Having worked on both sides with product development and implementation projects as well as in purchase projects I think that one of the biggest reasons is that the sales organizations always are ahead and oblivion of product development. Of course they need to be ahead you say and sure in order to make money you need to sell the product regardless of the current state that it’s in and let future earnings improve the product. What I mean is that people selling the product don’t know what they are selling and the impact of their promises. Furthermore they do not seem to care and even worse they do not have to care.
The fact that it is still possible to have this approach as a vendor comes down to a pair of major reasons if you ask me:
- The majority of companies are still very bad in defining their needs and buying content management solutions.
- It is very rare that a company performs regular reviews and has the courage to face their mistakes and select a new vendor after an unsuccessful implementation.