To succeed in the Era of Trust Networks, how do you need to think differently about guerilla business development?

BUYING LOGIC FOR Stealth Lead Generation

• Buyers of new technology seek assurance of payback, using trusted insights of an internal decision-influence team and a primary project stakeholder committed to successful deployment of the new technology.
• The typical buying process begins when forward-thinking scouts or prospective solution evangelists identify a key industry development or trend, organizing a collection of high-quality publications and other executive insight materials.
• When offered a convenient way to receive free, high-quality executive insight materials, such as analyst reports and white papers, most forward-thinking scouts and prospective solution evangelists will opt in to a subscription with a trusted information intermediary—publishers, trade associations, research firms.
• The act of opting in demonstrates the first act of ownership and commitment to a buying process; analysis of opt-in responders across a wide range of technology sectors indicates that 68 percent of responder firms make a purchase within 18 months of the first opt-in.
• A trusted information intermediary known for delivering high-quality executive insight materials, such as analyst reports and substantive white papers, can identify tens to hundreds of active buyers in a market without disclosing your company or offering, using a combination of executive invitations, topical Websites, and search engine optimization techniques to create a responder database of prequalified sales leads.
• GISTICS promises to identify the active buyers in the market for your new technology or disruptive innovations without disclosing your company name or offering, promoting free executive white papers and thought-leadership Webcasts that induce forward-thinking scouts and prospective solution evangelists to opt in and self-qualify their firms as potential customers.

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