RESEARCH TRIANGLE PARK, N.C. ( TheStreet) -- Decisions about buying and implementing technology can be the most challenging, and the larger the organization, the more complex the decision becomes. Information technology, finance and other departments have to be "sold" on the benefits, and once sold they have to decide whose budget pays the bill.Anyone trying to introduce new technology into a system or business with complex organizational processes, multiple levels of decision-makers and strict budgets -- and the principle is universal, not limited to technology -- can find it challenging. Getting to "yes" in a sale requires a thorough understanding of the prospective customer organization. This often means reaching frontline users, the true customers of the product, and educating them on the features and benefits of your product. Once you have the end user on board, you must move up the decision tree to administrators, IT departments and curriculum designers or business content groups.
|The introduction of hand-held devices into classrooms is as hard as introducing a new technology to a major corporation. Schools also are structured so technology acquisition is separate from other kinds of decision-making.|