{"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\/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":"

There is great risk in change, often accompanied by fear and loathing. And for good reason!<\/p>\n

Have you ever seen a software implementation effort fail? Have you ever met a customer who was unable to gain the desired value from the \u201csolution\u201d they purchased? Have you ever encountered someone who had to roll back to a previous state?<\/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 Doing Discovery<\/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 else<\/em> could they have used those resources for, instead? Perhaps a more profitable expedition could have been launched in its place.<\/p>\n

This is also painful for customers who go through the entire evaluation process only to decide to do nothing (the No Decision outcome). Very expensive! (\u201cWe spent months preparing for the expedition, but then called it off at the last minute\u2026\u201d)<\/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>\n","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>\n","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\/wp-json\/wp\/v2\/posts\/47277","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=47277"}],"version-history":[{"count":3,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47277\/revisions"}],"predecessor-version":[{"id":47283,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/47277\/revisions\/47283"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/47278"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=47277"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=47277"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=47277"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}