To succeed in the Era of Trust Networks, how do you need to think differently about customer requirements?

BUYING LOGIC FOR Collaborative Solutioneering

• Well-defined business requirements drive most buying decisions for enterprise technologies and services, clarifying the nature of the problem to solve and the value added in solving that problem.
• Development of business requirements entails the creativity and problem-solving expertise of proven change agents—those whom we call solution evangelists or solutioneers.
• Solution evangelists build consensus within groups of executives who comprise the decision-influence team, getting individual decision influencers to support or authorize a significant expenditure of money and resources.
• The criteria for satisfaction within decision-influence teams emerge in an often circular and known-only-to-insiders fashion, where the team links new insights and uncovered facts to the buying organization’s current state and desired future state.
• Well before decision-influence teams expose their inner workings to external vendors, key decision influencers must commit to a change agenda: a cogent declaration of the current state, agreement about a desired future state, acceptance that the organization lacks internal resources to realize the future state, crisp definition of buying criteria and conditions of satisfaction, and a commitment to execute a disruptive change.
• GISTICS promises to speed the clarification of buying criteria within five to nine active buyer decision-influence teams, facilitating a structured multiday workshop comprised of proven change agents and prospective buyers of your new technology or disruptive innovation.

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