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Introducing new technology into a complex organization is challenging. A convincing case must be made and healthy skepticism and other natural impedances overcome. Geoffrey Moore’s chasm must be crossed … and not just by a technology’s provider but by the organization adopting it. This talk describes how MarkLogic was introduced at Northern Trust and how it has gained traction there, the appearance of NoSQL on the firm’s technology radar, market surveillance and early exploratory discussions, the comparative assessment of product choices, the strategic arguments that led to investment, guidelines for use, and current and planned use cases.

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