One of the most overlooked effects of the Tech Adoption curve is how much companies later in the curve *discount* references from companies earlier in the curve.
Companies in different parts of the curve simply have different benefit preferences, I.e. the benefits and value propositions that are prioritized when making a purchase decision.
One antidote to this Customer Reference problem is for startups to find new design partners in the next later segment of the Tech Adoption Curve to refine the positioning and value props for that segment.
Make these design partners successful and realizing value, and generate new customer references that will entice other prospects in the segment.
Love it! One of my favorite fundamentals, Zack.
One of the most overlooked effects of the Tech Adoption curve is how much companies later in the curve *discount* references from companies earlier in the curve.
Companies in different parts of the curve simply have different benefit preferences, I.e. the benefits and value propositions that are prioritized when making a purchase decision.
One antidote to this Customer Reference problem is for startups to find new design partners in the next later segment of the Tech Adoption Curve to refine the positioning and value props for that segment.
Make these design partners successful and realizing value, and generate new customer references that will entice other prospects in the segment.
Great ideas, Pete! Thank you!