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.<\/p>\n
The balance of our prospects and existing customers didn\u2019t resonate with our technology presentation. They didn\u2019t understand our demo. Discovery, which had been previously seemed very effective, didn\u2019t yield the expected results. We heard nothing but the sound of crickets in an empty room. Over 80% of our market was unresponsive.<\/p>\n
\u00bfQu\u00e9 estaba pasando?<\/p>\n
My boss at that time was good friends with Geoffrey Moore, who was in the process of launching his \u201cCrossing the Chasm\u201d workshops, and Dr. Moore was invited to use us as a test case for his training.<\/p>\n
Fue todo un \u00e9xito. En medio de la sesi\u00f3n, exclam\u00e9: \"\u00a1Santo cielo! estamos<\/em> en el Abismo...!\"<\/p>\n Lo que aprendimos y aplicamos nos sac\u00f3 del abismo, dando lugar a un renacimiento de las ventas de nuestro buque insignia, dominando los verticales a los que nos dirig\u00edamos y catapult\u00e1ndonos hacia el codiciado hito de $100 millones de ingresos anuales.<\/p>\n Axiomas<\/strong><\/p>\n Una demostraci\u00f3n \"est\u00e1ndar no<\/em> satisfy all Curve categories.<\/p>\n Del mismo modo, el descubrimiento \"est\u00e1ndar\" no no<\/em> apply across all Curve categories.<\/p>\n Muy sencillo, para el descubrimiento y las demostraciones, una talla sirve no<\/em> \u00a1caben todos!<\/p>\n <\/p>\n Next? Insights into the Technology Adoption Curve!<\/p>","protected":false},"excerpt":{"rendered":" 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<\/p>","protected":false},"author":2,"featured_media":47164,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-47163","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47163","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47163"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47163\/revisions"}],"predecessor-version":[{"id":47165,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47163\/revisions\/47165"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47164"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47163"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47163"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47163"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}