{"id":361023,"date":"2026-08-01T03:18:36","date_gmt":"2026-08-01T03:18:36","guid":{"rendered":"https:\/\/peraltafinancing.com\/agriculture\/ag-technology-adoption-and-implementation\/"},"modified":"2026-08-01T03:18:36","modified_gmt":"2026-08-01T03:18:36","slug":"ag-technology-adoption-and-implementation","status":"publish","type":"post","link":"https:\/\/fivemor.com\/?p=361023","title":{"rendered":"Ag Technology Adoption and Implementation"},"content":{"rendered":"


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\"Smart<\/div>\n

Increases in the offering of technology products and services continues to be encouraging, especially now, when a slowing economy makes better decision-making more critical than ever.<\/p>\n

But offering a service is not the same as selling it or executing on it.<\/p>\n

I worked with two retail locations from the same company, similar geography, similar demographics, similar product line-ups. One location had roughly 5,000 acres enrolled in its precision program. The other location had nearly 20,000 (this was mid-to-late 1990s<\/em>).<\/p>\n

When I learned about the significant difference between the locations, I started asking questions. I found that the location with 5,000 acres was offering the services and had the attitude that if the growers want it, they will ask for it. The location that had almost 20,000 acres in its program had salespeople actively out in the field, selling growers on the value<\/a> of the program, walking them through the agronomics, and helping them execute on the plans they\u2019d developed together.<\/p>\n

Offering a program is very different than selling and executing on a program.<\/p>\n

So, why aren\u2019t we doing more than just offering? Is it a lack of trust in the product or service that we don\u2019t want to take the risk on something that\u2019s unproven? Is it that the product or service was bought by someone in the organization, handed down to the sales team, and now sits on a list of things they\u2019re supposed to sell but don\u2019t really believe in? Or is it another over-promised solution that\u2019s left people skeptical or even cynical?<\/p>\n

Whatever the reason, the result is the same: The technology sits on the shelf while the investment goes unrealized.<\/p>\n

Part of the problem \u2014 and I\u2019ve written about this before<\/a> \u2014 is that the right questions aren\u2019t being asked before the purchase is made, and there\u2019s rarely a structured implementation plan afterward.<\/p>\n

Here are four things that should be a part of an implementation plan.<\/p>\n

Is everyone on board? Teams need to believe in what they are selling, and that trust and confidence needs to be built before the launch, not after. One person in this process can make all the difference. Good or bad.<\/p>\n

What will be the new processes to implement the new product or service? What changes in the day-to-day workflow?<\/p>\n

How does it integrate with the current offerings? If the new offering duplicates or conflicts with the current business, confusion follows.<\/p>\n

What is the commission structure for the new offerings?<\/p>\n

That last point, I believe, is one of the biggest sticking points for technology adoption and implementation. Commission structures haven\u2019t changed too much over the years. Commissions are still significantly based on the core products of the business, whether that is crop inputs or equipment.<\/p>\n

Don\u2019t misunderstand me. The core products and services are what pay the bills. But I continue to hear companies tout that they are \u201ctechnology companies\u201d but don\u2019t incentivize their sales teams to sell the technology. So, it just becomes an offering or just included with the rest of the program \u2026 and the value isn\u2019t truly realized.<\/p>\n

New offerings are great for the business. They keep the company relevant to its customers and engaged in the industry. But, as I mentioned earlier, the economy is a little slow right now and return on investment is vital to any business.<\/p>\n

Offering something new just doesn\u2019t cut it anymore. You need a plan before you make the purchase, during the purchase, and after the purchase to make the technology a viable, saleable product or service.<\/p>\n

Reminds me of the old saying that became clich\u00e9 but I\u2019m going to use it anyway. \u201cPlan your work. Work your plan. If you fail to plan, you plan to fail.\u201d<\/p>\n

The technology is there. The need is there. What\u2019s missing, too often, is the plan to turn an offering into a business.<\/p>\n

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\n\t\t\t\t\t\tDave Swain is President and CEO of Vision Technology Management. He can be reached at [email\u00a0protected]<\/span><\/a>.\t\t\t\t\t\tSee all author stories here.<\/a>\n\t\t\t\t\t<\/p>\n<\/p><\/div>\n<\/p><\/div>\n\n","protected":false},"excerpt":{"rendered":"

Increases in the offering of technology products and services continues to be encouraging, especially now, when a slowing economy makes better decision-making more critical than ever. But offering a service is not the same as selling it or executing on it. 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