Enterprise buyers are recognising that platform capability has limited value if teams cannot interpret data, challenge assumptions or use information consistently. Data literacy therefore influences whether a technology investment will be adopted and whether its promised value will materialise.
Adoption is part of the buying case
Buyers increasingly look beyond deployment to ask who will use the platform, what skills are required, how decisions will change and whether the organisation can absorb a new way of working.
What vendors should address
- User capability and role-based learning.
- How insights are explained to non-specialists.
- Governance of self-service access.
- Adoption measures beyond logins.
- How the solution supports better decision behaviour over time.
Vendors that include literacy and adoption in the proposition reduce a major source of buyer risk. They demonstrate that value depends on people, process and technology working together.
Our buyer intelligence is informed by ongoing conversations with senior enterprise leaders through roundtables and leadership communities.