Prisoners of Our Own Device
Hank Barnes
Chief of Research-Tech Buying Behavior, Gartner - Exploring the Challenges and Opportunities Surrounding Tech Buying Decisions
The choices our organizations make have far reaching impact. Time and again, for technology, our research on Enterprise Technology Adoption profiles have revealed differentiation that impacts technology decisions and impact.
I'm getting ready to refresh a presentation that dives into the concepts, data examples, and what to do about it (for clients), so I went looking for some data examples. The item above jumped out at me.
In a recent study that involved respondents involved in cloud projects at their organization, we asked about challenges. Among them was the level of difficulty recruiting and retaining talent with cloud skills.
The chart above highlights significant differences among our ETA profiles. Notably:
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Reflecting on this, there are a variety of implications. The orgs with less challenges can move faster. The orgs with more may need more help from service providers---but other issues may make them challenging customers to deal with (but figuring out could be lucrative as they make up the majority of the market.
We continue to evolve our thinking in these areas and have a number of research updates coming soon. I feel these insights matter now more than ever between the growing maturity of many markets and the rush to adoption (read: trying out at some level) of GenAI (and figuring out who is prepared to make bigger bets that will drive real revenue opportunities.
The majority of my client calls make there way here. If you're a client and we haven't explored ETAs (or you want to revisit them), I'm ready to work with you.
The articles in this newsletter do not follow Gartner's standard editorial review. All comments or opinions expressed here are mine and do not represent the views of Gartner, Inc. or its management.
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4 个月Agree! Been my experience as well..
Electrical Engineer / DeepTech Advisor-Analyst / Venture Partner
4 个月This I suspect is connected to the employee engagement dynamics shown originally in the 90s by Gallup to be connected to employee retention, not to mention improved financial performance by those firms. I suspect that organizations that are willing to take the risks to implement tactics that retain top talent employees are willing to also take risks in adopting new technology tools for those top talent employees to use. When top talent employees see employers that behave this way it makes them less less likely to leave.
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4 个月In my experience, that is right. They change adopter profile depending on many many factors, being the risk-reward formula the main driver.
Author "Sales Manager Survival Guide," CEO at Partners In EXCELLENCE, Ruthless Pragmatist
4 个月This is fascinating Hank, though when I think about it, not particularly surprising. I might have expected the difficulty would be in recruiting/retention might have been higher with Agile Leaders because they might know less about the skills/capabilities they really need. One thing that would be interesting in reducing the overall difficulty is aligning their ETA profiles with the behavioral styles of the people they are recruiting. While this applies to all roles, let's look at recruiting/retaining AEs across the profiles. While you want strong selling skills, disciplines etc, across each, the behavioral style of a great AE working for an Agile Leader is likely to be very different from the style of an AE working for a disinterested laggard. I'm not suggesting that one is better than the other, but the fit with the organization's ETA profile might be better.
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4 个月Interesting!