{"id":47184,"date":"2026-07-27T15:49:06","date_gmt":"2026-07-27T15:49:06","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47184"},"modified":"2026-07-27T15:49:06","modified_gmt":"2026-07-27T15:49:06","slug":"discovery-and-demos-across-the-technology-adoption-curve-part-6-in-which-category-is-your-prospect","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-and-demos-across-the-technology-adoption-curve-part-6-in-which-category-is-your-prospect\/","title":{"rendered":"Discovery and Demos Across the Technology Adoption Curve \u2013 Part 6: In Which Category Is Your Prospect?"},"content":{"rendered":"

\u00bfC\u00f3mo puede saber si su cliente potencial es un innovador, un adoptador temprano, una mayor\u00eda temprana o tard\u00eda, o un rezagado? Sorprendentemente, a veces basta con preguntar. Con frecuencia, los clientes potenciales se identifican a s\u00ed mismos con una u otra categor\u00eda.<\/p>\n

I was listening to a discovery call between a vendor and a prospect in pharmaceutical manufacturing and heard the prospect ask, \u201cWhere will our data sit with your solution: On your servers or ours?\u201d<\/p>\n

Cuando se les inform\u00f3 de que la oferta era una soluci\u00f3n basada en la nube y que sus datos ser\u00eda <\/em>estar en la nube del proveedor, el cliente potencial se opuso diciendo: \"No podemos dejar que nuestros datos salgan de nuestro centro de datos...\".<\/p>\n

This is a strong indication of a Late Majority trait: An unwillingness to pursue true SaaS offerings and a strong preference (still!) for on-prem software.<\/p>\n

Puede hacer preguntas de descubrimiento basadas en la cultura para evaluar la categor\u00eda de su cliente potencial de forma similar. \u00bfC\u00f3mo es la pila tecnol\u00f3gica actual de su cliente potencial? \u00bfCu\u00e1les y cu\u00e1ndo han sido sus compras m\u00e1s recientes? \u00bfCu\u00e1l ha sido su historial de compras? \u00bfQu\u00e9 limitaciones impone su grupo de TI a las nuevas ofertas? (Encontrar\u00e1 m\u00e1s ejemplos en la secci\u00f3n \"Cultura\" de Descubrimiento<\/a>.)<\/p>\n

Tenga en cuenta que los individuos pueden mostrar atributos de categor\u00eda que difiera<\/em> de su organizaci\u00f3n. Curiosamente, muchas empresas conservadoras (la mayor\u00eda) tienen equipos de exploraci\u00f3n o evaluaci\u00f3n tecnol\u00f3gica. Estos grupos se encargan de explorar y examinar nuevas tecnolog\u00edas y productos disruptivos en un entorno \"seguro\". Sus conclusiones pueden (o no) ser aplicadas por toda la organizaci\u00f3n, pero con cautela en cualquier caso. En consecuencia, puede que le parezca que est\u00e1 haciendo grandes progresos para afianzarse en una gran organizaci\u00f3n, pero se d\u00e9 cuenta de que la huella toma a\u00f1os<\/em> ampliar.<\/p>\n

 <\/p>\n

Resources:<\/p>\n

Hacer descubrimientos:<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

Parts 1, 2, 3, 4, and 5:<\/p>\n

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

How can you tell if your prospect is an Innovator, Early Adopter, Early or Late Majority, or Laggard? Amazingly, sometimes all you have to<\/p>","protected":false},"author":2,"featured_media":47185,"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":[20],"tags":[7],"class_list":["post-47184","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47184","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=47184"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47184\/revisions"}],"predecessor-version":[{"id":47186,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47184\/revisions\/47186"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47185"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47184"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47184"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47184"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}