Shelfware

I just read an interesting article that mentioned the term "shelfware".  A great term.  As a technology solution provider it is so important to understand the difference between sales and adoption.  They are very different.  Just because somebody buys something doesn't mean they use it or derive value from it.  Sales helps in the short term, but adoption is critical for long term sustainability.  It doesn't matter whether it is the customer's fault or the vendor's fault that a solution is not implemented.  If value is not derived from the solution the relationship will not prosper.