With over 25 years if experience in using, selling and
marketing TOC like all TOC'ers, I too am baffled by the slow and little
adoption of TOC compared to its potential, especially when we know the value it
can deliver. I will present my point of view, which is mostly about making
money by selling TOC rather than intellectual enthusiasm for it, on why TOC has
languished in the marketplace for 30 years and what can be done about it.
In my experience and observations, there are three
adoption problems that a business has to solve for a new product. These three
adoption problems are:
1. Creating herd mentality for your
product (the market inertia problem)
2. Overcoming resistance to change Inside
an organization (the organizational inertia problem)
3. Removing product-specific difficulties (the
intrinsic difficulties of using TOC)
I believe we TOC'ers have focused too much on
overcoming resistance to change and paid scant attention to the market inertia
problem as well the intrinsic difficulties of using TOC.
With the thinking processes and all their derivatives,
we have over-solved the organizational inertia problem. In the process we have
even hurt TOC's adoption by making it complex, unwieldy and diffuse. At the
same time, we have underperformed in creating herd mentality and overcoming
product-specific difficulties. That is why TOC continues to remain a niche
product despite its power and value.
I will discuss how to simplify TOC once again, and
present some ideas for solving the market inertia problem as well as the
intrinsic difficulties of using TOC.
Sanjeev will present what he thinks are the most powerful solutions in TOC. He will also discuss what he thinks is blocking a wider adoption of TOC and what to do about it.
Sanjeev's views are based on his 25+ years of experience in using, selling and marketing TOC. However, please note that what he will present are largely his beliefs, not definitive conclusions backed by rigorous cause-and-effect logic.
Sanjeev Gupta has founded two companies to provide TOC solutions, Thru-Put Technologies and Realization Technologies. Thru-Put was named a Top 5 vendor of manufacturing planning and scheduling software by AMR Research in 1997, and Realization has helped its clients generate more than $4B in additional cash and profits by completing their projects faster. Sanjeev has an BS in Mechanical Engineering from the Indian Institute of Technology-Delhi and an MS in Management and Public Policy from Carnegie Mellon University.