Articles

Thirty years inside automotive, written down. How technology vendors actually get adopted in dealerships, why field execution breaks, and what the OEM is really evaluating.

• Why AI Is Failing in the Dealership (And It's Not the AI)
  AI & Dealership Operations · August 4, 2026
  Despite record investments in dealer technology, the gap between what these tools promise and what they actually deliver has never been wider. The technology isn't broken. The problem is the execution gap.
• The Activation Illusion: Why Dealers Go Live and Never Change
  Adoption & Utilization · July 7, 2026
  Deployment metrics look great. Dealer behavior hasn't changed. The gap between going live and operational adoption is where accounts are lost.
• The Field Execution Gap: When the Strategy Doesn't Make It to the Service Lane
  Strategy Execution · June 3, 2026
  Strategy is clean in the boardroom. It exists in PowerPoint decks and multi-year roadmaps. The problem is what happens between the boardroom and the field.
• Scaling Without Breaking: The GTM Trap for Automotive Vendors
  GTM & Growth · May 6, 2026
  Early traction with innovative dealers does not predict mainstream adoption. The GTM motion that got you here will not get you there.
• The Lead Graveyard: Why 81% of Dealer Leads Die in the BDC
  Lead Operations · April 8, 2026
  Lead quality is rarely the problem. The problem is the broken workflow between lead receipt and human follow-up.
• The Human Handoff: The Missing Link in Automotive AI Integration
  AI Integration · March 4, 2026
  AI does not replace humans in automotive retail. It amplifies them. But only when the handoff protocol is designed correctly.
• The OEM Certification Mirage
  OEM Strategy & Vendor Access · February 4, 2026
  Every vendor thinks they are walking into a software evaluation. They are not. They are walking into a risk assessment, and they are playing a game where they do not even know the rules.
• The Third Leg of the Stool
  Adoption & Behavioral Alignment · January 7, 2026
  Same technology. Same process. Entirely different outcomes. The failure is not in the tool and it is not in the process. The failure is in the behavioral characteristics of the humans executing the play.
• Chasing the OEM
  OEM Strategy & Vendor Access · December 3, 2025
  The vendor thinks it is pitching technology. The OEM is deciding whether this company creates confidence or risk.
• When the Dealer Group Goes Quiet
  GTM & Growth · November 5, 2025
  You won the rooftop. The group went silent. The sale changed without telling you.
• The Enterprise Expansion Trap
  GTM & Growth · October 8, 2025
  Early traction proves the product can work somewhere. It does not prove the company can be trusted at scale. Those are two different conversations.
• The Onboarding Illusion: Why Automotive Vendors Lose Customers in the First 90 Days
  Customer Success · September 3, 2025
  Your customer went live. Your dashboard shows green. Nothing actually changed. The product is not broken. The onboarding was.

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