The Big Themes:

• Great software alone isn't enough: For success in a digital transformation project, choosing the right partner to help implement software is just as important as choosing the right software itself.
• Partner-project fit: The most important factor to consider in picking an implementation partner is project fit, and making sure that the team members assigned to work with you are well versed in the software, in your industry, etc.
• Why being a "preferred partner" matters: Bonnie estimates that the top 25% of software vendors get around 80% of the opportunities and projects.

The Big Quote: "To the extent that you can tell them something they did not know... or you have a level of expertise or intelligence that competitively they could take advantage of, if you can be that person to them, that trusted advisor, that's really key."