Automation Decisions: Why Commercial Decision Engines Matter at the Earliest Stage of the Buying Journey
Most automation projects don’t fail because the technology doesn’t work. They stall because the commercial case never solidifies. By the time someone calls a system integrator, the real automation decisions have often already been made. Budget ceilings are loosely defined. ROI expectations are floating around in a spreadsheet. Internal stakeholders have opinions. Some are optimistic, and some are skeptical as the journey takes shape before a vendor ever enters the room. As Christoph Buchmann, Founder and Managing Director of iAutomate, puts it, “Where does the buying journey begin? I would actually say it really starts with having identified a
