To succeed in the Era of Trust Networks, how do you need to think differently about change agendas for new buyers?

BUYING LOGIC FOR Solution Lifecycles

• Most organizations maintain a status quo for their operations, emphasizing incremental improvements to processes that already deliver satisfactory results.
• The commitment to deploy a new technology or method creates a change agenda, describing what will happen, who will make it happen, and how affected stakeholders must support the transition.
• Effective change agendas help realign organizational resources, explaining how a new technology or method enhances shareholder wealth (within the private sector) or mission fulfillment (within the nonprofit or public sectors).
• Fear, uncertainty, and doubt (FUD) about the change agenda—how to deploy a proposed technology or method and align resources to enhance shareholder wealth or mission fulfillment—demotivate affected stakeholders who must support the transition; FUD thwarts meaningful progress toward success.
• A large wall-mounted poster that depicts the major phases of a solution lifecycle—the purchase, deployment, and optimization of a new technology or method—provides persistent, pervasive, and effective demonstrations of the change agenda, reducing the fear, uncertainty, and doubt about how to realign organizational resources and speed the recovery from disrupted workflows and social patterns of the deploying organization.
• GISTICS promises to reduce the fear, uncertainty, and doubt among your customers and potential customers, using a wall-mounted poster to explain the major phases of a solution lifecycle and how they can realign their organizational resources, speed their recovery from disrupted workflows, and maximize their return on investment of your new technology or disruptive innovation.

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