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 () and Christian Buddendick ()
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Jan vom Brocke: University of Liechtenstein
Christian Sonnenberg: University of Liechtenstein
Christian Buddendick: Hilti Corporation

A chapter in Enterprise Content Management in Information Systems Research, 2014, pp 255-277 from Springer

Abstract: 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.

Keywords: Hilti Corporation; Enterprise Content Management (ECM); Sales Process; Business Process; Potential Model (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:prochp:978-3-642-39715-8_15

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DOI: 10.1007/978-3-642-39715-8_15

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