{"id":47174,"date":"2026-07-21T16:07:53","date_gmt":"2026-07-21T16:07:53","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47174"},"modified":"2026-07-21T16:07:53","modified_gmt":"2026-07-21T16:07:53","slug":"discovery-and-demos-across-the-technology-adoption-curve-part-3-into-the-chasm","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-and-demos-across-the-technology-adoption-curve-part-3-into-the-chasm\/","title":{"rendered":"Discovery and Demos Across the Technology Adoption Curve \u2013 Part 3: Into the Chasm!"},"content":{"rendered":"

As you rollout your ground-breaking new product, technology, or disruptive offering, Innovators and Early Adopters will make peque\u00f1o<\/em> compras. Disfrutar\u00e1 de un \u00e9xito r\u00e1pido con unas ventas f\u00e1ciles.<\/p>\n

When you run out of Innovators and Early Adopters, things change \u2013 for the worse! Prospects appear dubious, cautious, and erect substantial obstacles to sales. They want increasingly complex and expensive forms of proof.<\/p>\n

The \u201cLet us show you how the technology works\u201d demo no longer resonates. That\u2019s your first key indication that you\u2019re in the Chasm! Both Early and Late Majority prospects are skeptical and require deeper, longer, and sometimes painfully detailed demos. Next, they\u2019ll demand POCs, POVs, and deeper forms of evaluation and proof.<\/p>\n

Los clientes potenciales de la Mayor\u00eda Temprana tambi\u00e9n buscan la validaci\u00f3n de su producto en uso por los clientes similar <\/em>to themselves. They need to hable<\/em> with happy reference customers.<\/p>\n

You need to have good, effective references that alinear<\/em> con sus clientes potenciales de la Mayor\u00eda Temprana. Este es uno de los mayores retos a la hora de cruzar el abismo: Los prospectos de la Mayor\u00eda Temprana quieren hablar con sus pares que son asimismo<\/em> in the Early Majority! This is clearly an oxymoronic problem, and many organizations solve it by positioning their initial Early Adoptante<\/em> clientes como miembros de la Mayor\u00eda Temprana. (Vendedor Obi-Wan: \"Estas no son las referencias que busca...\", dicho con el correspondiente movimiento de mano acompa\u00f1ante).<\/p>\n

A continuaci\u00f3n, cuando las compras de los Compradores Tempranos y de los Innovadores las realizaban individuos o grupos muy peque\u00f1os, se observa que los comit\u00e9s de compra m\u00e1s grandes se est\u00e1n convirtiendo en la norma. Es otro indicio de que estamos en el abismo.<\/p>\n

Resulta muy intrigante que los Innovadores y los Adoptadores Tempranos sean captados por los visi\u00f3n<\/em> de lo que es posible. Los innovadores, en particular, pueden tomar un conjunto de caracter\u00edsticas y sintetizar por su cuenta<\/em> the problems these features can address and the solutions that are possible. This is a key attribute that differentiates this category from Majority prospects, in particular. This is why Vision Generation demos are the delightfully effective starting point for your selling journey and their buying journey.<\/p>\n

I love to ask people if they know anyone who purchased an iPad when it was first released. Invariably, a colleague is mentioned. I ask, \u201cDid your colleague have a plan as to how they expected to utilice<\/em> su nuevo iPad?\" La respuesta constante fue: \"No, \u00a1simplemente les pareci\u00f3 incre\u00edblemente guay!\".<\/p>\n

Si te pusieras en contacto con estos Innovadores unas semanas m\u00e1s tarde, te contar\u00edan c\u00f3mo sus nuevos iPads estaban resolviendo un mont\u00f3n de problemas, muchos de los cuales eran desconocidos o no se hab\u00edan abordado anteriormente. Los Innovadores sintetizan las soluciones por s\u00ed mismos; los clientes potenciales de la Mayor\u00eda Temprana necesitan que les des una idea tanto de los problemas como de las soluciones. Su falta comparativa de visi\u00f3n es otro indicador de que residen en el abismo.<\/p>\n

 <\/p>\n

(You can find details on Vision Generation Demos in Chapter 11 of the \u00a1Tercera edici\u00f3n de Great Demo!<\/a>)<\/p>\n

https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

And you can find Part 1 and 2 here!<\/p>\n

https:\/\/greatdemo.com\/blog\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

As you rollout your ground-breaking new product, technology, or disruptive offering, Innovators and Early Adopters will make small purchases. You\u2019ll enjoy rapid success with<\/p>","protected":false},"author":2,"featured_media":47175,"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-47174","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\/47174","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=47174"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47174\/revisions"}],"predecessor-version":[{"id":47176,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47174\/revisions\/47176"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47175"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47174"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47174"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47174"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}