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