[Svdc]

This is exactly one of the main issues if not the biggest issue of B2B products.

>> Will the traders at Cargill, Vitol, Exxon, Trafigura, Glencore buy it? Do they want to take the time to "learn" another tool?

I worked for this company that was built on a consortium of the biggest players, and adoption requires a lot of effort. Not only on the relationships you have to build, either by the account management team or by a product person, and trust also plays a big role - a lot of babysitting and support is required.

But trust me when i say that if they find that "yet another tool" provides the time-savings and the cost savings they are after, then they will use it. It will take take, which for most companies is not an option, but patience is key.

My experience also tells me that what one company is after does not mean it is translated easily to another. A Trader in one company might be very open to new tools and new business processes, others not so much. I would also say that if a specific role has so many nuances from company to company, that will also be true from commodity to commodity.

On another note, we had in the past product specialist to help on the product development side, and they had come from very robust backgrounds from logistics operations. But what they knew was very specific to how the companies they worked before operated and that didn't resonate sometimes for other clients.

Its a difficult industry to penetrate, smaller to medium sized companies are more likely to adopt disrupt technologies, while bigger ones tend to take longer.