More Disruptive the Innovation, the More Complex the Adoption

Buyer Adoption Approach – Model. Deconstruct. Account for….

Buyer Adoption is a targeted approach that identifies buyer’s pains and underlying problem, targets, and engages with buyers focused on helping them to clarify their problem, validate the options from the available technologies, behavior changes, and solutions that they would need to adopt to solve that problem.

  • Leverages buyer market adoption modeling techniques to anticipate buyers needs in the market based upon the specific business problems and technical symptoms that is the starting point for their buying research process to solve those problems and symptoms.
  • Reach buyers much earlier in the their decision process in the market early enough to influence their adoption requirements without waiting for them to hit your website.
  • Enable the buyer to bridge from their agreement to their problem and associated requirements to the solution options available prior to trying to sell them or create brand awareness.
  • Reorient the emphasis of managing the funnel towards supporting the buyer relationship and enabling the buyer’s decision support process rather than the transactional sales
  • Provide adoption expertise to assist comapnies in building cross-functional systemic business roadmap to address end-to-end buyers’ needs from point of pain in market through resolution of problem.

First Step: Foundational Market and Buyer Analysis

This is our proprietary baseline analysis to understanding the market, differences in buyer problems, and the unique capabilities of the company in solving those problems for the buyers. The key to success is in understanding the market, differences in buyer problems, and the unique capabilities of the company in solving those problems for the buyers. The goal is to work together to analyze the company’s unique intellectual property and target market to identify the core problems that buyers enter the market to solve, the complexities of the decision making, and the process that buyers leverage to solve those problems.

Social Gastronomy will conduct market segmentation based upon problem application differences, market mapping, buying process modeling, and determine how to identify, target earlier in the buying process, and influence buyers as they enter the market in pain to solve their underlying business problems. Social Gastronomy will also execute an online search to identify buyers in the market who are actively engaged with solving targeted business problems and are expressly identifying pain that the company’s solution would address to validate the approach and to provide tangible opportunities for the company to pursue.

By focusing the “win” on problem and/or the unique approach with associated problem applications, the company can make the case for displacement of the current model of solving the problem while highlighting the differences, value of displacement, and facilitate the process of upgrading capabilities operationally.

Second Step: Validation of “Win” with Visible Buying Process

As validation for the recommendations, Social Gastronomy will identify buyers in the market who are actively engaged with solving targeted business problems and are expressly identifying pain that the company’s solution would address. The goal is to triage these market opportunities to the company’s sales organization, assist the sales organization with the identification of the stage of the buying process, and arm the sales organization to facilitate problem selling for the buyers to enable them to build consensus and make the requisite decisions to agree for the company to assist in solving their particular problem.

Third Step: Build the Right Tools to Accelerate Adoption