2.2 Selling to Visionaries
Pilot projects which makes sense because they are “going where no man has gone before” and you are going with them.
Phases, with milestones, and the like stay very close to the development. At odds with the entrepreneurial vendors who are trying to create a more universally applicable.
- The winning strategy is built around the entrepreneur being able to “productise” the deliverables from each phase of the visionary project
- The other key quality of visionaries is that they are in a hurry - Deadline Pressures
- Emphasis on management of top-level direct sales force.
- typically you don’t find them, they find technology enthusiasts.