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How To Market New Technology
- 1. How to Market New Technology Conor O’Mahony [email_address]
- 2. Are you attempting to sell new technology?
- 3. Is the new technology cool? Will it change the market?
- 4. The technical community will buy it. Right?
- 5. Wrong!
- 6. The technical community are actually slow to adopt new technology.
- 7. IT departments are risk averse. Minimizing disruption is important.
- 8. The learning curve for the new technology also discourages adoption.
- 9. They will experiment to prepare for future transition.
- 10. They will not champion your technology and drive its adoption.
- 11. Instead target people buying business solutions that use the technology.
- 12. These should not be confused with the end users of those solutions.
- 13. Who are unhappy to learn new solutions.
- 14. You must target people with profit-and-loss responsibility...
- 15. … who will leverage solutions for competitive advantage.
- 16. If you demonstrate value to them, they will buy your solutions.
- 17. However, these buyers demand a complete solution.
- 18. You need to make it as easy as possible for them to implement your solution.
- 19. If you can successfully sell multiple vertical solutions…
- 20. ...the general market will notice the success and you can establish market leadership…
- 21. … by selling the technology.