1. The IT System That Couldn’t Deliver
Who is responsible for assuring information technology success at Lexox?

2. The IT System That Couldn’t Deliver
Action Plan: Short Term
Get the data in the system immediately
Train field reps immediately

3. The IT System That Couldn’t Deliver
Action Plan: Long Term
Bennet: Vision can’t be delegated; create and share vision with managers and employees – tie IT decisions to the business’s vision and mission;
Business Managers: Made accountable for delivering business results;
Sullivan: Speed up delivery of systems that directly affect revenue and competitive position;

4. The IT System That Couldn’t Deliver
Action Plan: Long Term
Sullivan: Share a weekly post-deployment assimilation map – track the spread of new behaviors the IT is meant to instill – identify high-, low-, and no-risk business units;
Business Managers: Compete for IT capital – funding goes to projects that are tied to the business strategy and will generate the highest payback;
Sullivan: Benchmark against best-in-breed distribution systems;

5. Six IT Decisions Your IT People Shouldn’t Make
How much should we spend on IT?
Which business processes should receive our IT dollars?
Which IT capabilities need to be company-wide?
How good do our IT services really need to be?
What security and privacy risks will we accept?
Whom do we blame if an IT initiative fails?