Do you sell bottom-up because your users are genuinely enthusiastic about your product and it spreads by itself through word of mouth or because you cannot get in the #CIO office and so you have no other choice?

In my experience, nothing damages the long-term relationship with an end-user organization more than cheap sales tactics and lack of integrity. If your sales doesn’t get in the #CIO office, that’s one of the reasons.

Just received from @americanexpress. PIN management and card unlock from the app. Call it revolutionary is an understatement. And it arrives JUST 11 years after the App Store was launched.
Maybe I’m reading too much into it but I’d call it @Apple Card pressure. https://t.co/nS56NFIFjf

This appeared today in my iOS. Erosion of trust has profound consequences. Is it the beginning of the end @Facebook? https://t.co/Rh2DUPxaCn

Notice that @McKinsey_MGI came to same conclusions already in 2018: “In only 16% of use cases did we find a “greenfield” #AI solution that was applicable where other analytics methods would not be effective” – Notes From The AI Frontier: Insights From Hundreds of Use Cases https://t.co/a584CeTKqB

4. Hence, the difference between success and failure at transforming and disrupting must lie somewhere deeper that doesn’t surface when verbalized/put in slides. What is it?

3. Every end user org I met that talks about its digital transformation success story uses exactly the same words and agenda items of every other company that goes through the same process, across all Geos and industries, including the ones that fail at transforming & disrupting

2. In turn, unexpected realizations lead to interesting questions. My latest question comes during an exceptional roundtable in Jerusalem with world-class board leaders and senior tech executives:

1. One of the biggest perks of my current job (and throughout my career) is reviewing hundreds of presentations / year, from both tech vendors and CIOs/VPs in end user orgs.
When you do that for a while, you start seeing patterns that lead to unexpected realizations.

Problem simply is that exhibitions arranged in last few years are boring @DesignMuseum. As an art collector and design lover I look forward to seeing more compelling shows > Design Museum rescued by £3m loan after financial position deemed not sustainable https://t.co/OK6uAadxoy