Archive for October, 2013

Example of “Defining the Problem” for Buyers

October 28th, 2013

Our Target Companies have BtoB Complex, Innovative Technologies with the 4C’s of Adoption Complexity = Problems, Markets, Buyer Organizations, and Solutions

What Problem Do We Solve for Them?
Fix “problem adoption” which is underpinning their market adoption. Problem is not pain. Problem is the underlying cause, pain is the resulting symptoms. Buyers buy to fix a problem, not buy a really cool technology. Well, in more sophisticated buying organizations with adult supervision over their investment in technology or solutions. Very few organizations have a blank check on their spending, but most have to justify to management why they need the latest and greatest in terms of business impact, risk, prioritization, return, adoption, etc.

How Do We Fix the Problem?
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