To succeed in the Era of Trust Networks, how do you need to think differently about the decision-making criteria of prospective customers?

BUYING LOGIC FOR Concept-Market Websites

• Decision-influence teams must agree about many things before buying a new technology or disruptive innovation.
• What problem to solve constitutes a tiny portion of their decision-making process.
• How to define the problem and the tradeoffs with various solutions constitutes the largest and most daunting aspect for most decision-making teams.
• External vendors have no way of knowing the decision-making criteria of any particular customer account.
• Addressing decision-making criteria will require that a self-declared solution evangelist within a buying organization take ownership of the answer-creation process, combining external decision-support resources and internal cultural norms unique to the organization’s buying process.
• GISTICS promises to speed the buying process within hundreds and thousands of prospective customer accounts, publishing specialized Websites that aid in understanding each phase of the solution lifecycle for your new technology or disruptive innovation.

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