Your statement cuts to the core of the sales challange with BPM – how to get in at the very start of business process improvement activites, which are usually done in isolated camps, without much internal publication.

Even the most accmplished account manager can not network to all corners of a clients business, so it has to come down to messaging or product or both.

The ultimate change machine is Lean SixSigma – as it is the one that we can all chase as a true lead. Our recent efforts in this were discussed with Vi Shaffer in terms of what we are up to in the Health Care space.

As she has seen, it works. If you can deliver in a core product which top management mandate to be used, the opportunities come out in their own time and at their own space – consequently a vendor can then interact on the basis of bringing forward best practice knowledge (which is just something we gan from other clients hard work anyway) to position a solution.

It certinly works in Healthcare with one recent activity seeing a reduction in letters sent out to arrange appointments of 46% (about half a tree a decade) and patient visits reduced in coronry outpatients from 5 to just over an average of 2 (less car fuel of an undetermined amount).

This was all achieved easily with people just getting an understanding of what was actually causing the bottleneck – local doctors as it turned out.

There was no BPM technology used in this case (outside our modest bit of software), but automation opportunities will come to pass as we go forward.

So my rant supports your point of view – BPM will do the job, but we just can not wait for this big wave of revenue you predict to just come and drench us with cash – we need to all do a little paddeling to make it a reality.