I have written earlier about the “infrastructure” that needs to be in place before you can place a new technology solution in the customer environment. This infrastructure also akin to the ecosystem which exists in nature which helps everyone survive and grow better
If that be the case, then who would the customer contact for a new technology that she’s hearing about.
If you have niched your market well, then you would know most of the market participants.
If you have niche your market well then you might be able to anticipate the questions that will come in the mind of your prospect.
If you can anticipate these you may also then be able to anticipate who would be the existing vendor/partner that the customer may want to talk to. Can you think of building a partnership with this company to get a quicker entry into the ecosystem.
Till next time then.