Feeling slightly overexposed
March 3 2010
Note: Wrote this on Saturday's flight home....sounds a bit ASW-ish but I am definitely interested in discussing perceptions.
I had a great week in Germany, once again. My 26th visit (I think) was just as good as the previous 25, and I start to feel more and more "at home" in Germany every visit. I still would love to learn the language some day, though oral comprehension seems like it would take a very, very long time. At least for now I consider my "restaurant German" to be very solid, and hey, for a foodie that's probably the most important skill anyway :-).
However, after appearing at four Lotusphere Comes to You events during four days, I am starting to feel slightly overexposed in the German market. I measure this more by what didn't happen than what did. The sessions went great -- in Munich and Dusseldorf I did a modified version of the Lotusphere "Oral history of Lotus Notes/first 20 years" session, and in Hamburg and Cologne I delivered a Notes/Domino family strategy update. All events were well-attended and feedback from the organizers was extremely positive. However, other than an excellent (and at times, apparently comedic) question/answer session in Munich, moderated in "good German" by Herr Weber, I encountered relatively little direct interaction with customers who attended these events. I try -- at least I think I try -- to engage, by hanging out during coffee breaks or meals, and saying that I am available for questions. However, both at these events and otherwise, I did not have a single sit-down customer meeting all week.
There could be any number of reasons for this, but it is hard not to examine whether the issues lie within. One factor I am acutely aware of is that I have had several different roles within Lotus over the last several years, and in many cases am better known as a "Lotus blogger" than for my business accomplishments anyway. I was introduced on one email a couple of weeks ago as the "Lotus competitive guy" (which hasn't been my full time assignment since early 2004). Even this week, I saw several references to my previous title as Director, End-User Messaging and Collaboration -- which changed five months ago to Director, Notes/Domino Product Management. Maybe the right title for me is as vowe says, "Mr. Notes". With all these different, admittedly sometimes too-vague external descriptions, maybe it's not clear which customer discussions would be useful and which ones would seem more like courtesy calls.
At the conclusion of my German winter tour, I am wondering if I have done something either very well or too much. Do my sessions communicate all the answers? Does my blogging and tweeting mean that customers and partners feel they already have the vehicles needed to connect with me, outside of the formal face-to-face meeting? Do I need to "work the crowd" more in the social/offline times of these events? I am not sure what the right answer is. Of course there is a balance issue as well. This past week, I did not stay at any of these events for the entire day. Why not? Well, I don't speak German, so sitting in other sessions would only be pretending, and of course the reality of a globally integrated enterprise is that there are plenty of conference calls available at all hours to dial into, with physically location less relevant than ever.
When I travel out to these events, I am doing so precisely because I want to learn what is going on in local markets. I could clearly stay at home, sleep better, do e-meetings, and worry less about "Up in the air" status cards. Instead, I have committed to Spain, St. Louis, Toronto, and San Francisco in the next 60 days. The key is to make the next set of travel worthwhile. I am open to your ideas on how to do this even better going forward. In Germany, I believe the next such opportunity will be DNUG, in June in Berlin, followed by Pavone's Powersphere event in September. There is no question -- I will be back, but I want to make all those upcoming trips as useful for all as possible. Your input as to what I can do differently would be very much appreciated.
Post a Comment
- 3
Tripp Black http://www.mindwatering.com | 3/3/2010 2:02:37 PM
Title: You are Mr Notes and the Lotus blogger pioneeer. You were my first feed additions as soon as the 8.0.0 client went gold. From a business partner and customer point of view that is fine for us.
As for over-exposed, that's not my area of expertise. Neither is Germany. Don't change and loose the open-ness, the visibility. Don't get to the point where it's so salesy you are no longer real. We don't need any more salesman. Call me older and jaded - I'm 42 - but I just want to know what have you got that I need, and where's it's value, leave the bull/fud or fluff out.
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Michael Kobrowski | 3/3/2010 2:05:44 PM
Having worked my first 11 years in Germany, and now going on 10 years in USA, I feel like I should comment ;-)
I don't think you can stereotype people like that, not even Germans ;-) I have known some very outgoing and very friendly people in Germany, even in a offline semi-social or business like setting.
By my estimate is the percentage of those kind of outgoing folks higher in the USA than in Germany, well, of course :-) but still, there should be some around still in Germany, especially as we all semi-know Ed from his blog....
Maybe Ed could try some semi-formal coaxing of the audience. Some playful introduction of companies represented. Or polling of versions used, to get people to move their hands and be more interactive. That might follow through in the offline mindest too... (obviously I wasn't at those sessions in Germany, but at the small LTCY in Indy last year)
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Michael Kobrowski | 3/3/2010 2:26:22 PM
Ed, sorry I forgot to point my "stereotyping" remark at @1. But then, Marcus just said "it is not common". I would vary it just a bit and say "it is not AS common as in the US" and then I can agree fully ;-)
You just reported your impression of your trip, no stereotyping there...it is what you saw.
If there would be a high speed train to STL, I would attend that LCTY, but I do hate driving I70... maybe Indy will be added after all?
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John Lindsay http://www.florida-poolsidecottage.com | 3/3/2010 3:15:17 PM
It's not only in Germany. I had the pleasure of working for an American outfit (now sadly gone) in Aberdeen, UK for 7 years. We used to get visits from the high up guys from Oklahoma and Houston and they would do their Town Hall bit. I don't think they ever got to grips with the lack of feedback they'd get from their audience. Good News - silence. Bad News - silence. I guess it's just a culture thing. :-)
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Felix Binsack http://TIMETOACT.DE | 3/3/2010 3:22:46 PM
Hello Ed,
thanks very much for presenting Lotus history, strategy and vision at LCTY / Lotusphere Nachlese Munich and Rhineland. Both were great events and we had all together almost 300 participants. Your name on the speaker list surely helps to attract participants. Sorry for not setting up individual customer meetings. During the LCTY we were all just very busy. I had two sessions myself. On the day before or after the LCTY Rhineland I could easily have set up customer meetings, but then you were presenting at other LCTY's. So, if you come to Germany again please let me know in advance and we will arrange some very interesting customer meetings. Hope to have you next year in Munich (21+22. Feb) and Rhineland (24th of Feb.).
Felix
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Keith Brooks http://www.vanessabrooks.com | 3/3/2010 3:27:55 PM
One thing I learned while working and leaving in EMEA is some countries, Germany was one of them, the people may take longer to get to know you, but when they do know you better it's like you are family, so to speak.
Compared this with the perception sometimes of Americans being rather phony friends rather than being genuine and you can see where this may go.
As I used to explain it, we as Americans, are 100% with you in our meetings and events, but once we leave you we focus on the next item, agenda or whatever.
It's not that we don't forge great friendships but it is hard to do on short trips and we have our priorities which sometimes gets in the way of just being friendly or recognizing other countries manners in some situations.
Now in some cases, yes, you may be seen as an executive or a sales person or some other type and perhaps as you wrote that was a problem depending on the audience in attendance.
Personally I found the German market, even the sales people, to be fairly technical and that they enjoy discussing some of this and if you are not seen as technical, perhaps, not as involved to them. Just my thoughts on what you experienced possibly.
Still it is surprising no one spoke with you. Especially if Volker was around given he knows everyone.
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Volker Weber http://vowe.net | 3/3/2010 4:08:15 PM
Just for clarification, the comic was when my translation was the exact opposite of what you said, or when I summed up a two minute answer in one word. ;-)
Thank you for being a good sport about it. I do think it was a very good session. As was your oral history talk.
Why don't people engage? Twofold: language barriers and politeness. You actually have to approach them. There is no formal way to approach you, other than maybe asking for an autograph.
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Volker Weber http://vowe.net | 3/3/2010 5:30:16 PM
That is certainly a good idea. But you can also approach them ad hoc. It's just that you would need to initiate the conversation. You are the boy, they are the girls. Just hanging out is not enough. ;-)
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Volker Weber http://vowe.net | 3/3/2010 5:32:55 PM
Just was recalling the joke where one gentleman could not tell the other gentleman his jacket was on fire since they had not been properly introduced to each other.
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Martti Garden | 3/3/2010 6:04:23 PM
Hi Ed, I somehow feel bad now. I had been at one of the events and for some reason remember you passing by on your own. Even though we've met and talked a few times before, I thought about approaching you and just saying "hi". But since I did not have anything real to say, except "Hi" and maybe if you enjoyed driving on the Autobahn again, I just did not. I guess that is exactly what vowe meant in comment 11. We (in the German culture) don't tend to say "hi" and engage just to say "hi". I know from my own experience that this is completely different in the US. So yes, please, listen to vowes hint with the boys and girls: if you see a face you know: Just say "hi". If you see someone you don't know: say "hi" anyway. We don't mind being approached. :D
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Martti Garden | 3/3/2010 6:06:50 PM
Argh.. If working on CeBIT and getting up every morning way to early, I should not be writing that late at night. Of course I did not mean to say: "Even though we've met and talked a few times before, I thought about approaching you and just saying "hi"." But instead I meant that I thought about it and did not do it. ;))
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Rodd Ahrenstorff http://www.behaviormanagement.org | 3/3/2010 6:16:29 PM
Ed,
I read your blog regularly and readily suggest it to any SMB Lotus customers I know. In your new roll at IBM as Director of Lotus Software, they sure seem to keep you abroad...alot.
I'm in the good old USA. I have never once been able to attend a Lotus event _any_where_near me_...ever. My two wishes:
1)IBM would offer some of these events live online (or nearly so).
2)VAR's would promote the Lotus User Groups, and other associations that might benefit end users.
Once in a while, I'm able to attend a small forum 'IBM' event (hosted by our Advisory Sales Specialist from the Systems and Technology Group) but they only want to sell me new IBM hardware. Where is Lotus?
Granted, I live in rural South Dakota, but I honestly don't recall the last time I was aware of a Lotus event within 500 miles. And maybe I'm just out of the loop, but it's tough to be a Lotus customer living outside the major population centers.
A (generally) happy Lotus customer,
Rodd Ahrenstorff
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Bill McCuistion http://www.edna1550.com | 3/3/2010 8:54:06 PM
Ed,
Whenever you're "feeling slightly overexposed" by way of your blog, just remember, like the song says: "The Internet was made for porn!".
See: <embed id=VideoPlayback src={ Link } style=width:400px;height:326px allowFullScreen=true allowScriptAccess=always type=application/x-shockwave-flash> </embed>
As far as porn goes, you've got a long way to go, baby.
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Lars Olufsen http://www.olufsphere.com | 3/4/2010 2:15:32 AM
I was going to side with Marcus @1 and say that it is probably a mix of cultural differences.
But then I read Bill @18 ... LOL
Perhaps you're just getting too accustomed to the "socializing" bit (Not all Lotus users have seen you at Kimonos { Link } ). I think the Lotus community is quite priviledged regarding social activities. I know quite a few other communities that have nothing like we have in the Yellowverse (for better or worse).
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Stuart McIntyre http://blog.collaborationmatters.com | 3/4/2010 6:35:55 AM
Very interesting post Ed, and I agree, events and business networking in mainland Europe definitely have a different social flavour to those in English-speaking countries. That's why Lotusphere events in Berlin always felt less friendly (at least to a lone Brit) than the Orlando events.
As an aside, I had no idea your role had changed to "Director, Notes/Domino Product Management", and I'd like to think I follow your blog and other social networking activities pretty closely. I think it makes much more sense for you to have responsibility for the server platform as well, so really welcome the change of emphasis.
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Keith Brooks http://www.vanessabrooks.com | 3/4/2010 11:20:43 AM
@17 Rodd, we can do a LCTY in South Dakota with your help perhaps and IBMs? you can email me to discuss it.
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Mark Lepisto http://www.aero.org | 3/4/2010 11:50:03 AM
I see you every year at Lotusphere and while it would be fun to stop you and shoot the breeze, deep down inside I know you're a busy guy and probably have things to do. I know you'd be polite and stop and chat with me, but I worry that I'd really just be wasting your time. So I walk on past.
I imagine a certain percentage of people at every conference have a similar thought process.
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Neil davis | 3/4/2010 3:38:16 PM
I agree with @22, when I am at events I often have that
view that Ed is prob has much things to do than chin wag
with me! Maybe the in the sessions offering informal chat
but reassuring them that if you do have an important conf
call you will key them know. Nothing worse than all of us
thinking you have more important things to do, when you
have cleard some space to listen to us.
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Bob Brodsky | 3/4/2010 4:05:54 PM
Ed,
Perhaps you would have a better reception "Down Under" in Austrailia ...
Bob
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Andy Steven http://www.uptime100.com.au | 3/4/2010 10:55:36 PM
I like @17's point.
and ed @23, what if there are no business partners in your region? Or want to become a business partner?
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Bill McCuistion http://www.edna1550.com | 3/5/2010 1:09:36 AM
Ed,
You and I have met in person, in the past, a few years ago.
You are, or seem to be, a good-guy.
I am quite astounded that you are where you are in the IBM organization, today, given your past comments, to me, that you were a "Sales Manager" who had "no clients".
Given that, I'd rank you up there with "Michael Bennett" (of Arthur Andersen / Enron fame). Steering a good ship in the wrong direction, and getting the good rub-down from everyone on staff.
Listen:
1. The IBM technology is sound.
2. The IBM marketing is sour.
3. Get back to your roots, before it is too late.
4. If now, in your new position, you actually have client relationship responsibilities, congratulations.
5. If however, your new role is somehow a gimmick, sign-off.
6. You guys need help. Hopefully you, collectively, are not too proud to seek advice an counsel from the front-line troops.
FYIW,
Bill
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Bill McCuistion http://www.edna1550.com | 3/5/2010 10:47:23 AM
@28 Ed, You should be very offended. The more you are offended, the more I would believe you "get it". Don't get the big-head on being a Director in a Giant Company. In a firm of your size, there are likely to be 000's of you-types. Mostly, it is politics that will get those positions, not the skills that are of real value to customers and business partners. I assume that in IBM the position of Director is same as (or similar to) Partner in a Big-4 firm. Given that IBM is transforming itself into a consulting-firm, this seems about right. So, as it turns out, you are now working for a consulting firm, whose primary interest is in selling its own consulting services, along with residual revenues from software and hardware services. IMHO, IBM lost its rudder when it it brought in the PWC (or who-ever) consulting arm. This corporate strategy and policy is optimized for the IBM shareholders, of which I am certain you are one. However, there is a whole "ecosystem" that must also be optimized. You are (or seem to be) the "face" for that front. Congrats on your advancements. Please use your new position and please focus your new powers of your position to get the "ecosystem" working on a "super" level.
BTW - My screen reader pronounces the "Black-Box" image as "Lotus Nose". I had to listen to it several times, and sometimes thought that it was "Lotus NO's", which is even more negative.
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Keith Brooks http://www.vanessabrooks.com | 3/5/2010 3:39:55 PM
Thanks Ed, we are looking outside of our home state to do some LCTY events for and with IBM, so anyone else missing a BP or an LCTY and want one, let me know. keith at vanessabrooks dot com. I have inquired about doing a South Dakota LCTY event in the mean time.
Ed,
I think the answer to this is very simple - do not forget that you were in Germany; it is just not common to move up to someone during coffee break just to say Hi :) I remember speakers being totally desperate, because in every other country people interact, clap, answer, laugh, and just here everyone sits there and listens quietly...
:)