Educate then sell the Value!

You must sell your CXO on the Enterprise Architecture (EA) program before you begin. Before you can sell your CXO on EA, you must educate him/her on the value of EA.

Don’t use the fancy definitions that don’t make sense.

Don’t use fancy definitions when explaining EA. If you don’t catch your CXO’s attention in the first few sentences, then you’re not likely to sell him/her. Educate on the value.

Don’t try to explain the divisions of EA. Focus on the value.

Don’t waste time trying to explain the divisions between your Business, Information, and Technology Architectures. Instead focus on educating your CXO on the value of EA. Value statements could be as follows:

- Common future vision shared by the business and information technology group.
- Support the business through improved information sharing.
- EA provides guidance in business driven information technology solutions.
- EA provides a way to manage complexities of a large IT shop by setting enterprise-wide IT standards.
- Assurance to the business and customers that new IT systems are implemented through a consistent and measurable process.

Guilt always helps.

Make your CXO feel as if he/she is behind the curve. Several large organizations such as Intel, Microsoft, and BP practice EA. In addition, several federal agencies and state government agencies practice EA as well. By referencing other high-performing companies, you can instill the fact that practicing EA can create strategic value for your organization.

In the end, your EA program will never be successful unless your CXO has full buy-in. As you begin your EA Program, you’ll need you CXO’s credibility and backing to implement many of your new governance practices and EA processes. Without support, your EA program will never get off the ground.

Pragmatic Advice

• Create an EA presentation that is no longer than five slides.
• Get time on your CXO’s calendar (ask your boss to help).
• Memorize your presentation.
• Make sure you know enough to answer any high-level or detailed question your CXO may ask. Practice, Practice, Practice.
• Remember you are now your company’s EA expert!