DRIVING TECHNICAL CHANGE

Terrence Ryan

DOES THIS SOUND FAMILIAR?

THE PROCESS

•  Identify the Skeptics •  Match to countering tactics •  Tactics implement Strategy

SKEPTICS

The People in your Neighborhood

THESE ARE CARICATURES.

PEOPLE ARE MUCH MORE COMPLEX

THIS IS A WAY OF UNDERSTANDING THEM

UNINFORMED

•  Symptoms –  Don’t know

•  Cause –  Never came across it

•  Prognosis –  Easy to change –  Initial change likely to be

other persona

HERD

•  Symptoms –  “No one told us to use the

technique.” –  “Are we allowed to do

that?” •  Cause

–  Look to a strong leader to tell them what to do

•  Prognosis –  Easiest to change –  You have to be willing to

lead

THE CYNIC

•  Symptoms –  Have not tried technique –  Question effectiveness –  Question degree of

effectiveness

•  Cause –  Doubt without proof –  Trying to score points

•  Prognosis –  "ey can be converted with

miles and miles of proof

THE BURNED

•  Symptoms –  Had past failures with

technique. •  Cause

–  Umm… Past failures •  Prognosis

–  Hard to change –  Can be done if you prove

previous implementation was •  misapplied •  #awed •  de$cient

THE TIME CRUNCHED

•  Symptoms –  “I don’t have time for it”

•  Cause –  Do not believe they can

afford the time to learn and implement

•  Prognosis –  "ey can be converted if

you prove that technique will save them time

THE BOSS

•  Symptoms –  Don’t care about this

level of detail

•  Cause –  Not really their bailiwick

•  Prognosis –  Hit or miss –  Make your solution a $x

to their problems

THE IRRATIONAL

•  Symptoms –  Resist any a%empts to

introduce method –  Hides as another type –  Brings up objections that

don’t conform with previous behavior

•  Cause –  Doesn’t ma%er

•  Prognosis –  Can’t change, don’t worry

TACTICS

What to Focus on

EXPERTISE

•  Use these techniques for yourself •  Don’t wait for your organization •  Gain an expertise not just a familiarity

EXPERTISE - PERSONAS

•  Effective on: – Uninformed – Herd – Cynic – Burned

DELIVERY

•  Be passionate •  Don’t be zealous •  “Have you tried…” vs “You should…”

DELIVERY- PERSONAS

•  Effective on: – Uninformed – Cynic – Burned –  Irrational – Boss

DEMONSTRATE

•  Show, don’t tell •  Write an application in a weekend •  Solve a group problem

DEMONSTRATE- PERSONAS

•  Effective on: – Uninformed – Herd – Time Crunched – Cynic – Burned – Boss

COMPROMISE

•  Be passionate •  Don’t be zealous •  “Have you tried…” vs “You should…”

COMPROMISE- PERSONAS

•  Effective on: – Uninformed – Cynic – Burned –  Irrational – Boss

SYNERGY

•  Connect implementing your technique with a larger concern – Security – Regulations Compliance

SYNERGY- PERSONAS

•  Effective on: – Boss

PRESSURE

•  Network Externalities – Electronic peer pressure – Create a solution that people really need that relies

on your technique

PRESSURE- PERSONAS

•  Effective on: – Uninformed – Herd – Time Crunched – Cynic – Burned

BRIDGING

•  Create something enticing that is halfway between where you are and where you want to be – Bridging Framework

BRIDGING- PERSONAS

•  Effective on: – Time-Crunched – Herd

PUBLICITY

•  Get your code reviewed •  Open Source your solution •  Apply for awards

PUBLICITY- PERSONAS

•  Effective on: – Uninformed – Cynic – Burned – Boss

TRUST

•  Be honest •  Don’t lie by: – omission – spin

•  Avoid FUD

TRUST- PERSONAS

•  Effective on: – Healthy Cynic – Burned –  Irrational

STRATEGY

What to do big picture wise.

IGNORE THE HOSTILE

HARNESS THE CONVERTED

CONVINCE MANAGEMENT

CONCLUSIONS

Now what?

QUESTIONS?

h%p://terrenceryan.com terry@terrenceryan.com @tpryan on Twi%er