Influencing Change: Getting Stakeholder Buy-In When They Have The Power
Influencing change through presentations
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INFLUENCING CHANGE THROUGH PRESENTATIONS
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2http://flickr.com/photos/dustinaskins/1430483437/
HOWDY!my name is
TRAVIS ISAACSand I’m an
INTERACTIONDESIGNER*
* among other things
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Q Have you sat through a bad presentation?
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Q Have you sat through a bad presentation?
Q Why was it bad?
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Q Have you sat through a bad presentation?
Q Why was it bad?
Q What do you remember about it?
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Q Have you sat through a bad presentation?
Q Why was it bad?
Q What do you remember about it?Probably nothing.
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Death by PowerPoint (and how to fight it)
Alexei Kapterev
Bad presentations Bad
communication
Bad relations
Less sales
Less money
Less training
A vicious circle
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HOW DO I INFLUENCE CHANGE?Q
PRESENTATIONSA
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NOT A SILVER BULLET.
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Four score and seven years ago our fathers brought forth on
this continent a new nation, conceived in Liberty, and dedicated
to the proposition that all men are created equal.
Now we are engaged in a great civil war, testing whether
that nation, or any nation, so conceived and so dedicated, can
long endure. We are met on a great battle-field of that war. We
have come to dedicate a portion of that field, as a final resting
place for those who here gave their lives that that nation might
live. It is altogether fitting and proper that we should do this.
But, in a larger sense, we can not dedicate—we can not
consecrate—we can not hallow—this ground. The brave men,
living and dead, who struggled here, have consecrated it, far
above our poor power to add or detract. The world will little
note, nor long remember what we say here, but it can never
forget what they did here. It is for us the living, rather, to be
dedicated here to the unfinished work which they who fought
here have thus far so nobly advanced. It is rather for us to be
here dedicated to the great task remaining before us — that
from these honored dead we take increased devotion to that
cause for which they gave the last full measure of devotion —
that we here highly resolve that these dead shall not have died
in vain — that this nation, under God, shall have a new birth of
freedom — and that government of the people, by the people,
for the people, shall not perish from the earth.
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Four score and seven years ago our fathers brought forth on
this continent a new nation, conceived in Liberty, and dedicated
to the proposition that all men are created equal.
Now we are engaged in a great civil war, testing whether
that nation, or any nation, so conceived and so dedicated, can
long endure. We are met on a great battle-field of that war. We
have come to dedicate a portion of that field, as a final resting
place for those who here gave their lives that that nation might
live. It is altogether fitting and proper that we should do this.
But, in a larger sense, we can not dedicate—we can not
consecrate—we can not hallow—this ground. The brave men,
living and dead, who struggled here, have consecrated it, far
above our poor power to add or detract. The world will little
note, nor long remember what we say here, but it can never
forget what they did here. It is for us the living, rather, to be
dedicated here to the unfinished work which they who fought
here have thus far so nobly advanced. It is rather for us to be
here dedicated to the great task remaining before us — that
from these honored dead we take increased devotion to that
cause for which they gave the last full measure of devotion —
that we here highly resolve that these dead shall not have died
in vain — that this nation, under God, shall have a new birth of
freedom — and that government of the people, by the people,
for the people, shall not perish from the earth.
http://www.norvig.com/Gettysburg/index.htm
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“Presentations should help us to discuss and decide on the issues that shape our lives and organizations.”
Cliff Atkinson - Beyond Bullet Points
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low high
high
low
FIDELITY of INFORMATION
ENGAGEMENTPresentation
Report
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“Presentations should help us to discuss and decide on the issues that shape our lives and organizations.”
Cliff Atkinson - Beyond Bullet Points
It’s not the slides, it’s how you use them.
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Q How do I give a [good, memorable, amazing, inspiring] presentations?
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16Scott Beale / Laughing Squid - laughingsquid.com
Guy Kawasaki:“It’s quite simple: a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points.”
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“Lessig Method”240 slides ~20 minutes
[VIDEO]
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18Mike Gould, www.mondodyne.com
“No more thanSix words on a slide. EVER.”
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“Bullet points create obstacles between presenters and audiences...”
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21Edwarde Tufte, edwardtufte.com
“Many true statements are too long to fit on a PP [PowerPoint] slide, but this does not mean we should abbreviate the truth to make words fit. It means we should find a better tool to make presentations.”
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22Edwarde Tufte, edwardtufte.com
“Many true statements are too long to fit on a PP [PowerPoint] slide, but this does not mean we should abbreviate the truth to make words fit. It means we should find a better tool to make presentations.”“POWERPOINT IS EVIL”“POWERPOINT IS EVIL”
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Text
Prescriptive, not descriptive
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UNDERSTAND PURPOSE
TIP
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WHAT ISOF YOURPRESENTATION?
THE PURPOSE
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WHAT ISOF YOURPRESENTATION?
THE PURPOSE
or- application, website, feature, etc.
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http://flickr.com/photos/82409598@N00/585974241/
EXPLORE
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http://flickr.com/photos/98635529@N00/317715920/
ALIGN
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http://flickr.com/photos/trishabrunner/1399735883/
INSPIRE
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INFLUENCEUNDERSTANDDEFINERESEARCHIDEATE
PROTOTYPECHOOSE
IMPLEMENTLEARN
CHANGE
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INFLUENCEUNDERSTANDDEFINERESEARCHIDEATE
PROTOTYPECHOOSE
IMPLEMENTLEARN
CHANGE
Understanding purpose is just as important as what
you put in the slide
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TELL A STORYTIP
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Not that kind of story...
http://flickr.com/photos/9803968@N08/1605754211/
Our Fishing Trip
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Not that kind of story...
http://flickr.com/photos/9803968@N08/1605754211/
Our Fishing Trip
the story of how you came to this conclusion
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“Humans spent thousands upon thousands of years developing/evolving the ability to learn through stories. Our brains are tuned for it. Our brains are not tuned for sitting in a classroom listening passively to a lecture of facts, or reading pages of text facts.”
Kathy Sierra
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http://www.flickr.com/photos/basak/391016492/
Remember Muliplication Tables?
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http://www.flickr.com/photos/basak/391016492/
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http://www.flickr.com/photos/basak/391016492/
Even multiplication tablestell a story (albeit, a boring one)
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http://www.flickr.com/photos/basak/391016492/
A calculator can’t tell a story
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Emotional
Intriguing
Provocative
ConversationalRevealing
Engaging
What makes a good story?
http://flickr.com/photos/flisspix/225315476/
Identification
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“...a meaningful story inspires belief in you and renews hope that your ideas indeed offer what you promise. Genuine influence goes deeper than getting.”
STORY FACTOR by ANNETTE SIMMONS
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43http://flickr.com/photos/garrettdimon/1423843432/in/set-72157602121290543/
Emotional
Intriguing
Provocative
ConversationalRevealing
Engaging
Identification
What makes a good story?presentation
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44Silke Schümann
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"What begins to matter more [than mere data] is the ability to place these facts in context and to deliver them with emotional impact."
Dan Pink
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SHOW, DON’T TELLTIP
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“The software is being stretched far beyond it’s original intended design to accommodate new features.”
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The software is being stretched far beyond it’s original intended design to accommodate new features.
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SHOW, DON’T TELLTIP
http://headrush.typepad.com/creating_passionate_users/2005/12/_but_is_it_memo.html
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50http://headrush.typepad.com/creating_passionate_users/2005/12/_but_is_it_memo.html
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http://flickr.com/photos/11849973@N00/1308764271/
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http://consult.cern.ch/pr
oblem/mod/CT146181
We thank you very much fo
r your collaboration.
Timing Details:
---------------
Status for this case is O
pen. For this status in
IT Services / Mass Storag
e / AFS / User
the time limit has been d
efined to 3 working days.
Please note: the SLA defi
nition requires the case to
be resolved
(and status set to Fixed)
within 5 working days.
Another alarm will be tri
ggered when the time limit h
as expired
if no action is taken. It
will be sent again to you,
and to: Harry.Renshall@ce
rn.ch
Example for “ESCALATION Level 1”:
For information, example of possible text in the IT Services domain proposed by the IT Services
Domain Manager:
Subject: CT146181 - SLA Le
vel 1 alarm (what happened t
o afs account gifctrl)
Cc: Bernd.Pollermann@cern
.ch
2
1. Introduction
The goal of the project is to design and implement a user-friendly interface that will allow Domain Managers to access (read and/or write access) the business rules that are implemented in the workflow to enforce Service Level Agreements in the PRMS application.
The goal of this document is to propose a design for the SLA form that meets all the requirements, as described in the User Requirement Document, version 2.4.
The rest of this document presents typical use cases and snapshots of the corresponding screens of the Remedy User Tool for better clarity.
Section 2 describes Typical use cases for creating/modifying SLA business rules:
1. Accessing DomainAdministration form
2. Creating a New SLA Entry
3. Modifying a SLA Entry
4. Copying an existing SLA Entry
5. Deleting a SLA Entry
Section 3 describes additional PRMS Templates in order to send the SLA alarms.
Section 4 describes how to modify the PRMS Template “New” that sends the acknowledgement mail to the user as it will make use of SLA variables.
Notes:
1. All forms will be called without the prefix “PRMS:” for easier reading of the document.
2. As usual, in a form, mandatory fields are in Bold.
52
1
IT Remedy - PRMSDesign Document for the SLA Form
Proposal Version 1.3 – June 2003
Catherine Charbonnier, FIO/SAO - Vincent Doré, FIO/SAO
This is the Design Document for the SLA form in the Remedy PRMS application based on the User
Requirements Document version 2.4.
HistoryAuthor Date
CommentsDocument creation v.1.0 C. Charbonnier 23 April 2003 CreationDocument update v.1.1 C. Charbonnier 13 May 2003 Comments from Nicole Cremel and Roger Woolnough (mainly about Templates). Comments from Vincent Doré.
Document update v.1.2 C. Charbonnier 15 May 2003 Corrections after the SLA Design Meeting with PRMS Domain Managers.
Document update v.1.3 C. Charbonnier 25 June 2003 Update about SP and On Hold Timers.
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20
http://consult.cern.ch/pr
oblem/mod/CT146181
We thank you very much fo
r your collaboration.
Timing Details:
---------------
Status for this case is O
pen. For this status in
IT Services / Mass Storag
e / AFS / User
the time limit has been d
efined to 3 working days.
Please note: the SLA defi
nition requires the case to
be resolved
(and status set to Fixed)
within 5 working days.
Another alarm will be tri
ggered when the time limit h
as expired
if no action is taken. It
will be sent again to you,
and to: Harry.Renshall@ce
rn.ch
Example for “ESCALATION Level 1”:
For information, example of possible text in the IT Services domain proposed by the IT Services
Domain Manager:
Subject: CT146181 - SLA Le
vel 1 alarm (what happened t
o afs account gifctrl)
Cc: Bernd.Pollermann@cern
.ch
2
1. Introduction
The goal of the project is to design and implement a user-friendly interface that will allow Domain Managers to access (read and/or write access) the business rules that are implemented in the workflow to enforce Service Level Agreements in the PRMS application.
The goal of this document is to propose a design for the SLA form that meets all the requirements, as described in the User Requirement Document, version 2.4.
The rest of this document presents typical use cases and snapshots of the corresponding screens of the Remedy User Tool for better clarity.
Section 2 describes Typical use cases for creating/modifying SLA business rules:
1. Accessing DomainAdministration form
2. Creating a New SLA Entry
3. Modifying a SLA Entry
4. Copying an existing SLA Entry
5. Deleting a SLA Entry
Section 3 describes additional PRMS Templates in order to send the SLA alarms.
Section 4 describes how to modify the PRMS Template “New” that sends the acknowledgement mail to the user as it will make use of SLA variables.
Notes:
1. All forms will be called without the prefix “PRMS:” for easier reading of the document.
2. As usual, in a form, mandatory fields are in Bold.
53
1
IT Remedy - PRMSDesign Document for the SLA Form
Proposal Version 1.3 – June 2003
Catherine Charbonnier, FIO/SAO - Vincent Doré, FIO/SAO
This is the Design Document for the SLA form in the Remedy PRMS application based on the User
Requirements Document version 2.4.
HistoryAuthor Date
CommentsDocument creation v.1.0 C. Charbonnier 23 April 2003 CreationDocument update v.1.1 C. Charbonnier 13 May 2003 Comments from Nicole Cremel and Roger Woolnough (mainly about Templates). Comments from Vincent Doré.
Document update v.1.2 C. Charbonnier 15 May 2003 Corrections after the SLA Design Meeting with PRMS Domain Managers.
Document update v.1.3 C. Charbonnier 25 June 2003 Update about SP and On Hold Timers.
tracker.garrettdimon.com
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Lacks visualheirarchy
Fidelity notneeded
Duplicate labels are clumsy
Call to action?
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Lacks visualheirarchy
Fidelity notneeded Duplicate labels are clumsy
Call to action?
SImple way to give informal, textual comments or to preserve or punctuate dialog.
Fidelity notneeded
handwriting fontsuggests informality
Speech bubble = comment
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Meaningful
Pleasurable
Convenient
Usable
Reliable
Functional (Useful)
Focused on
Experiences(People, Activities, Context)
Focused on
Tasks(Products, Features)
SUBJECTIVE / QUALITATIVE
OBJECTIVE / QUANTIFIABLE
Has personal significance
Memorable experience worth sharing
Super easy to use, works like I think
Can be used without di!culty
Is available and accurate
Works as programmed
THIS IS THE “CHASM” THAT IS REALLY, REALLY HARD FOR ORGANIZATIONS TO CROSS
Virtual “Clipping”
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SLIDES DON’T MAKE GOOD READING MATERIAL.
TIP
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SLIDES DON’T MAKE GOOD READING MATERIAL.
TIP For your, or your audience
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Characters per page Characters/IN2
Physicians’ Desk Reference 13,600 168
Guinness Book of World Records
4,600 162
Nytimes.com 4,100 44
PowerPoint slide 250 3
The Cognitive Style of Powerpoint: Pitching Out Corrupts Within - Edward R. Tufte
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Characters per page Characters/IN2
Physicians’ Desk Reference 13,600 168
Guinness Book of World Records
4,600 162
Nytimes.com 4,100 44
PowerPoint slide 250 3
The Cognitive Style of Powerpoint: Pitching Out Corrupts Within - Edward R. Tufte
A few seconds of reading material
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The audience can read faster than you can speak.
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“If all you want to do is create a file of facts and figures, then cancel the meeting and send in a report. Do it in PowerPoint if you want, but it’s not a presentation, it’s a report. It will contain whatever you write down, but don’t imagine for a second that you’re powerfully communicating any ideas.”
Seth Godin
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Got room for one more?
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hard to read?
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what are you trying to tell me?
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what’s the story?
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slides a free.
It’s ok to splurge.
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Too many slides
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Simple concepts can be hard to understand when presented over too many slides.
how did i get here?
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DON’T LET CHART JUNK GET IN THE WAY OF YOUR STORY
TIP
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•Bullet•Bullet•Bullet•Bullet
•Bullet
7%8%
10%
11%
29%
35%
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Risks Risks Caused by Risk MitigationDelivery date risk due to a gap identified in the current XYZ application.
The XYZ application is not web service enabled and the work to enable the application is not funded at this time.
Utilize resource augmentation to expedite the application development.
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Risks Risks Caused by Risk MitigationDelivery date risk due to a gap identified in the current extras application.
The XYZ application is not web service enabled and the work to enable the application is not funded at this time.
Utilize resource augmentation to expedite the application development.
Que?
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Risks Risks Caused by Risk MitigationDelivery date risk due to a gap identified in the current XYZ application.
The XYZ application is not web service enabled and the work to enable the application is not funded at this time.
Utilize resource augmentation to expedite the application development.
XYZ application is not web service enabled
The delivery date to slip
Resources
The problem:
Causing:
The solution:
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• Increase market share by 25%• Increase profits by 30%• Increase new-product introductions
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• Increase market share by 25%• Increase profits by 30%• Increase new-product introductions
It’s not the bullet that’s bad, it’s the delivery
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Increase market share Increase profits Increase new products
If we... We will... Then we can...
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• Increase market share by 25%• Increase profits by 30%• Increase new-product introductions
bullets and summaries don’t inspire belief.
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Good presentations influence change
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Good presentations influence change
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Good presentations influence change
Have A Clear purpose
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Good presentations influence change
Have A Clear purpose
Stories createinfluence
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Good presentations influence change
Have A Clear purpose
Stories createinfluence
Visuals creatememories
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Good presentations influence change
Have A Clear purpose
Stories createinfluence
Visuals creatememories
Avoid communicationbarriers
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ACTIVITY!
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Q I have two computers, can I share files and my printer between them?
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A Yes! Connect your computers and printer together with ETHERNET!
ETHERNET
ETHERNET ETHERNET
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97http://flickr.com/photos/ahkitj/20853609/
ETHERNET is a technology developed by Xerox, Intel, DEC in 1976 to allow devices to communicate over a single cable.
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A group of ETHERNET connected devices is called a NETWORK.
ETHERNET
ETHERNET ETHERNET
NETWORK
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A group of ETHERNET connected devices is called a NETWORK.
ETHERNET
ETHERNET ETHERNET
NETWORK
In just 4 slides, we:Asked a question you want answeredUsed imagery to make things memorabletold a storydidn’t bore you
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“A subtle yet powerful shift occurs when you seek to influence wise decisions rather than “right” decisions.”
STORY FACTOR by ANNETTE SIMMONS