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How To Convince Stakeholders Of The Value Of A Tech Solution

Technology leaders often face the challenge of explaining and advocating for new tech products, concepts and ideas to fellow leaders or clients who may not share their level of expertise. It can be difficult to convey the benefits of a tech solution without getting lost in technical details or jargon.

In this article, we will explore some of the strategies that tech leaders can use to communicate effectively with non-tech stakeholders and persuade them to see the value of a tech solution.

Start With The Problem And The Goal

One of the most important steps in presenting a tech solution is to clearly define the problem that it aims to solve and the goal that it hopes to achieve. This helps to establish the context and the relevance of the solution for the audience.

Instead of jumping into the features and functionalities of the solution, start with a compelling story that illustrates the pain points and challenges that the problem creates, and how they affect the business or the customer. Then, explain how the solution can address those pain points and challenges, and what benefits it can bring to the business or the customer.

For example, if you are proposing a cloud-based software solution, you can start by describing how the current on-premise system is slow, unreliable, costly and difficult to maintain, and how it impacts the productivity, efficiency and satisfaction of the users. Then, you can explain how the cloud-based solution can offer faster, more reliable, more scalable and more cost-effective services, and how it can improve the user experience and the business outcomes.

How To Convince Stakeholders Of The Value Of A Tech Solution

Use Analogies And Examples

Another effective strategy to communicate a tech solution is to use analogies and examples that can help the audience relate to and understand the concept. Analogies are comparisons that use familiar or common scenarios to explain complex or unfamiliar ideas. Examples are specific instances or cases that demonstrate how the concept works in practice.

For example, if you are proposing an artificial intelligence (AI) solution, you can use an analogy such as “AI is like a smart assistant that can learn from data and perform tasks for you”, or an example such as “AI can help you analyze customer feedback and generate insights for improving your products or services”.

Analogies and examples can help to simplify tech talk into tangible benefits that resonate with the audience’s objectives and interests. They can also spark curiosity and engagement, and invite questions and feedback.

Focus On The Why And The How

Another key strategy to communicate a tech solution is to focus on the why and the how of the solution, rather than the what. The why refers to the purpose and the value proposition of the solution, while the how refers to the process and the methodology of the solution. The what refers to the technical specifications and features of the solution.

While it is important to provide some information about what the solution does and how it works, it is more important to emphasize why it matters and how it can help. The why and the how can help to connect the solution with the audience’s needs, goals and expectations, while avoiding unnecessary details that may confuse or bore them.

For example, if you are proposing a blockchain solution, you can focus on why it is secure, transparent and decentralized, and how it can enable trustless transactions and smart contracts. You can also provide some examples of how blockchain can be applied in different industries or use cases. You can avoid going into too much detail about what blockchain is, how it is implemented or what algorithms it uses.

Use Visuals And Demonstrations

Another powerful strategy to communicate a tech solution is to use visuals and demonstrations that can show rather than tell what the solution can do. Visuals are images, graphs, charts or diagrams that can illustrate or summarize complex or abstract information in a simple or appealing way. Demonstrations are live or recorded presentations that can showcase or simulate how the solution works in action.

Visuals and demonstrations can help to capture and retain the attention of the audience, as well as enhance their comprehension and retention of information. They can also create a more interactive and memorable experience for them.

For example, if you are proposing a virtual reality (VR) solution, you can use visuals such as screenshots or videos that can give a glimpse of what VR looks like or feels like. You can also use demonstrations such as VR headsets or devices that can allow them to try out VR for themselves.

Seek Feedback And Address Concerns

The final strategy to communicate a tech solution is to seek feedback and address concerns from the audience. Feedback is any response or reaction that you receive from your presentation, such as questions, comments, suggestions or criticisms. Concerns are any doubts, objections or reservations that they may have about your proposal, such as risks, costs or challenges.

Seeking feedback and addressing concerns can help to build rapport and trust with your audience, as well as identify any gaps or issues that need further clarification or improvement. It can also help to overcome any barriers or resistance that may prevent them from accepting your proposal.

For example, if you are proposing a big data solution, you can seek feedback by asking open-ended questions such as “What are your thoughts on this solution?” or “How do you think this solution can help you achieve your goals?”. You can also address concerns by acknowledging them, providing evidence or arguments to support your proposal, or offering alternatives or compromises.

Communicating a tech solution to non-tech stakeholders can be challenging, but it can also be rewarding if done well. By using the strategies discussed above, you can increase your chances of convincing them to see the value of your proposal and gaining their support and approval.

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