To succeed in the Era of Trust Networks, how do you need to think differently about user acceptance of your new technology or disruptive innovation?

BUYING LOGIC FOR Preemptive Positioning Strategies

• Most commercial off-the-shelf technology solutions (COTS) for enterprises incorporate 1,500 discrete user functions.
• Research of successful deployments of COTS for enterprises reveals that workers barely use 150 discrete user functions—one percent of total functionality.
• Time to user adoption of these 150 discrete user functions defines the true measure of value for most enterprise applications.
• Vendors of COTS achieve a competitive advantage when potential customers most likely to buy understand and believe the following:
• Crisp business requirements that enable potential customers to see the direct, self-evident correlation of discrete user functions to improved business process productivity

• Relevant use-case scenarios that depict the activities and tasks of successful key users in improved business operations
• Service-fulfillment methodology that ensures satisfaction and payback for organizations buying COTS
• Network of certified consultants that help socialize the change agenda, complete the COTS offering with additional tools and services, and resolve misunderstandings and conflicts before they mushroom into irreconcilable breaches of trust and cooperation
• A completed service-fulfillment methodology that buyers understand and believe defines a competitive advantage called preemptive positioning.
• GISTICS promises to speed the development of your preemptive positioning strategy, calling attention to how to complete your service-fulfillment methodology.

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