Beyond the Pitch: How Leaders Are Separating Real Tech Value from Noise

by: Justin Dilley


At RETCON’s closing session, The Property Manager’s Tech Guide: Vetting, Testing, and Scaling Solutions, a panel of operators and technology leaders pulled back the curtain on how real estate teams are actually making tech decisions today—and what vendors often get wrong.


The discussion featured Emiel Bril (VendorPM), Bethany Chang (CIM Group), Darcy Kennelly-Rutzen (M&J Wilkow), Gina Abbott (Stockdale Capital Partners), and Sammy So (NetSpeed Solutions).


A core takeaway: strong tech strategies begin with clarity, not complexity. Operators consistently emphasized solving defined pain points first, then aligning internal stakeholders before evaluating solutions. Bethany Chang reinforced that alignment between operations and IT is non-negotiable, noting that without both teams committed, “it will certainly fail.”


Emil Brill brought a vendor-side perspective that resonated across the room—advocating for more direct, transparent conversations early in the process. He shared that asking “hard questions” upfront around decision-making structures, prior tech adoption, and success criteria can help eliminate friction later and leads to stronger partnerships.


That theme of transparency carried into how buyers evaluate vendors. Gina Abbott emphasized the importance of long-term partnership over short-term wins, explaining that teams are looking for vendors who will “be there for the long haul, not just… after the deal gets signed.”


Panelists also made it clear that aggressive sales tactics are more harmful than helpful. Darcy Kennelly-Rutzen pointed to time-sensitive discounts as a red flag, while Sammy So distilled buyer priorities simply: “Is it going to save me time or make me more money?”


Brill also highlighted the importance of pattern recognition in successful partnerships—encouraging both buyers and sellers to look at what has worked before and replicate those dynamics intentionally.


Looking forward, the conversation turned to AI—but with a measured lens. Rather than chasing buzzwords, panelists stressed the importance of integration and interoperability across systems. The real opportunity lies in automating repetitive workflows, freeing property managers to focus on higher-value, relationship-driven work.

The bottom line: winning organizations won’t adopt the most technology.


They’ll adopt the right technology, with clarity, honesty, and purpose.


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