Your resistance problem is actually an intelligence problem. Twenty years ago, as the top digital and innovation executive for Citi’s credit card business, I led the team that spent months building what looked like a brilliant partnership. We’d found a startup with a disruptive payments platform—one that became the forerunner of what has become a new payment type used by millions of consumers today. The deal: strategic investment in exchange for access to the startup’s codebase as a sandbox for innovation pilots. No more waiting in the legacy systems queue. Just rapid prototyping with leading-edge developers.