Chapter 15. The Final Challenge - Sales/Support Channel Considerations
15.1. What Drives UMC Sales?
You cannot build a successful business on the product “wow” factor[1] alone; someone has to recognize a need or problem that is addressed by this product and will want to purchase the solution. As with most disruptive technologies when they're introduced, there's a sequential adoption dynamic that goes from concept to pioneering to evangelism to homesteading to maturing of the market. In the case of UMC, many potential customers don't even know they have a problem that needs to be solved. Accepting the technological status quo lulls buyers into a state of acceptance of “what is” without seeking alternative solutions to their personal and business ...
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