" Filled In
Most people are aware of the MAIL-TO tag in HTML, which allows you to send mail to a particular address by clicking on a link. Adding the subject to it automatically is very easy, you can have the mail automatically come up with the default subject that you select.
A standard mail-to link will look like this:
     
<A HREF="mailto:mike@mde.net">

You can give the mail a subject of "Support Request" by changing it slightly to look like this:
     
<A HREF="mailto:mike@mde.net?subject=Support Request">

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III. Product/Service Review

GoEMerchant.com - Shopping Cart and Secure Credit Card Merchant Account

I must have spent over 100 hours looking for and reviewing shopping cart capabilities for a retail shopping center my wife and I were putting together. There are hundreds of them, many are great products. I looked at everything from buying my own software package to using a service. Both approaches had positives as well as negatives.

I had several requirements in my pursuit of the "perfect" shopping cart application. In reality, there is no such thing as a perfect application, but I believe that my selection comes very close to my definition.

My requirements were:

  • Shopping cart ease of use and simple navigation
  • Merchant account for VISA, Master Card, Discover, and American Express
  • Low fees
  • Simple to implement and maintain
  • Ability to handle unlimited number of products
  • Ability to set up the capability on different web domains (This was actually the major hurdle in my search. Most tied me to one web site)
  • Ability to sell the same item on multiple web sites
  • Ability to have flexible option selections on an item (size, color, etc.)
  • Flexible shipping charges
  • Automatic tax calculation for purchases from Georgia residents, but not in other states.
  • Responsive support
  • Credit card statement needed to reflect "MDE Enterprises".

I could go on but I won't. The point is that I had very specific criteria for what we wanted to do today but also things that we anticipated we would need in the future.

As I mentioned, I spent many late nights looking at all types of products and assessing their capabilities. It wasn't until I discovered GoEMerchant.com that my search criteria started to all fall into place. To look at their offering click on the link below.

http://mdeenterpr.evsholdingco.com/

The thing that ultimately sold me was the ability to create flexible "Buy" buttons in the Shopping Cart module that I could use as often as I wish and on as many web sites as I wanted. It also gave me a very easy setup facility that was simple to use. I checked out their demo and tried it before buying and the demo worked very well the first time. Many of the other products that I had looked at were cumbersome or didn't work at all.

The neat thing about the application is that I can sell as many different variations of products on dozens of web sites if I want, but when the user clicks on a "Buy" button to buy an MDE product from any of those different web sites, he will be using the  same shopping cart and secure credit card processing engine every time. In addition, the Shopping Cart has nice visual appeal and displays my company name at the top which is a nice touch.

Another nice touch and one of my requirements is that the credit card statement to the buyer shows the charge being from MDE Enterprises which reduces confusion if some other company name is listed on the credit card statement for the purchase. While we are talking about credit cards, I had to have the capability to enter phone-in or mail-in credit card orders as well as take them on-line. This application gives you that capability.

You can see my use of GoEMerchant.com capabilities on our family internet store at
www.dorine.com . I also use it at the bottom of www.mde.net/cio . If you look at the Dorine.com web site, it's brand new and currently has about 40 items in total with plans to have several hundred to a thousand items. Having the ability to maintain my item information in an EXCEL spreadsheet and upload new items and changes is a key need. This product has a very flexible upload option that can use EXCEL, comma delimited text files, etc. And I can tell you from experience that if you deal with a lot of items, you have to have file upload capability.

There are other nice capabilities that hit my "hot button" including the Cyber Circular capability that lets you announce new products to your client base through an e-mail. The client can purchase the item directly off of the e-mail they receive. This was not a requirement in my search but will be an important feature in my future initiatives.

I'm extremely pleased with the product and it has worked like a charm right off the bat. Support has been excellent and very responsive. That part actually surprised me. GoEMerchant.com is tied in with NOVA merchant accounts which is a very large, reputable secure credit card processor. Credit card verification is a key feature that is handled very well with this service.

If you are looking for a stable shopping cart / secure credit card application, you can't go wrong with this one. If you need help setting one up for a web site, MDE Enterprises can help you get there very quickly.

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IV.  Business Entrepreneur Thoughts

Client Service

One of the greatest assets you have is your client base. Clients buy because there is perceived value for the product or service that you offer. Only after they receive that product or service do they really know if that's actually the case. Your ability to deliver what you said you would in a high quality manner is key and gives you the opportunity for additional sales.

In my last issue I talked about "overdelivering". This concept goes hand in hand with client service. After the sale is made it is very important for you to provide excellent support of your products or services. Being responsive to questions or problems can create an opportunity for you or can cause you to lose the client forever more. Err on the side of "opportunity" !!!

IBM, HP, DELL, Microsoft, Home Depot, and thousands of high quality companies understand the value of an existing client and recurring sales opportunities. In fact, when I was an employee of IBM in the late 70's (yes, I'm older than dirt, , , but still having fun), it was common knowledge that about 70% of annual sales came from the existing client base and not from new clients. You better believe in those days we were very aware of the importance of client service.

As your business grows, start tracking your client service calls and look at the trends. Go after the issues that are causing problems and prevent them or position yourself to handle them quickly if your client thinks they are important. You want to make the sale and the process of your client using your product or service to be as smooth as possible. When it's completed, you want every client to say, "That is better than 'sliced bread'."

Put yourself in your client's shoes and tweak your products and services to provide added value that they need to have. Make it easy for them to do business with you. On your web site, add a set of FAQ's that answer many of their questions before they have to call you. There are zillions of ways you can improve client service and gain a client for life. Take the time to understand his needs. After all, once you have the client, "he's yours to lose" as the phrase goes, or a better thought is "he's yours for life".

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A Word About MDE Enterprises

MDE Enterprises provides IT consulting services at a senior management level and web site development and hosting services for small businesses. These are very different offerings. One is based upon more than 20 years experience in managing successful technology organizations and the other is based on a love of the internet and a desire to help small businesses take advantage of technology and the internet.

As a consultant I want to help companies achieve success. In these times, it's more important than ever for a company's technology organization to produce in a manner that meets company objectives. Easier said than done. Over the years I have developed an approach that seems to work based upon the successes that my IT teams have had. It's not "rocket science"; just simple management techniques that I've learned through trial and error, through formal training, or by watching others that are very good at it.

If you are interested in more insight into what it takes to be an effective manager of technology resources, take a look at my
IT Manager Development Series. This a set of 10 publications that go into depth (but also to the point) about key aspects of what it takes to be a successful IT manager. The first publication is completed and is titled "What to Look For in A CIO". The second titled "IT Management-101" will be released by the end of this month. The other 8 publications are scheduled for release over the remainder of 2001.

If you are interested in learning more about this series of publications, send me an e-mail at 
mike@mde.net or take a look at the Table of Contents for all the publications at:   www.mde.net/CIO .

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Thanks again. Until our next issue, work smart and do good things.

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