--- title: How Change Management is key to unlocking product adoption for Technology Vendors description: 4 reasons why Change Management is the key to unlocking product and technology adoption for Technology Vendors image: https://blog.changefirst.com/hubfs/Blog_Images/2018/February/Organizational-Meeting-979x600.png --- [![Changefirst_logo_Hubspot.png](https://blog.changefirst.com/hs-fs/hubfs/Logo/Changefirst_logo_Hubspot.png?width=174&height=61&name=Changefirst_logo_Hubspot.png "Changefirst_logo_Hubspot.png")](http://www.changefirst.com) [Contact us](https://changefirst.com/contact-us) [+44 (0) 1444 450777](tel:+44-0-1444-450777) [Solutions](https://www.changefirst.com/change-management-solutions) ### Solutions Change Management Solutions matched to your specific business needs. #### [![orgainizations](https://blog.changefirst.com/hubfs/orgainizations.jpeg) For Organizations Engage more of your people in change with a cost effective and scalable solution that builds sustainable capability.](https://www.changefirst.com/change-management-solutions/organisations) #### [![consulting-firms](https://blog.changefirst.com/hubfs/consulting-firms.jpeg) For Consulting Teams Digitalize and differentiate your Change Management practice, quickly on-board new hires and create ‘sticky’ client relationships](https://www.changefirst.com/change-management-solutions/consulting-firms) #### [![change professionals](https://blog.changefirst.com/hubfs/change%20professionals.jpeg) For Change & Project Experts Deliver strategic projects, support Executives through continuous change and add new tools, skills and Certification to your playbook](https://www.changefirst.com/change-management-solutions/change-and-project-professionals) #### [![technology companies](https://blog.changefirst.com/hubfs/technology%20companies.jpeg) For Technology Companies Take advantage of the missing ingredient in your Adoption Services model. To drive higher adoption rates for clients and improve renewal rates](https://www.changefirst.com/change-management-solutions/technology-companies) #### [![drive up adoption](https://blog.changefirst.com/hubfs/drive%20up%20adoption.jpg) Drive up adoption Focus on engaging people in your technology roll-out projects. To drive successful adoption and deliver projected business outcomes](https://www.changefirst.com/business-issues/drive-up-adoption) #### [![deliver projects](https://blog.changefirst.com/hubfs/deliver%20projects.jpg) Deliver projects more succcessfully Get business-critical projects delivered right, first time. By ensuring you have more change capability and higher engagement levels](https://www.changefirst.com/deliver-projects-more-successfully) #### [![build ECM capacility](https://blog.changefirst.com/hubfs/build%20ECM%20capacility.jpg) Build ECM capability Change is no longer the ‘secret sauce’ of a few individuals in your organisation. So creating the capacity for business-critical changes is crucial](https://www.changefirst.com/build-ECM-capability) #### [![upskilling of teams](https://blog.changefirst.com/hubfs/upskilling%20of%20teams.jpg) Quickly upskilling your teams Make change everyone’s business by getting consistent change skills, tools and support to distributed and remote teams](https://www.changefirst.com/business-issues/upskilling-of-teams) #### [![agile change management](https://blog.changefirst.com/hubfs/agile%20change%20management.jpg) Develop an agile change culture Create an agile Change culture by fostering a mind-set that 'change is your business'. As part of an enterprise-wide approach](https://www.changefirst.com/business-issues/agile-change-management) #### [![credibility](https://blog.changefirst.com/hubfs/credibility.jpg) Gain credibility and differentiate yourself Gain the credibility you need to deliver effective Change inside your organisation and differentiate yourself from the rest of the crowd](https://www.changefirst.com/gain-credibility-and-differentiate-yourself) [Products](https://www.changefirst.com/change-management-products/roadmap-pro) ### Products This will be the products group #### [![roadmap pro](https://blog.changefirst.com/hubfs/roadmap%20pro.jpeg) Roadmap Pro® - digital OCM platform Transform the way Change Management is planned and executed across your organization. With digital skills, methods and tools for faster, more sustainable business result](https://www.changefirst.com/change-management-products/roadmap-pro) [Training](https://www.changefirst.com/training) ### Training Role-relevant training solutions for leaders, their teams and professionals to build rapid, sustainable change capabilities #### [![executive](https://blog.changefirst.com/hubfs/executive.jpeg) Leaders, Heads of Business & Steering Teams Executive Bootcamps - learning for senior leaders tasked with sponsoring strategic change and building sustainable Organisational Change Capability](https://www.changefirst.com/training/executive) #### [![change agent](https://blog.changefirst.com/hubfs/change%20agent.jpeg) Change, Project and Internal development professionals Robust, action focused training course and certification for CMOs, PMO and anyone helping leaders drive major business change](https://www.changefirst.com/training/change-agent) #### [![local teams](https://blog.changefirst.com/hubfs/local%20teams.jpeg) Line Managers, local teams, HRBPs & Communication Experts Workshops and learning development programs focused on compelling change communication, sponsor behaviour, assessing people risks, data driven planning and effective engagement.](https://www.changefirst.com/training/manager-and-local-teams) #### [![on demand individual](https://blog.changefirst.com/hubfs/on%20demand%20individual.jpeg) Employees, large groups & accidental/new change agents Learning ‘on-demand’ to introduce key change management methods and development coaching to build help individual resilience.](https://www.changefirst.com/training/on-demand-individual) #### [![change projects introductory](https://blog.changefirst.com/hubfs/change%20projects%20introductory.jpg) Project and Programme Managers (Introductory) Learn a structed approach to people-change processes, activities and measures designed to improve project success](https://www.changefirst.com/training/change-projects-introductory) #### [![change projects intermediate](https://blog.changefirst.com/hubfs/change%20projects%20intermediate.jpg) Project and Programme Managers (Intermediate) Initiate local change initiatives right, first time and in a people - centred way](https://www.changefirst.com/training/change-projects-intermediate) #### [![train the trainer](https://blog.changefirst.com/hubfs/train%20the%20trainer.jpg) Train-the-Trainer Build an internal community of Change Experts and create agility in your internal Change Training](https://www.changefirst.com/training/train-the-trainer) #### [![](https://res.cloudinary.com/changefirst-media/uploads/Content_Licencing_Menu_Sized_TP_84ed8849b6.jpg) Content licensing Licence our proven Change Management materials and establish a standardised approach to delivering change across your organisation](https://www.changefirst.com/training/content-licensing) #### [![certification](https://blog.changefirst.com/hubfs/certification.jpg) Certification Recognise your investment in Change Management training and development with individual and organisational level Certification](https://www.changefirst.com/training/certification) #### [![coaching and consulting](https://blog.changefirst.com/hubfs/coaching%20and%20consulting.jpg) Application Coaching and Consulting We provide 6 week to 6 month partner packages that enable us to partner with you to accelerate your change success](https://www.changefirst.com/training/application-coaching-and-consulting) [Methodologies](https://www.changefirst.com/methodologies) ### Methodologies This will be the methodologies page group #### [![pci](https://blog.changefirst.com/hubfs/pci.jpeg) PCI® - People - Centred Implementation Changefirst’s research-based, highly practical, results-oriented methodology, for planning and executing the people-side of change, to achieve sustainable organisational results](https://www.changefirst.com/methodologies/pci) #### [![pai](https://blog.changefirst.com/hubfs/pai.jpeg) PAI – Personal Adaptability Inventory PCI® People-Centred Implementation Changefirst’s proprietary psychometric, with development system, help leaders and their teams develop resilience and adaptability for change](https://www.changefirst.com/methodologies/pai) [Resources](https://www.changefirst.com/resources) ### Resources All the resources you need to help build your Change Management capability. #### [![resources](https://blog.changefirst.com/hubfs/resources.jpeg) Whitepapers Download our latest Change Management whitepapers.](https://www.changefirst.com/resources) #### [![videos](https://blog.changefirst.com/hubfs/videos.jpeg) Videos Watch our latest Change Management videos.](https://www.changefirst.com/resources#videos) #### [![blog](https://blog.changefirst.com/hubfs/blog.jpeg) Blogs Read our latest Change Management blogs.](https://blog.changefirst.com/) [About us](https://www.changefirst.com/about-us) [Contact](https://www.changefirst.com/contact-us) Solutions [For Organizations](https://www.changefirst.com/change-management-solutions/organisations) [For Consulting Teams](https://www.changefirst.com/change-management-solutions/consulting-firms) [For Change & Project Experts](https://www.changefirst.com/change-management-solutions/change-and-project-professionals) [For Technology Companies](https://www.changefirst.com/change-management-solutions/technology-companies) [Drive up adoption](https://www.changefirst.com/business-issues/drive-up-adoption) [Deliver projects more succcessfully](https://www.changefirst.com/deliver-projects-more-successfully) [Build ECM capability](https://www.changefirst.com/build-ECM-capability) [Quickly upskilling your teams](https://www.changefirst.com/business-issues/upskilling-of-teams) [Develop an agile change culture](https://www.changefirst.com/business-issues/agile-change-management) Products [Roadmap Pro® - digital OCM platform](https://www.changefirst.com/change-management-products/roadmap-pro) Training [Leaders, Heads of Business & Steering Teams](https://www.changefirst.com/training/executive) [Change, Project and Internal development professionals](https://www.changefirst.com/training/change-agent) [Line Managers, local teams, HRBPs & Communication Experts](https://www.changefirst.com/training/manager-and-local-teams) [Employees, large groups & accidental/new change agents](https://www.changefirst.com/training/on-demand-individual) [Project and Programme Managers (Introductory)](https://www.changefirst.com/training/change-projects-introductory) [Project and Programme Managers (Intermediate)](https://www.changefirst.com/training/change-projects-intermediate) [Train-the-Trainer](https://www.changefirst.com/training/train-the-trainer) [Content licensing](https://www.changefirst.com/training/content-licensing) [Certification](https://www.changefirst.com/training/certification) [Application Coaching and Consulting](https://www.changefirst.com/training/application-coaching-and-consulting) Methodologies [PCI® - People - Centred Implementation](https://www.changefirst.com/methodologies/pci) [PAI – Personal Adaptability Inventory PCI®](https://www.changefirst.com/methodologies/pai) Resources [Whitepapers](https://www.changefirst.com/resources) [Videos](https://www.changefirst.com/resources#videos) [Blogs](https://blog.changefirst.com/) [About us](https://www.changefirst.com/about-us) [Contact](https://www.changefirst.com/contact-us) # [Welcome to the Changefirst Blog](https://blog.changefirst.com) # How Change Management is key to unlocking product adoption for Technology Vendors Posted by [David Miller](https://blog.changefirst.com/author/david-miller) We all know that effective implementation is what our customers value.  With great implementation of your technology your customers are more likely to renew their licences, invest more technology and get a higher return on investment on their technology purchases. This makes everyone happy and it also means that you need to be thinking about [adoption services and engagement](http://blog.tsia.com/blog/changing-engagement-models) as a central part of your product and technology adoption strategy. ![Organizational-Meeting-979x600.png](https://blog.changefirst.com/hs-fs/hubfs/Blog_Images/2018/February/Organizational-Meeting-979x600.png?width=791&height=485&name=Organizational-Meeting-979x600.png) Alongside this we also know that people, as well as technology and process are THE critical components of successful implementation and ROI. It’s commonly understood that to get people to change you need strong Organizational Change Management (OCM) practices that are either applied by your customers or by your consultants and/or service delivery personnel.  Back in 2002 McKinsey clearly demonstrated in a survey (Helping Employees Embrace Change) that systematic change management led to improved design, transition, buy-in, and substantially higher ROI.  Take a look at the [survey](https://www.mckinsey.com/business-functions/organization/our-insights/helping-employees-embrace-change) – even now the results are stark. Why is it then that after more than 15 years, technology customers still complain about poor change management?  For example, Forrester Research spoke to 38 companies about how their transformation consultants performed in 12 key areas.  OCM consistently received the lowest scores. Customers talk about the great support they get from consultants until ‘the rubber hits the road’ and it’s ‘implementation time’. Somehow, just when the customer is wondering – how am I going to get all these users to adopt this change? -  all the great vendor analytical and professional rigor disappears and is replaced by either “*OCM is really just good communications and training*” (which in a small part it is - but that’s only a quarter of the story) or a ‘resident tree-hugger’ is brought in to tell leadership teams that its all about *“making people feel positive about the change”* (which would be great if it happens but, even if it does, is insufficient to drive committed adoption). So, what do other independent reports tell us ? There have been a number of reports over the last few years, that give us some clues as to why organizations under-perform in OCM. They point to: 1. **Lack of Budget -** the majority of respondents to an IBM survey (Making Change Work Study) reported investing 5% or less of the total project budget on change management 2. **Lack of Focus -** 87% of IBM respondents stated that not enough focus is placed on managing change in critical projects 3. **Lack of Confidence -** only 20% of IBM respondents consider that their organizations are successful at managing change 4. **Lack of Skills -** a May 2013 PWC survey reported that 48% of respondents say their companies don’t have the necessary capabilities to ensure the changes are sustained Whatever the reasons, the picture painted is not an optimistic one. Now, you could be up-front with your customers and say you simply don’t do OCM or get involved in product adoption services. You could say that you only “install” your products and you believe it’s up to them to ensure that users commit to the solution and change their ways of working to meet the new requirements (aka Implementation). Nothing wrong with this approach whatsoever. It’s perfectly legitimate and has the big advantage of being crystal clear. The problem is that more and more customers are holding you accountable for ROI and even if they don’t – when technology adoption fails and users DON'T use the solution they will blame your product. This approach would be a shame because this lack of change management expertise throws up a great opportunity for Technology Vendors. Vendors who ‘grasp the nettle’ will be able to delight their customers and improve their own financial performance.   **So how can Technology Vendors improve the implementation of their technology in their customer’s organizations?**   We see two practical options for you: 1. You could build a dedicated OCM practice to work with your customers collaboratively to ensure implementation success. This is a strong approach if you have the resources to pay for it, you can find good OCM professionals and customers are up for strangers working with their people on sensitive people issues. You could license a platform so that you can teach and collaborate with your customers effectively as well as rapidly up-skill new hires and contractors to work with you. But, it certainly can work. I have seen it on many occasions. 2. You could take a route that has become more common. Forrester refer to it as ‘Reusable Assets’. You differentiate yourself by providing [a change management toolkit](https://blog.changefirst.com/introducing-roadmap-pro) to your customer that maximises their capabilities and productivity. You are automating and enabling customer self-service.  You can provide OCM training, tools, metrics and processes all via a cloud-based platform. Your consultants then coach and support your customers to use the platform. As digital transformation gathers pace option 2 becomes increasingly attractive in terms of time to market, overall solution cost and the agility it brings to your rollout process.  > --- **Make OCM part of your adoption strategy with Roadmap Pro** Roadmap Pro takes the tough part of solution delivery as a Technology Vendor – change management – and makes it simpler, more collaborative, and more effective Roadmap Pro: 1. Increases adoption of your technology by enabling your customers to transform user ways of working 2. Enhances your reputation for helping customers meet their adoption goals 3. Increases stickiness by using the platform to effectively collaborate with your customers 4. Increases productivity and effectiveness of your teams and customers  [![Find out more about Roadmap Pro](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/2401974/2558a5af-6693-4df8-90ae-d301871af57f.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/2401974/2558a5af-6693-4df8-90ae-d301871af57f) ![David Miller](https://blog.changefirst.com/hubfs/David%20200x200.png) Posted by [David Miller](https://blog.changefirst.com/author/david-miller) David Miller is the Chairman and Founder of Changefirst, a global training and consulting organisation which specialises in Organisational Change Management. He has helped organisations successfully implement major change for the last 25 years. Initially as a Senior Executive for American Express and more recently with clients ranging from HSBC, BT, Roche Pharmaceuticals and The Linde Group. David was a regular speaker at a range of Change and Transformation events globally on key industry themes including Agile Change Management and the use of digital in Change Management. Find me on: [LinkedIn](https://www.linkedin.com/in/david-miller-changefirst/) - [Tweet](https://twitter.com/share) ### Leave a comment Search Blog ### Keep me updated ### Recent Posts ### SHARE THE BLOG ### Posts by Tag [![](https://changefirst.com/images/Icons/Social_LI.svg)](https://uk.linkedin.com/company/changefirst) [![](https://changefirst.com/images/Icons/Social_TW.svg)](https://twitter.com/Changefirst) [![](https://changefirst.com/images/Icons/Social_VM.svg)](https://vimeo.com/changefirst) [![](https://changefirst.com/images/Icons/Social_FB.svg)](https://www.facebook.com/Changefirst-129807110363683/) [Website T&Cs](https://info.changefirst.com/website-tcs)    |     [Security Policy](https://info.changefirst.com/security-statement)    |     [Privacy Policy](https://info.changefirst.com/privacy-policy)    |     [Cookie Policy](https://info.changefirst.com/cookie-policy)