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 Insight Microsites

• Decision-influence teams must agree about many things before buying a new technology or disruptive innovation.
• How to identify root causes of a business problem and options for solving that problem precede all buying decisions.
• Most early attempts to define initial symptoms of a business problem entail a long list of fruitless Google search results. Nonetheless, buyers in early-stage markets expend hours searching for insights: clarity about a particular business problem, its root causes, and evidence that other parties have successfully solved the same or a similar business problem.
• Market makers of a new technology or disruptive innovation explain the 10 to 30 initial symptoms of a targeted business problem, link these symptoms to a single root cause, provide options for solving the business problem, and show evidence that other parties have successfully solved the same or a similar business problem.
• The publishing of 10 to 30 Insight Microsites, each with a unique IP address and optimized for search engines, that each defines one of the 20 to 40 initial symptoms of a targeted business problem creates an effective network for attracting buyers in early-stage markets.
• GISTICS promises to identify many of the buyers in early-stage markets, publishing 10 to 30 Insight Microsites that define one initial symptom of a business problem that your new technology or disruptive innovation can solve.

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