{"id":47277,"date":"2026-08-12T14:55:58","date_gmt":"2026-08-12T14:55:58","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47277"},"modified":"2026-08-12T14:56:56","modified_gmt":"2026-08-12T14:56:56","slug":"bimplementation-and-roi-failures-dealing-with-burn-victims-the-advantages-of-the-incumbent-vendor-part-6","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/bimplementation-and-roi-failures-dealing-with-burn-victims-the-advantages-of-the-incumbent-vendor-part-6\/","title":{"rendered":"Implementation and ROI Failures \u2013 Dealing with \u201cBurn Victims\u201d: The Advantages of the Incumbent Vendor \u2013 Part 6"},"content":{"rendered":"

El cambio conlleva un gran riesgo, a menudo acompa\u00f1ado de miedo y aversi\u00f3n. Y con raz\u00f3n.<\/p>\n

\u00bfHa visto alguna vez fracasar una implantaci\u00f3n de software? \u00bfHa conocido alguna vez a un cliente que no haya podido obtener el valor deseado de la \"soluci\u00f3n\" que adquiri\u00f3? \u00bfSe ha encontrado alguna vez con alguien que haya tenido que volver a un estado anterior?<\/p>\n

People in business who have suffered these fates are known as \u201cBurn Victims.\u201d They may be angry about being burned, and they will be hard to convince to pursue the same or a similar route again! (You can find more details on working with burn victims starting on page 298 in the paperback version of Descubrimiento<\/em><\/a>.)<\/p>\n

In our mountaineering analogy, this would be like paying for and participating in intense preparation for a major expedition only to find that the guide-company failed to provide proper provisions, requiring you to turn back without even glimpsing the summit! All that time and energy invested \u2013 for nothing.<\/p>\n

Opportunity cost is also an issue. A customer who decides to change from their current state will consume the resources described in Parts 1 and 2, including time, people, money, and political capital. What si no<\/em> \u00bfpodr\u00edan haber utilizado esos recursos en su lugar? Tal vez se podr\u00eda haber lanzado una expedici\u00f3n m\u00e1s rentable en su lugar.<\/p>\n

Esto tambi\u00e9n es doloroso para los clientes que pasan por todo el proceso de evaluaci\u00f3n solo para decidir no hacer nada (el resultado de la No Decisi\u00f3n). Sale muy caro. (\"Pasamos meses preparando la expedici\u00f3n, pero la cancelamos en el \u00faltimo momento...\")<\/p>\n

Accordingly, customers who were previously Burn Victims (with other vendors) who are now enjoying success with you will be predisposed to buy more from you than risk pursuing another vendor. You can leverage this experience in your renewal and expansion discussions, and in fending off competitors\u2019 advances.<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Parts 1, 2, 3, 4, and 5<\/p>\n

https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n

Doing Discovery \u2013 page 298<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

There is great risk in change, often accompanied by fear and loathing. And for good reason! Have you ever seen a software implementation effort<\/p>","protected":false},"author":2,"featured_media":47278,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-47277","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47277","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47277"}],"version-history":[{"count":3,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47277\/revisions"}],"predecessor-version":[{"id":47283,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47277\/revisions\/47283"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47278"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47277"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47277"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47277"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}