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A recurrent pattern in "disruptive" product development: A potential client finds you. They're in pain, because what they've been doing isn't working any longer, and it looks like what you have will help. So you put together a demo or do a proof-of-concept. And when they see it, organizational antibodies on their end get activated and things grind to a halt.

"The way we do it here" can have a very vigorous posse.

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