How to Motivate

Decision Makers

Pete Cafarchio

VP Business Development and Marketing

About DataMotion

■ Founded in 1999

■ Headquarters - Morristown, NJ

■ Industries served

» Insurance, Financial Services, Healthcare, Life

Sciences, State/Local Government, Manufacturing

■ Secure Messaging Solutions:

» Email encryption, Automation, File transfer, eForms

■ Multiple deployment options:

» Cloud, On-premise, and Hybrid

» 5 million users

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Some of our Customers…

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Healthcare

Government

Financial

Other

Industries

Motivation

Fear of

punishment

Promise of

Reward

Motivation: Stick

Punishment for Non-Compliance

• “Do this or else!”

• Compliance (e.g. PCI, FERPA, HIPAA, etc.)

• Security Audit threat

• Corporate liability

• Confidential Data leakage

• Reputation damage

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Financial

• Payment Card Industry (PCI-DSS)

• Sarbanes-Oxley (SOX)

• Federal Financial Institutions Examination Council (FFIEC)

• Gramm-Leach-Bliley Act

• Pending Financial Regulation Bill

Healthcare

• Health Information Portability Accounting Act (HIPAA)

• American Recovery and Reinvestment Act (ARRA)

• Health Information Technology for Economic and Clinical Health Act (HITECH)

• Centers for Medicare/ Medicaid Service (CMS)

State & Federal Govt.

• Federal Information Security Management Act (FISMA)

• NIST 800

• State Consensus Audit Guidelines (CAG)

• Secure File Sharing Act 2010

Individual Privacy

• CA SB 1386 + 45 other states

• Family Educational Rights

and Privacy Act (FERPA)

• Massachusetts Privacy

Law 2010

• State Information Security

Laws (AR, CA, CT, MA,

MD, NV, OR, RI, TX, UT)

Compliance & Business Associate Agreements

(BAA)

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How To…

■ Work with HR, Legal, Compliance Officer

• FUD works!• Show them case studies & financial losses

• Use this webinar and Osterman Research white paper

• HiTech has stronger teeth than prior HIPAA• Even small companies can get nailed

• Impact can be even greater

• Counter legal arguments• “We didn’t know” – judges are becoming more tech savvy

Denial is more than just a river in Egypt!

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Motivation: Carrot

Reward - Improve Business Processes

• Compliance & security are overhead expenses

• Reluctant approval for a bare minimum spend

Instead…

■ Pitch project as an investment with clear ROI

■ Become a “Business enabler”

■ Learn to frame IT projects in business terms» IT staff who learn this skill advance faster

■ Save money, make money, add customers, improve efficiency, better visibility

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Save Money - Basic

• Encrypted email and file transfer can replace:• Fax

• Printing

• Case study – 401(k) enrollment

• Postage & Courier

• Case study – large state gov’t agency

• CD-ROM burn and mail for large files

• FTP headaches

• Don’t forget call center costs• $10-50 per call

• Data entry labor & mistakes

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How to…

• Check customer-facing and internal processes• Case study – credit union

• Reopen closed doors

• Listen for trigger phrases

• “We can’t use email for that”

• “It’s too hard to send large files out”

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How to…

» Tracking and monitoring add huge value

- Case study – travel ticketing

» Monitor and report on service level agreements

» Proof of delivery

- Invoices, collections

» Sometimes security and compliance are secondary concerns

- Listen to what the business owners identify as their pain points

You might be surprised

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How to…

• Simplify workflows• Case study – gov’t fulfillment

• Encryption was necessary, but secondary

• Visibility and confirmation improves workflow

• Cut call center costs for confirms and clarifications

• Reduce re-keying errors

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How to Identify Business Needs…

…Talk About Their Data

■ Review business processes with department heads- Or someone with P&L responsibility

» Why are you sending this data?

» What business process is it a part of?

» Who sends the data?

» Who receives the data?

» What information does it contain?

» What would happen if that data wasn't delivered?

» What would happen if that data was intercepted/copied?

» What delivery experience is the recipient expecting?

» How important is it to track and monitor delivery?

■ Listen, LISTEN, LISTEN to their answers!

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How to…

» After you really understand their business process challenges…only then suggest solutions

- Your vendor or reseller should be able to help

» If you can meet their business needs

[save money, make money, grow customer base],

they’ll make sure your technology project is funded!

It’s a no-brainer for them!

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Your Choice…

■ Fight with senior management» for precious budget dollars

» on an overhead expense

■ Complain that you don’t get funding

■ “I told you so” when problems arise

-OR-

■ Be a hero to senior management» They’ll make sure you get the money

» And will come back to you for more

» Promotion!- Bahamas vacation!

Party with the sales guys!

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DataMotion

Managed information delivery solutions for

business

Powerful email encryption

Easily send files up to 2 GB

Secure forms for workflows

Inbound messaging portal

Compliance filtering

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DataMotion

■ Enterprise-level visibility

■ Reporting on all messages, files, etc.

■ Uses tools everyone already has in place

■ Easy to use

■ No rip and replace

■ SaaS (or on premise)

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Contact

Pete Cafarchio

VP Business Development and Marketing

petec@datamotion.com

(973) 419-6483 x122

www.datamotion.com