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Lessons in Effecting Change - How We Got A Domino Non-Production Server License

More than ten years ago, Christian Guedemann and I worked with various IBMers to try to get a free Domino server entitlement for developers. It took time - not an unacceptable amount of time, in my personal opinion - but we got more than we hoped. The dev and test server license is no longer available, because licensing for customers changed. Some are critical of that decision. But none, as far as I’m aware, have demonstrated taken the high-agency mindset that Christian and I demonstrated and which is crucial to effect change.

The Initial Approach

If I remember correctly, it started with questions at Ask The Product Managers at Lotusphere. That’s nothing unusual, it was a forum to raise problems and request changes. When HCL took over the product, they created a more permanent approach, Aha. But I am certain we did not just state what we needed, as some community members do on Aha, despite approaches I encouraged years ago.

Moreover, we didn’t just make the request and walk away. We spoke directly to IBMers afterwards and had a meeting immediately with them, to explain why it was of benefit. And we didn’t just explain why it was beneficial to us, we explained why it was important to IBM in the context of their current strategic direction. Not making wild claims that “this will grow the product” without explaining (or maybe even thinking about) the steps linking the idea to the conclusion. Focusing on IBM’s strategy, how that had changed what developers need, and why the previous approaches didn’t work for the current strategy.

It was a detailed meeting, with plans for the short term, a commitment from Christian and I to help in whatever way possible, sharing contact details, and an agreement for an update at the next conference.

The Hard Work

What followed was the real hard work. About eighteen months of patience and regular communication. At every conference, we met for updates. Crucially, the “chats” were approached with patience and a positive, collaborative attitude. It was clear we had backing, that the people we were talking to understood and supported our aim. But there are always competing requirements and strategic desires coming down from above, some of which I’m sure we were not privy to.

The question was never “why hasn’t it happened yet”, it was always ”what more can we do to help you”. This is the high-agency mindset.

The hard work was further complicated because our main contact changed. The first person we worked with left IBM, which meant we had a new contact. Fortunately - or maybe because of the hard work we had already invested in our relationships with IBM - we already had support from our new contact. In fact, even though I first met our contact at that same Lotusphere where this started, we had shared a taxi from the airport and many conversations during the conference.

It still needed lots more patience, lots more “how can we help”.

But we got more than we ever asked for - not just a free developer license for the Domino server, but a free non-production license. I have no doubt this was because of the effort put in.

The Legacy

The free non-production license continued for some years. And it was crucial because licensing at the time was per-server. It the changed to a per-seat license and customers were entitled to any number of servers. So a free non-production license was no longer relevant.

I know some people have argued that a free developer license would grow the product, and did so while I was still a Lifetime IBM Champion and Lifetime HCL Ambassador. However, they never formed an argument that persuaded me, which is why I never supported it while still just in the community.

Summary

Effecting change requires a number of elements, some of which are:

  • Considering the whole customer base, not personal desires.
  • Reading the room, awareness of strategic direction.
  • Building a compelling and comprehensive argument.
  • Cultivating relationships.
  • A high-agency mindset, putting in at least as much effort as you expect others to.
  • Patience and realistic attitudes of the timescales involved.
  • An appreciation that yours is never the only new feature wanted.

Most of all, it requires hard work.

You get out what you put in.