Sal Patalano – Chief Revenue Officer – Lenovo Software
The End most certainly DOES justify the Means! And often times “process” can be a dirty word. Now before you label me a heretic, let’s see if we can’t shift your thinking just a little bit.
At Lenovo Software, we have embraced a concept we refer to as “Vuja de.” Simply put, Vuja de is the opposite of Déjà vu.
We spend much of our time in IT – if not in life – with that sinking feeling that somewhere, somehow we’ve seen this all before. Well, the truth is, we have! We spend countless hours doing things the same way we have for years – email drips, solution selling, tradeshows, customer advisory councils, structuring sales plans, driving demand gen, activating channel partners… it’s a very long, very monotonous list. But the good news is it doesn’t need to be that way – and in fact, it can no longer be that way. Old school is failing us!
Vuja de requires that we shift our perspectives; that we look at something we’ve seen or done hundreds of times in the past from an entirely different perspective. It requires that we not accept the “Déjà vu” approach that has become ingrained in our psyche. It forces us to focus on the OUTCOME and to disregard what we think we know about how to achieve it. The “means to the end” become unrestricted – providing you can accept that there really are no boundaries.
Some would say that this is no different than “thinking outside the box,” or “embracing a different approach.” True enough. But once we give something a name and put some context around it, it becomes more substantive to the human brain – particularly the cerebral cortex, which is responsible for higher brain functions such as thought and action. We grasp concepts more readily and embrace them more passionately when we can label and categorize them. A good example is the “Agile” development method. Many of us deployed methods remarkably similar to Agile, but it wasn’t until someone named it, put some structure around it, and provided some verifiable results via business cases that it was widely adopted. In this instance, a little bit of structure goes a very long way – and we can prove it.
Join me over the next few weeks, I will publish a short series of blogs that will take you through the basic tenets of the Vuja de approach.