The fundamental business problem that we see for complex BtoB technology companies is that they lack an understanding of the nuances and differences of how diverse and complex buyers in their markets adopt new technologies to solve problems sufficiently to enable our company to become a trusted problem diagnosis advisor and recognized solution partner in the market sufficient to differentiate us prior to a relationship and significantly transform adoption rates for your technology solution.
Peer Influenced versus Vendor Driven Shift – We see that the shift in BtoB corporate buyer behavior is significantly impacting the way buyers clarify the causation of their acute business pains, determine prioritization and make strategic business decisions, research problem solving options, define requirements, engage with vendors, and define expectations for customer experience. In short, social media has gone from a tangential impact on the buying process to becoming the underpinning of peer influence as the central foundation for decision making. This means that buyer adoption process is more influential than the traditional vendor driven solution evangelism and is radically shifting the definitions of markets. Introducing new definitions of market engagement: Continue reading “Buyer Market Adoption Problem Resolution” »