Funding the change, not just the tool
Split the scaling budget roughly 40% integration and data, 30% licenses and tooling, 20% training and change management, 10% ongoing operations. The 20% for training and change is the most commonly cut, and the most costly to skip.
The 40/30/20/10 split
Integration and data usually dominate cost, licenses come next, and training and change management deserve a fifth of the budget. Cutting the training line is the fastest way to turn a working pilot into a stalled rollout.
The instinct is to spend the whole budget on licenses and integration and assume people will “just use it.” They will not. The 10-20-70 rule holds that about 70% of value comes from change, so a budget that allocates almost nothing to training and workflow redesign is optimizing for the 30% and starving the 70%. The 20% training line is what converts a technically successful pilot into an adopted one.
Frequently asked questions.
Is the split different for a small pilot?
During the pilot itself, integration is lighter and training is proportionally heavier because you are teaching a small group intensively. The 40/30/20/10 shape applies to the scale-up budget; the pilot budget usually tilts more toward training and change per user.