Guessing is not a strategy: How to build decision velocity with AI and real-time data
June 10, 2026 | Live Webinar
Driven to Change
Mike Donoghue is a member of a multinational information technology corporation where he collaborates on the communications guidelines and customer relationship strategies affecting the interactions with internal and external clients. He has analyzed, defined, designed and overseen processes for various engagements including product usability and customer satisfaction, best practice enterprise standardization, relationship/branding structures, and distribution effectiveness and direction. He has also established corporate library solutions to provide frameworks for sales, marketing, training, and support divisions.
You’ve seen them come and you’ve seen them go. The latest, the greatest and the empty promises of how some form of new technology is going to revitalize your business and increase your client base.
Unfortunately, there are times when an IT company’s sales staff often tries to motivate their technical teams into adopting the “next big thing” in order to make whiz-bang improvements over their existing products and gain a tidy, if somewhat temporary, profit. In these situations, it’s important to be level-headed when rethinking your company’s next evolutionary jump, despite the pressure they may exert.
When a sales force is able to dictate this type of change, the potential exists for tragedy. Hopefully, good-intentioned and technologically savvy, these people may feel a sort of fervor in wanting to be pioneers in their field or in taking a noble chance. The other side of the coin, however, is that they may just want quick fixes to a poor bottom line instead of real, long-term solutions.
Push and Pull
If a firm becomes devoted to this course of grand innovation effort, vendors and marketers hype it to such a degree that customers often fall over each other in order to be a part of it. They may worry about being left behind if they don’t get on board right away, or they themselves may have bought into the …
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