Anti-Fragile take
Adoption is not a training problem. It is a trust problem. Reps ignore systems that have been wrong before. Every mis-routed lead, stale contact, and false-positive signal erodes trust.
We design for adoption: territory-assigned alerts with evidence, not batch dumps to shared channels. Reps adopt what makes them money.
Why it matters
The best GTM system that reps ignore is worthless. Adoption is a design requirement, not an afterthought.
How we build it
Territory-assigned delivery, evidence-backed alerts, in-CRM context, and adoption metrics tracked weekly.