The claims
Reading the claims
Every figure in this field measures the vendor's own metric on the vendor's own customers.
Reading a Vendor's Productivity Claims
Every product in this category claims a productivity gain. How those figures are produced, and what to ask about each.
The Productivity Score, Taken Apart
A single number per person, built from weights somebody chose. What goes into it, and why it should never reach a manager.
Return on Investment, Honestly Calculated
The vendor calculator and the honest calculation produce different answers. How to do the second one.
Benchmarks and Where They Come From
Industry averages for productive hours circulate widely. Tracing one explains why it should not reach a board paper.
The Case Studies, and What They Omit
Published customer stories follow a pattern. Reading for the gaps is more informative than reading the claims.
Pilots Designed to Succeed
A pilot run the usual way confirms what the vendor said. What to specify so yours settles a question you actually have.
Questions That Change the Demonstration
Twelve questions to ask before the screen is shared. They convert a presentation into a comparison.