I work at an insurance company; we sell our products mainly through the independent broker channel. Back in 1999, we were the first to introduce web based systems for quotations and new applications. Brokers were used to working with (stand alone) Windows laptops, which gave them a lot of flexibility. 'Web based' had lots of benefits but mobile internet wasn't as fast and reliable as it is today.
Although everybody did agree that web based systems were the future, it took us far more time than anticipated to get an installed base. In order to work with these new systems, these brokers had to modify their sales processes. For instance, due to slow mobile internet, they had to meet clients at their offices rather than their homes, like they were used to.
Some brokers were early adopters - often small ones - while others waited for more proven technology. When some of your best and biggest brokers are laggards, you can see how challenging the adoption process is.