To drive adoption for an internal tool, identify the teams most frustrated with the existing solution by scraping support channels. Then, schedule small, bespoke tech talks directly for those teams. This targeted approach generates highly engaged and grateful early adopters.

To drive internal change like adopting coding agents, Snowflake's CEO combines top-down goals with bottoms-up enthusiasm. He finds and elevates passionate early adopters—like a founder who fell in love with coding agents—whose influence proves more effective at driving change than executive mandates alone.

For internal tools, don't rely solely on product-led growth. A hybrid approach combines a frictionless product experience with a proactive "sales" strategy of advocating for the tool's potential, constantly proving its value to leadership, and removing friction for users.

To get sales teams to adopt new channels like cloud marketplaces, leaders must prioritize internal storytelling. Showcasing specific examples of peers who successfully used the channel to close a deal is more effective at building confidence and driving adoption than just providing data or training.

To encourage widespread use of new AI tools, Qualcomm identifies key people to become 'super users'. As these evangelists demonstrate the tool's value and efficiency, they create a Fear Of Missing Out (FOMO) effect, generating organic demand and pulling the rest of the organization toward adoption rather than pushing it on them.

Top-down mandates for change, like adopting new tools, often fail. A more effective strategy is to identify and convert influential, respected figures within the organization—like a founder—into passionate advocates. Their authentic belief and evangelism will drive adoption far more effectively than any executive decree.

Instead of immediately seeking outside consultants, leaders should identify and empower employees who are already using AI effectively. This validates their initiative, leverages existing knowledge, and provides them with a clear path for professional development and company-wide impact.

AI adoption in healthcare has accelerated by sidestepping slow enterprise sales cycles. Companies like Open Evidence offer free, consumer-like apps directly to doctors (prosumers). This bottom-up approach creates widespread use, forcing organizations to adopt the technology once a critical mass of their staff is already using it.

Forcing innovations to "scale" via top-down mandates often fails by robbing local teams of ownership. A better approach is to let good ideas "spread." If a solution is truly valuable, other teams will naturally adopt it. This pull-based model ensures change sticks and evolves.