Guerrilla Marketing - How to Sell Splunk Internally to Your Enterprise

SplunkConf 2015 - Guerrilla Marketing - How to Sell Splunk Internally to Your Enterprise - Las Vegas, NV, 9/23/2015

Transcript

1. Copyright  ©  2015  Splunk  Inc.  
   Aaron  Blythe  
   Knowledge  Architect,  Cerner  
   Corpora@on  
   Guerrilla  Marke+ng  
   How  to  sell  Splunk  internally  to  your  
   Enterprise  
   

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2. Disclaimer  
   2  
   During  the  course  of  this  presenta@on,  we  may  make  forward  looking  statements  regarding  future  
   events  or  the  expected  performance  of  the  company.  We  cau@on  you  that  such  statements  reflect  our  
   current  expecta@ons  and  es@mates  based  on  factors  currently  known  to  us  and  that  actual  events  or  
   results  could  differ  materially.  For  important  factors  that  may  cause  actual  results  to  differ  from  those  
   contained  in  our  forward-­‐looking  statements,  please  review  our  filings  with  the  SEC.  The  forward-­‐
   looking  statements  made  in  the  this  presenta@on  are  being  made  as  of  the  @me  and  date  of  its  live  
   presenta@on.  If  reviewed  aPer  its  live  presenta@on,  this  presenta@on  may  not  contain  current  or  
   accurate  informa@on.  We  do  not  assume  any  obliga@on  to  update  any  forward  looking  statements  we  
   may  make.    
    
   In  addi@on,  any  informa@on  about  our  roadmap  outlines  our  general  product  direc@on  and  is  subject  to  
   change  at  any  @me  without  no@ce.  It  is  for  informa@onal  purposes  only  and  shall  not,  be  incorporated  
   into  any  contract  or  other  commitment.  Splunk  undertakes  no  obliga@on  either  to  develop  the  features  
   or  func@onality  described  or  to  include  any  such  feature  or  func@onality  in  a  future  release.  
   

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3. Aaron  Blythe    
   !   Wri@ng  Code  
   !   Answering  ques@ons  
    
   !   Running  Meetups  
   hUp://aaronblythe.org/    
   @ablythe  
   

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4. Health  care  is  too  important  
   to  stay  the  same.TM    
   

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5. The  solu@on  that  started  it  all  
   

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6. Cerner  today  
   

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7. Popula@on  health  management  
   Fitness
   Center
   Retail
   Pharmacy
   Hospital
   Member
   School Long-Term
   Care
   Home
   Clinic
   Employer
   Connect  
    
   Empower  
    
   Facilitate  
   Move  from  reac@ve  care  
   to  proac@ve  health  
   

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8. Member  engagement  across  the  spectrum  
   

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9. Cerner’s  success  
   #4  
   Top  100  Healthiest  
   Workplaces  in  America  
   5-­‐year  results  
   •  Lowered  premium  increases  
   •  1.6%  vs.  7-­‐10%  na@onal  
   average  
   •  Decreased  risk  factors  
   •  Improved  biometric  screening  
   results  
   

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10. Agenda  
    !    Know  who  you  are    
    !    Make  things  surprisingly  easy    
    !    Gather  endorsements    
    !    Be  helpful  in  many  mediums    
    !    Promote  your  community    
    !    Create  champions    
    !    When  all  else  fails,  hold  a  contest    
     
    10  
    

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11. 11  
    “I’m  referring  to  the  soul  and  essence  of  guerrilla  
    marke@ng  which  remain  as  always  —  
    achieving  conven@onal  goals,  
    such  as  profits  and  joy,  with  
    unconven@onal  methods,  
    such  as  inves@ng  energy  
    instead  of  money.”  
    

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12. Know  Who  You  Are  
    

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13. 2015  we  believe  
    13  
    •  Enable  self  services  
    •  Transparency  leads  to  beUer  service  
    •  Everything  in  source  control  
    -­‐  Cerner  OpsInfra  Team  
    

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14. 2014  we  believe…  
    14  
    •  A  minimal  number  of  associates  need  to  directly  
    touch  nodes  (approaching  zero)  
    •  These  tools  maUer  –  improve  the  lives  of  our  users  
    •  Tools  should  be  hardened  -­‐  so  that  we  can  find  the  
    root  cause  and  drive  correc@ve  ac@on  
     
    

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16. Surveys  
    16  
    !   Use  Google  Docs  FTW!!!  
    

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17. Be  transparent  
    17  
    

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18. Make  Things  
    Surprisingly  Easy    
    

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19. Chef  cookbook  
    19  
    

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20. What  we  need  
    20  
    !   1  hour  mee@ng  
    !   Person  in  the  room  with:  
    –  troubleshoo@ng  knowledge  of  applica@on  (which  logs  are  valuable)  
    –  root  access  to  the  node  (so  we  can  bootstrap  Chef)  
    –  knowledge  of  Splunk  and  Chef  (someone  from  my  team)  
    

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21. Steps  
    21  
    !   Bootstrap  nodes  to  Chef  with  Cerner_Splunk  role  on  run  list  
    !   Run  chef-­‐client  on  nodes  
    

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22. Hide  everything  but  the  details  
    22  
    Chef  Role   Chef  Environment  
    

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23. Jira  usage  
    23  
    

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24. Not  top  down  
    24  
    •  Is  this  the  right  thing  to  do?  
    •  Will  it  take  very  much  index?  
    

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25. Gather  
    Endorsements  
    

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26. Crea@ng  allies  
    26  
    Splunk  has  played  a  vital  role  in  stabilizing  our  Jira  environments.  In  what  
    would  have  taken  weeks  of  manual  correla@on  and  analysis  can  be  
    summarized  in  Splunk  in  maUer  of  minutes.  
    For  example  we  were  able  to  iden@fy  a  server  was  excessively  calling  our  
    server,  then  moving  straight  from  that  to  the  URI’s  that  the  server  was  
    accessing.  We  were  able  to  contact  the  team  that  was  abusing  our  service  and  
    they  were  able  to  scale  back  their  web  calls  correc@ng  our  slowness  issue.  
    Without  Splunk  I  feel  that  this  process  would  have  taken  weeks  to  discover,  
    if  at  all.  This  is  saving  my  team  @me  in  inves@ga@on,  not  to  men@on  the  @me  
    of  all  other  associates  by  resolving  this  slowness  issue  quicker.  
    Joe  Hostler  
    System  Engineer,  CWx  Emerging  Technology  Services  
    

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27. Document  the  nice  things  
    27  
    

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28. Be  Helpful  in  Many  
    Mediums  
    

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29. Go  to  where  the  users  are  asking  ques@ons  
    29  
    Internal  logs  in  Splunk   Internal  logs  not  in  Splunk   External  
    

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30. Provide  a  place  to  discuss  
    30  
    

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31. Provide  educa@on  
    31  
    

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32. Promote  your  
    community  
    

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33. Encourage  
    33  
    

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34. Seize  the  Opportunity  
    34  
    •  Meetups  
    •  Conferences  
     
    

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35. Internal  Conferences  
    35  
    ! DevCon  2012  –  1  talk  
    ! DevCon  2013  –  0  talks  on  Splunk  
    !   Started  Opsinfra  team  
    ! DevCon  2014  -­‐  1  talk  from  Opsinfra  team  
    ! DataCon  2014  –  1  talk  from  Opsinfra  team  
    ! DevCon  2015  –  3  talks  (1  from  Opsinfra  team)  
    ! DataCon  2015  -­‐  3  talks  (1  from  Opsinfra  team)  
    

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36. Create  Champions  
    

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37. Garry  Polley  
    37  
    •  Canadarm  –  Open  Source  Project  
    •  Configurable  JavaScript  collec@on  
    •  Send  informa@on  back  to  Splunk  
    hUp://engineering.cerner.com/blog/javascript-­‐
    logging-­‐we-­‐can-­‐do-­‐beUer/    
    

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38. Rima  Poddar  
    38  
    •  Defined  and  explained  evenUype  usage  
    •  Prototyped  first  working  aler@ng  sub-­‐
    system  
    hUp://engineering.cerner.com/blog/
    managing-­‐30000-­‐logging-­‐events-­‐per-­‐day-­‐with-­‐
    splunk/    
    

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39. Mike  Hemesath  
    39  
    hUp://engineering.cerner.com/blog/
    managing-­‐30000-­‐logging-­‐events-­‐per-­‐day-­‐with-­‐
    splunk/    
    •  Defined  and  explained  evenUype  usage  
    •  First  major  use  of  pivot  tables    
    •  Many  internal  presenta@ons  to  other  
    teams  and  leadership  
    •  Push  for  standardiza@on  
    

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40. Hold  a  Contest  
    

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44. Extend  the  Deadline  
    44  
    !   We  did  this  3  @mes,  got  more  submissions  each  @me.  
    

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45. Review  
    

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46. Summary  
    !    Know  who  you  are    
    !    Make  things  surprisingly  easy    
    !    Gather  endorsements    
    !    Be  helpful  in  many  mediums    
    !    Promote  your  community    
    !    Create  champions    
    !    When  all  else  fails,  hold  a  contest    
     
    46  
    

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47. THANK  YOU  
    

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