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title: You do not have a technology problem
author: Giacomo Balli
published: 2026-09-02
url: https://BigBalli.com/blog/you-do-not-have-a-technology-problem
tags: Engineering, Product, Reading
---

# You do not have a technology problem

*By Giacomo Balli* | *Published: September 2, 2026*

You do not have a technology problem. You have nobody representing the buyer.

Look at who is in the room when a $400k decision gets made.

The vendor knows their product. They are the most informed person present and the least neutral.

The developers know implementation. They can tell you how, and they will tell you how, and "whether" is not their question.

Your employees know their departments. The sales lead wants the CRM. The warehouse wants the scanner. Each is right about their corner and blind to the whole.

The CTO, if you have one, is often the person who proposed it.

Every one of them is competent. Not one of them is evaluating the entire decision from the owner's economic position: what it costs, what it earns, what it locks in, what happens if it fails, and whether the money would do more somewhere else.

That seat is empty in most companies. The owner sits in it by default, without the technical information to use it, and the decision gets made by whoever spoke most confidently.

Filling the seat does not require a CTO. It requires one person whose only job is the owner's outcome and who does not earn more if the answer is yes. That can be a board member, a peer who has done it, or an outside reviewer. The job is the same: read the whole decision on the buyer's behalf, before the buyer signs.

[Discuss on LinkedIn](https://www.linkedin.com/feed/update/urn:li:activity:7506010262211166208)

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**Tags:** Engineering, Product, Reading

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