Three critical ingredients for digital age relationships. [Collaborate Series 8/8]

Translation: Are you ready to apply these lessons?

This post is the final post in an collaborative eight part series by Brad Szollose and I about how culture shapes technology.

End of LineDuring this blog series, we’ve explored how important culture is in the work place.  The high tech areas are especially sensitive because they disproportionately embrace the millennial culture which often causes conflicts.

Our world has changed, driven by technology, new thinking, and new methodologies yet we may be using 20th century management techniques on 21st century customers and workers. There is an old business axiom that states, “If you can’t measure it, you can’t manage it.”  Yet how much of our process, interaction, successes, and failures never wind up on a spreadsheet, yet impact it?

Customers don’t leave bad companies; they leave companies that miss the mark when it comes to customer engagement. To better serve our customers we need to understand and adapt to the psychology of a new customer … one who has been trained to work as a Digital Native.

What would that look like? Tech people who interact with patience, collaboration, deep knowledge, and an openness to input, adapting to a customer’s needs in real-time. Wouldn’t that create a relationship that is second to none and unbreakable? Wouldn’t that be a leg up on the competition?

By understanding that new business culture has been influenced by the gaming experience, we have a deeper understanding of what is important to our customer base. And like a video game, if you cling to hierarchy, you lose. If you get caught up in linear time management, you lose. If you cling to bottlenecks and tradition you lose.

Three key takeaways: speed, adaptation, and collaboration

Those three words sum up today’s business environment. By now, you should not be surprised that those drivers are skills honed in video games.

We’ve explored the radically different ways that Digital Natives approach business opportunities. As the emerging leaders of the technological world, we must shift our operations to be more open, collaborative, iterative, and experience based.

Rob challenges you to get involved in his and other collaborative open source projects. Brad challenges you to try new leadership styles that engage with the Cloud Generation. Together, we challenge our entire industry to embrace a new paradigm that redefines how we interact and innovate. We may as well embrace it because it is the paradigm that we’ve already trained the rising generation or workers to intuitively understand.

What’s next?

Brad and Rob collaborated on this series with the idea of extending the concepts beyond a discussion of the “digital divide” and really looking at how culture impacts business leadership.  Lately, we’ve witnessed that the digital divide is not about your birthday alone.  We’ve seen that age alone does not drive the all cultural differences we’ve described here.  Our next posts will reflect the foundations for different ways that we’ve seen people respond to each other with a focus on answering “can digital age workers deliver?”

Like the conclusion?  Reading the rest of the series! 1: Intro > 2: ToC > 3: Video Reality > 4: Authority > 5: On The Game Training > 6: Win by Failing > 7: Go Digital Native > 8: Three Takeaways

 

Cloud Culture: Becoming L33T – Five ways to “go digital native” [Collaborative Series 7/8]

Subtitle: Five keys to earn Digital Natives’ trust

This post is #7 in an collaborative eight part series by Brad Szollose and I about how culture shapes technology.

WARNING: These are not universal rules! These are two cultures. What gets high scores for Digital Natives is likely to get you sacked with Digital Immigrants.

How do Digital Natives do business?

You've gotta deal with itYou don’t sell! You collaborate with them to help solve their problems. They’ll discredit everything say if you “go all marketing on them” and try to “sell them.”

Here are five ways that you can build a two-way collaborative relationship instead of one-way selling. These tips aren’t speculation: Brad has proven these ideas work in real-world business situations.

Interested in Digital Native Culture?  We recommend reading (more books):

1) Share, don’t tell.

Remember the cultural response in Rob’s presentation discussed in the introduction to this paper? The shift took place because Rob wanted to share his expertise instead of selling the awesomeness of his employeer. This is what changed the dynamic.

In a selling situation, the sales pitch doesn’t address our client’s needs. It addresses what we want to tell them and what we think they need. It is a one-way conversation. And if someone has a choice between saying “yes” or “no” in a sales meeting, a client can always have the choice to say “no.”

Sharing draws our customers in so we can hear their problems and solve them. We can also get a barometer on what they know versus what they need. When Rob is presenting to a customer, he’s qualifying the customer too. Solutions are not one size fits all and Digital Natives respect you more for admitting this to them.

Digital Native business is about going for a long-term solution-driven approach instead of just positioning a product. If you’ve collaborated with customers and they agree you’ve got a solution for them then it’s much easier to close the sale. And over the long term, it’s a more lucrative way to do business.

2) Eliminate bottlenecks.

Ten years ago, IT departments were the bottleneck to getting products into the market. If customers resisted, it could take years to get them to like something new. Today, Apple introduces new products every six month with a massive adoption rate because Digital Natives don’t wait for permission from an authority.

The IT buyer has made that sales cycle much more dynamic because our new buyers are Digital Natives. Where Digital Immigrants stayed entrenched in a process or technology, Digital Natives are more willing to try something unproven. Amazon’s EC2 public cloud presented a huge challenge to the authority of IT departments because developers were simply bypassing internal controls. Digital Natives have been trained to look for out-of-the-box solutions to problems.

Time-to-market has become the critical measure for success.

We now have IT end-user buyers who adopt and move faster through the decision process than ever before! We interfere with their decision process if we still treating new buyers as if they can’t keep up and we have to educate them.

Today’s Digital Workers are smart, self-starters who more than understand technology; they live it. Their intuitive nature toward technology and the capacity to use it without much effort has become a cultural skill set. Also they can look up, absorb, and comprehend products without much effort. They did their homework before we walked in the door.

Digital Natives are impatient. They want to skip over what they know and get to real purpose and collaboration. You add bottlenecks when you force them back into a traditional decision process that avoids risk; instead, they are looking to business partners to help them iterate and accelerate.

 How did this apply to the Crowbar project?

Crowbar addresses a generation’s impatience to be up and running in record time. But there is more to it than that: we engage with customers differently too. Our open source collaboration and design flexibility mean that we can dialog with customers and partners to figure out the real wants and needs in record time.

3) Let go of linear.

Digital Natives do not want to be walked through detailed linear presentations. They do want the information but leave out the hand holding. The best strategy is to prepare to be a well-trained digital commando—plan a direction, be confident, be ready to respond, and be willing to admit knowledge gaps. It’s a strategy without a strategy.

Ask questions at the beginning of a meeting—this becomes a knowledge base “smell test.” Listening to what our clients know and don’t know gets us to the heart and purpose of why we are there. Take notes. Stay open to curve balls, tough questions, and—dare we say it—the client telling us we are off base. You should not be surprised at how much they know.

For open source projects at Dell (Rob’s Employeer), customers have often downloaded and installed the product before they have talked to the sales team. Rob has had to stop being surprised when they are better informed about our offerings than our well trained internal teams. Digital Natives love collecting information and getting started independently. This completely violates the normal linear sales process; instead, customers enter more engaged and ready if you can be flexible enough to meet them where they already are.

4) Be attentively interactive.

No one likes to sit in one meeting after another. Why are meetings boring? Meetings should be engaging and collaborative; unfortunately, most meetings are simply one-way presentations or status updates. When Digital Natives interrupt a presentation, it may mean they are not getting what they want but it also means they are paying attention.

Aren’t instant messaging, texting, and tweeting attention-stealing distractions?

Don’t confuse IMing, texting, emailing, and tweeting as lack of attention or engagement.

Digital Natives use these “back channels” to speed up knowledge sharing while eliminating the face-to-face meeting inertia of centralized communication.

Of course, sometimes we do check out and stop paying attention.

Time and attention are valuable commodities!

With all the distractions and multi-tasking for speed and connectivity, giving someone undivided attention is about respect, and paying attention is not passive! When we ask questions, it shows that we’re engaged and paying attention. When we compile all the answers from those questions, our intention leads us to solutions. Solving our client’s problems is about getting to the heart of the matter and becomes the driving force behind every action and solution.

Don’t be afraid to stray from the agenda—our attention is the agenda.

5) Stay open to happy accidents.

In Brad’s book, Liquid Leadership, the chapter titled “Have Laptop. Will Travel” points out how Digital Natives have been trained in virtualized work habits because they are more effective.

Our customers are looking for innovative solutions to their problems and may find them in places that we do not expect. It is our job to stay awake and open to solution serendipity. Let’s take this statement out of our vocabulary: “That’s not how we do it.” Let’s try a new approach: “That isn’t traditionally how we would do it, but let us see if it could improve things.”

McDonald’s uses numbers for their combo meals to make sure ordering is predictable and takes no more than 30 seconds. It sounds simple, but changes come from listening to customers’ habits. We need to stop judging and start adapting. Imagine a company that adapts to the needs of its customers?

Sales guru Jeffery Gitomer pays $100 in cash to any one of his employees who makes a mistake. This mistake is analyzed to figure out if it is worthy of application or to be discarded. He doesn’t pay $100 if they make the same mistake twice. Mistakes are where we can discover breakthrough ideas, products, and methods.

Making these kinds of leaps requires that we first let go of rigid rules and opinions and make it OK to make a few mistakes … as long as we look at them through a lens of possibility. Digital Natives have spent 10,000 hours playing learning to make mistakes, take risks, and reach mastery.

Keep Reading! Next post is Three Takeaways (previous Win by Failing)

 

 

Cloud Culture: Level up – You win the game by failing successfully [Collaborative Series 6/8]

Translation: Learn by playing, fail fast, and embrace risk.

This post is #6 in an collaborative eight part series by Brad Szollose and I about how culture shapes technology.

It's good to failDigital Natives have been trained to learn the rules of the game by just leaping in and trying. They seek out mentors, learn the politics at each level, and fail as many times as possible in order to learn how NOT to do something. Think about it this way: You gain more experience when you try and fail quickly then carefully planning every step of your journey. As long as you are willing to make adjustments to your plans, experience always trumps prediction.

Just like in life and business, games no longer come with an instruction manual.

In Wii Sports, users learn the basic in-game and figure out the subtlety of the game as they level up. Tom Bissel, in Extra Lives: Why Video Games Matter, explains that the in-game learning model is core to the evolution of video games. Game design involves interactive learning through the game experience; consequently, we’ve trained Digital Natives that success comes from overcoming failure.

Early failure is the expected process for mastery.

You don’t believe that games lead to better decision making in real life? In a January 2010 article, WIRED magazine reported that observations of the new generation of football players showed they had adapted tactics learned in Madden NFL to the field. It is not just the number of virtual downs played; these players have gained a strategic field-level perspective on the game that was before limited only to coaches. Their experience playing video games has shattered the on-field hierarchy.

For your amusement…Here is a video about L33T versus N00B culture From College Humor “L33Ts don’t date N00Bs.”  Youtu.be/JVfVqfIN8_c

Digital Natives embrace iterations and risk as a normal part of the life.

Risk is also a trait we see in entrepreneurial startups. Changing the way we did things before requires you to push the boundaries, try something new, and consistently discard what doesn’t work. In Lean Startup Lessons Learned, Eric Ries built his entire business model around the try-learn-adjust process. He’s shown that iterations don’t just work, they consistently out innovate the competition.

The entire reason Dell grew from a dorm to a multinational company is due to this type of fast-paced, customer-driven interactive learning. You are either creating something revolutionary or you will be quickly phased out of the Information Age. No one stays at the top just because he or she is cash rich anymore. Today’s Information Age company needs to be willing to reinvent itself consistently … and systematically.

Why do you think larger corporations that embrace entrepreneurship within their walls seem to survive through the worst of times and prosper like crazy during the good times?

Gamer have learned that Risk that has purpose will earn you rewards.

Cloud Culture: Online Games, the real job training for Digital Natives [Collaborative Series 5/8]

Translation: Why do Digital Natives value collaboration over authority?

Kids Today

This post is #5 in an collaborative eight part series by Brad Szollose and I about how culture shapes technology.

Before we start, we already know that some of you are cynical about what we are suggesting—Video games? Are you serious? But we’re not talking about Ms. Pac-Man. We are talking about deeply complex, rich storytelling, and task-driven games that rely on multiple missions, worldwide player communities, working together on a singular mission.

Leaders in the Cloud Generation not just know this environment, they excel in it.

The next generation of technology decision makers is made up of self-selected masters of the games. They enjoy the flow of learning and solving problems; however, they don’t expect to solve them alone or a single way. Today’s games are not about getting blocks to fall into lines; they are complex and nuanced. Winning is not about reflexes and reaction times; winning is about being adaptive and resourceful.

In these environments, it can look like chaos. Digital workspaces and processes are not random; they are leveraging new-generation skills. In the book Different, Youngme Moon explains how innovations looks crazy when they are first revealed. How is the work getting done? What is the goal here? These are called “results only work environments,” and studies have shown they increase productivity significantly.

Digital Natives reject top-down hierarchy.

These college educated self-starters are not rebels; they just understand that success is about process and dealing with complexity. They don’t need someone to spoon feed them instructions.

Studies at MIT and The London School of Economics have revealed that when high-end results are needed, giving people self-direction, the ability to master complex tasks, and the ability to serve a larger mission outside of themselves will garnish groundbreaking results.

Gaming does not create mind-addled Mountain Dew-addicted unhygienic drone workers. Digital Natives raised on video games are smart, computer savvy, educated, and, believe it or not, resourceful independent thinkers.

Thomas Edison said:

“I didn’t fail 3,000 times. I found 3,000 ways how not to create a light bulb.”

Being comfortable with making mistakes thousands of times ’til mastery sounds counter-intuitive until you realize that is how some of the greatest breakthroughs in science and physics were discovered.  Thomas Edison made 3,000 failed iterations in creating the light bulb.

Level up: You win the game by failing successfully.

Translation: Learn by playing, fail fast, and embrace risk.

Digital Natives have been trained to learn the rules of the game by just leaping in and trying. They seek out mentors, learn the politics at each level, and fail as many times as possible in order to learn how NOT to do something. Think about it this way: You gain more experience when you try and fail quickly then carefully planning every step of your journey. As long as you are willing to make adjustments to your plans, experience always trumps prediction.Just like in life and business, games no longer come with an instruction manual.

In Wii Sports, users learn the basic in-game and figure out the subtlety of the game as they level up. Tom Bissel, in Extra Lives: Why Video Games Matter, explains that the in-game learning model is core to the evolution of video games. Game design involves interactive learning through the game experience; consequently, we’ve trained Digital Natives that success comes from overcoming failure.

Keep Reading! Win by Failing (previous Authority)

7 Open Source lessons from your English Composition class

We often act as if coding, and especially open source coding, is a unique activity and that’s hubris.   Most human activities follow common social patterns that should inform how we organize open source projects.  For example, research papers are very social and community connected activities.  Especially when published, written compositions are highly interconnected activities.  Even the most basic writing builds off other people’s work with due credit and tries create something worth being used by later authors.

Here are seven principles to good writing that translate directly to good open source development:

  1. Research before writing – take some time to understand the background and goals of the project otherwise you re-invent or draw bad conclusions.
  2. Give credit where due – your work has more credibility when you acknowledge and cross-reference the work you are building on. It also shows readers that you are not re-inventing.
  3. Follow the top authors – many topics have widely known authors who act as “super nodes” in the relationship graph. Recognizing these people will help guide your work, leads to better research and builds community.
  4. Find proof readers – All writers need someone with perspective to review their work before it’s finished. Since we all need reviewers, we all also need to do reviews.
  5. Rework to get clarity – Simplicity and clarity take extra effort but they pay huge dividends for your audience.
  6. Don’t surprise your reader – Readers expect patterns and are distracted when you don’t follow them.
  7. Socialize your ideas – the purpose of writing/code is to make ideas durable. If it’s worth writing then it’s worth sharing.  Your artifact does not announce itself – you need to invest time in explaining it to people and making it accessible.

Thanks to Sean Roberts (a Hidden Influences collaborator) for his contributions to this post.  At OSCON, Sean Roberts said “companies should count open source as research [and development investment]” and I thought he’s said “…as research [papers].”  The misunderstanding was quickly resolved and we were happy to discover that both interpretations were useful.

Back of the Napkin to Presentation in 30 seconds

I wanted to share a handy new process for creating presentations that I’ve been using lately that involves using cocktail napkins, smart phones and Google presentations.

Here’s the Process:

  1. sketch an idea out with my colleagues on a napkin, whiteboard or notebook during our discussion.
  2. snap a picture and upload it to my Google drive from my phone,
  3. import the picture into my presentation using my phone,
  4. tell my team that I’ve updated the presentation using Slack on my phone.

Clearly, this is not a finished presentation; however, it does serve to quickly capture critical content from a discussion without disrupting the flow of ideas.  It also alerts everyone that we’re adding content and helps frame what that content will be as we polish it.  When we immediately position the napkin into a deck, it creates clear action items and reference points for the team.

While blindingly simple, having a quick feedback loop and visual placeholders translates into improved team communication.

Just for fun, putting themes to OpenStack Conferences

I’ve been to every OpenStack summit and, in retrospect, each one has a different theme.  I see these as community themes beyond the releases train that cover how the OpenStack ecosystem has changed.

The themes are, of course, highly subjective and intented to spark reflection and discussion.

City Release Theme My Commentary
ATL Ice House Its my sandbox! The new marketplace is great and there are also a lot of vendors who want to differentiate their offering and are not sure where to play.
HK Havana Project land grab It felt like a PTL gold rush as lots of new projects where tossed into the ecosystem mix.  I’m wary of perceived “anointed” projects that define “the way” to do things.
PDX Grizzly Shiny new things We went from having a defined core set of projects to a much richer and varied platforms, environments and solutions.
SD Folsom Breaking up is hard to do Nova began to fragment (cinder & quantum neutron)
SF Essex New kids are here Move over Rackspace.  Lots of new operating systems, providers, consulting and hosting companies participating.  Stackalytics makes it into a real commit race.
BOS Diablo Race to be the first Everyone was trying to show that OpenStack could be used for real work.  Lots of startups launched.
SJC Cactus Oh, you like us! We need some process This is real so everyone was exporing OpenStack.  We clearly needed to figure out how to work together.  This is where we migrated to git.
SA Bexar We’re going to take over the world We handed out rose-colored classes that mostly turned out pretty accurate; however. many some top names from that time are not in the community now (Citrix, NASA, Accenture, and others).
ATX Austin We choose “none of the above” There was a building sense of potential energy while companies figured out that 1) there was a gap and 2) they wanted to fill it together.