Discovery and Demos Across the Technology Adoption Curve – Part 1: A Story

We had recently released our new flagship software which embodied the latest cutting-edge technologies. We had great success selling it to some of our existing customers and a few prospects, and then there was the terrible sound of nothing: no subsequent sales.

The balance of our prospects and existing customers didn’t resonate with our technology presentation. They didn’t understand our demo. Discovery, which had been previously seemed very effective, didn’t yield the expected results. We heard nothing but the sound of crickets in an empty room. Over 80% of our market was unresponsive.

¿Qué estaba pasando?

My boss at that time was good friends with Geoffrey Moore, who was in the process of launching his “Crossing the Chasm” workshops, and Dr. Moore was invited to use us as a test case for his training.

Fue todo un éxito. En medio de la sesión, exclamé: "¡Santo cielo! estamos en el Abismo...!"

Lo que aprendimos y aplicamos nos sacó del abismo, dando lugar a un renacimiento de las ventas de nuestro buque insignia, dominando los verticales a los que nos dirigíamos y catapultándonos hacia el codiciado hito de $100 millones de ingresos anuales.

Axiomas

Una demostración "estándar no satisfy all Curve categories.

Del mismo modo, el descubrimiento "estándar" no no apply across all Curve categories.

Muy sencillo, para el descubrimiento y las demostraciones, una talla sirve no ¡caben todos!

 

Next? Insights into the Technology Adoption Curve!