There's a math problem that organizations refuse to solve.
If your input isn't giving you the desired output, you change the input. That's not philosophy. That's not opinion. That's math.
But Randy Polito has watched organizations do the opposite. They double down. They push harder. They do more of the thing that isn't working and wonder why the results don't change.
A product isn't being adopted by customers. So what do they do? They push the distributor harder. They blame the middle man. They get frustrated with the people trying to move the product.
They don't ask: "Why isn't the customer using this? What would make them more likely to use it? What are we missing?"
This is where ego enters the conversation. Because asking those questions means admitting: Our product might have blind spots. Our approach might be wrong. The customer might know something we don't.
Most producers can't say that.
Here's what Randy Polito has learned: No single individual has the complete perspective on both a problem and all potential solutions. Not the producer. Not the distributor. Not the customer. Everybody sees something the others don't.
The producer sees the vision. The distributor sees what's actually moving in the market. The customer sees what actually solves their problem.
If you're only listening to one perspective, you're missing critical information. You're solving the wrong equation with incomplete data.
And if the results are bad, the answer isn't to blame the people who couldn't move it. The answer is to change the input.
Talk to the customer. Find out what they actually need. Adjust the product or the message so it lands better. Then try again.
That's not weakness. That's learning.
Here's what Randy Polito believes: Organizations that blame the middle man instead of engaging the customer are choosing comfort over results. They're choosing to be right over getting it right.
The equation doesn't care about your ego. If the output is wrong, the input has to change.
That's not negotiable. That's just math.
— Randy Polito