Justifying ECM Investments with the Return on Process Transformation: The Case of an ECM-Driven Transformation of Sales Processes at Hilti Corporation

  • Jan vom Brocke
  • Christian Sonnenberg
  • Christian Buddendick
Chapter
Part of the Progress in IS book series (PROIS)

Abstract

Organizations are faced with an overwhelming amount of content to be captured, organized, and archived efficiently. As a result, enterprise content management (ECM) has emerged as a top business priority. Organizations may choose from a variety of sophisticated ECM systems based on their specific functional requirements. While such a choice must also be justified in terms of economic benefits, the current state of research lacks commonly accepted guidelines and methods for evaluating and justifying ECM system investments. This chapter addresses this lack of methodological support and presents an evaluation approach that is based on the concept of potentials modeling. This approach reports economic benefits by means of financial measures and explicitly takes an organization’s business process structure into account since implementation of an ECM system causes significant changes in work procedures. The feasibility and potential usefulness of this approach is demonstrated at the example of an ECM-driven transformation of sales processes at Hilti Corporation.

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Copyright information

© Springer-Verlag Berlin Heidelberg 2014

Authors and Affiliations

  • Jan vom Brocke
    • 1
  • Christian Sonnenberg
    • 1
  • Christian Buddendick
    • 2
  1. 1.Institute of Information SystemsUniversity of LiechtensteinVaduzLiechtenstein
  2. 2.Hilti CorporationSchaanLiechtenstein

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