Post by Rob Collie
A Recent Trip to the Hospital Highlighted the Folly of The Way Things Work
That Oh So Sneaky “Adoption Problem”
I spend a lot of time talking to software vendors. One vendor specifically of course, whose name rhymes with “Bike Row Loft.” But all software vendors share one basic habit, which is that they’re constantly asking, “How do we get more customers to BUY our tools?”
But I also spend a lot of time talking to their customers. And while the vendors expect their customers’ most pressing question to be “which software tools do I buy,” the reality I see is FAR different.
Buying software is just the FIRST step down a very difficult road. You choose the software from Vendor X, announce the decision to your organization, send Vendor X a check… and that’s the starting gun.
Yeah, Vendor X sees that as the END of the story. And so do their competitors, Vendor Y and Vendor Z, who slink away defeated. But you, the purchaser of the tools, well, your story is just beginning isn’t it?
Now you have to get your PEOPLE to start USING the new tools. And to KEEP using them. I’ve discovered that this is by FAR a much bigger problem than choosing the tool.