Governance, before anything technical. When you start implementing it in a company, the show says, there starts to be a ton of issues with governance and data policy.
The stall is described as a first-week problem rather than a late one: how are we going to set it up, and what are our data governance rules. Those questions arrive before any tool is chosen.
This is worth knowing if you sell into energy, because it tells you who actually blocks a deal. The objection is rarely about the product.
Worth keeping in mind. A vendor who cannot answer the data-policy question loses to one who can, regardless of which tool is better.
Source: AI and Data Governance: The Future of Sales and Marketing, episode 95 of the Oil & Gas Sales & Marketing Podcast.
The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.