The Stale Auditorium and the “91% Success” Lie
We start not in the server room, but in the stale corporate auditorium, smelling faintly of old coffee and fresh disappointment. The CIO, bless his heart, is showing a slide titled “91% Adoption Success.” He’s beaming. He says the new ERP system, the one we collectively spent $2,000,001 on licenses and integration consulting, is fully live.
Meanwhile, three floors down, the entire Western Sales Division is working out of a shared Google Sheet labeled “Pipeline_FINAL_V41.0.”
Their laptops are open to the new ERP system, yes. They’re technically logged in. But they are using it the way you use a fancy, expensive binder-as a container for the things they actually care about, which are logged elsewhere. The presentation is a lie-a beautiful, data-driven lie that procurement teams worldwide accept as gospel. The system works, technically. It has 4,231 distinct functions, manages inventory down to the micron, and generates reports that look like abstract Expressionist art.
The 9:11 AM Test
But when Sales Manager Sarah tries to log the critical 9:11 AM call with a client, the process requires 17 individual mouse clicks, seven distinct mandatory fields, and loading three separate modules, each taking 1.1 seconds. Sarah doesn’t have 20 seconds. She does what any rational human does: she abandons the system, opens the sheet, types ‘Called
