On this podcast with Dan Cilley, we discuss:
- Aligning technology to GTM plan and company ecosystem
- Stakeholders’ analysis to verify importance of technology
- Start with people and processes that work, then introduce technology
- Gap analysis and overlap done before technology selection
- #1 reason for slow technology adoption: communication of solution’s value
- Use proof of concept approach to prove value, "rolling thunder"
- Vendors need to shift away from product to value and stakeholders experience
