Posts Tagged ‘technology adoption’

Confused on What Adoption Really Means?

August 6th, 2014

We created a visual primer on the major types of adoption. Enjoy!

Understanding Buyer’s Adoption

June 18th, 2013

Last few weeks, we have had some pretty intensive conversations as to why ADOPTION?

  • Like, I get it, but why do you call it adoption?
  • I know about technology adoption, but buyer adoption?
  • I do X, we can’t do it, but I think my buyers need to understand this because this fixes some problems upstream of me.
  • Why isn’t everyone doing this?
  • Sales does this one-to-one, why can’t our marketing team do this?

So, I am not going to answer all of these directly, we put a deck together which introduces why you might have an adoption problem. I suggest that you read it and then read the rest of this post as it will make a lot more sense. But, here is my take on understanding buyer’s adoption: Continue reading “Understanding Buyer’s Adoption” »

Crossing the Real Chasm for Buyers

May 21st, 2013

A couple of leading questions that I think will frame the discussion. What is the difference between:

1. Pain versus Problem?

2. Solutioning versus Decisioning?

3. Solution Adoption versus Buyer Adoption?

4. Solution Delivery versus Problem Solving?

5. Peer-Influenced versus Vendor-Driven Decision Support?

If you can’t diagnose the REAL underlying problem that is the causation of the symptomatic pain that buyers are experiencing – think strategic, cross-functional business problem that the SVP has to really make a serious, involved decision to solve versus the departmental complaints that give you an indication something is broken – then it is really hard to facilitate the complex decisions they need to make to solve the problem.

If you are not solving the problem, you are really looking for pain to match to your solution’s value proposition. May solve the real underlying problem, or not. Solutioning is not problem solving. Buyers are looking at adoption as “what do I need to solve a painful problem?” while vendors look at adoption as “What do I need to do to get a buyer to buy my technology solution?” The disconnect creates a huge risk for the buyer which grows exponentially with the number of depts/people involved with decision, complexity of the technology, complexity of the implementation, cost of the solution, and the length of the project. Add in the need to get people trained and using the system fully to see the value and you wonder why buyers are hesitant to move forward, fear the unknown, and feel like most projects fail to meet their expectations? Continue reading “Crossing the Real Chasm for Buyers” »

The Blatantly Obvious Three Gets of Social Media

November 18th, 2009

As we meet and greet in the world as evangelists for a strategic management approach to incorporating social media into business, you readily identify other folks who “get it”. They describe themselves as “get it” people and they describe others as part of the club. The other two camps can be described as the “I think I get it” folks and the “I don’t get it” translated into the I don’t get it and really don’t care.

“Get it” – Already have prior experience in social media, probably understand digital marketing, it, software, etc. They have seen the power of social networking; may or may not play with twitter, but understand that social media must mature to satisfy the other camps. They are usually early adopters or visionaries, but definitely social media evangelists. They don’t need a business case to see how this applies to their jobs and their companies. Not a generational characteristic. We see more mature senior executives who are already there with their subordinates playing catch up. The younger generation gets the social media interaction thing much easier because they have entered the business world with these tools. Their challenge is that they do not have the business experience to craft corporate strategy so they tend to be focused on the tools and tactics. ROI gets mapped at the business functional and strategy level which is hard for them to develop the business case to sell the rest of their organizations.

“Think I Get It” – Generally more mature (not necessarily older) business executives who probably would “get it” if they had the time to research and play with it. We find this to be the case with mid to senior level executives who were laid off. They gravitate to it and are becoming proficient out of necessity and the luxury of free time. The employed people in this group are savvy business people, but are buried under with management and business responsibility. Probably have personal responsibilities so playing online if they are not naturally inclined to do so is pretty difficult with their schedules. Amazing how this group activates with a really tangible business case that applies to their company and market. They already have the business acumen and the web disruption experience so it becomes a translation exercise for them to “get it.”

“Don’t Get It” – this group has probably thought briefly about it and then moved on as they haven’t seen the relavence of social media to them; either personally or professionally. We many times see the pride in this statement. We see the “my kids are on it” or “I played with it” or “I am on Linkedin, but don’t really use it.” In truth, it is generally due to indifference versus ability to get it. However, when we present the business case for a strategic approach to social media, they intuitively see the value. The skepticism turns to intuition as they map this back to their mid-90′s web experience. They then figure out that they need a proactive plan and delegate to someone in their organization or realize that they have no one and figure they will get to it when it reaches a level of criticality that forces them to react.

As you have surmised, I am describing any new technology adoption. Social media is not some exotic, weird “kid” thing. Social media will be a business disruption due to the simple fact that it is a reflection in the change of buyer behavior. Buyers are doing research by reaching out to other buyers and market influencers because they do not want to wade through the pages and pages of junk search engine results. Much easier to find an expert and see what they say. Simple, but extremely disruptive to traditional business; marketing, sales, customer support, service delivery, billing, employee relations. All of these functional areas are being impacted with this level of transparancy.

Whether you “get it”, “think you get it”, or “Don’t get it”; you had better believe that some portion of your market and customer base already does…