No, I'm saying that if you want to sell to both operators you should want to satisfy both criteria: 1) easy to say yes to and 2) easy and quick to deliver a wi

No, I'm saying that if you want to sell to both operators you should want to satisfy both criteria: 1) easy to say yes to and 2) easy and quick to deliver a win after the yes. The cowboys would need solutions that work without having to change human processes much (if any). They have a hierarchical command of their subordinates akin to a police department or army, not a normal leadership command; they don't give them much trust or room to think. Getting them to say yes requires something that is pretty brain dead to implement and delivers results quickly. The subordinates are going to trust the warehouse manager more than the business owner. There are often competing interests between those parties. If you satisfy the above, you can satisfy the owner and the warehouse manager and get a yes and get results. If you don't, you could have a great solution, get a yes from owner and a disastrous time wasting experience with the implementation. If you don't understand the human processes involved, your solution will fail. The good operators are more likely to be open to trying things that require some change to their operation. Example: putting massive barcodes on pallets for the drones to easily detect nightly for inventory and installing power for drone stations or modifying human processes for efficiency. But good operators get pitched all the time and are more sophisticated so you still need to make it easy to yes and easy to win. If your solution needs a lot of human intervention and takes time to get the win, you can get sucked into that implementation vortex which is hard to scale.