An interesting topic came yesterday almost unconsiously as we navigate between startups, enterpreneurship and the marketing of brands over the actual products. A desbelief that users have the capacity of tell the difference between products so they rely on trust as a major factor to make decision purchases. This is rather simple to understand, yet the concept becomes a bit hard when getting into more complex issues when it comes to a solution negotiations in the IT world or the FUD that providers put on the mind of decision makers.
Learning and studying the thought process of directors added to the context of market pressure and enviromental situations make providers push their product on every button EXCEPT the product. Since rather these factors have a major impact on the decision makers than the last mile of the solution. So now you see that most of the decision maker process is a bit irrational and responsive to a dim picture. Trully you have to recognized the skillful sales people to target these resources to put a killer sales strategy.
On the free software area, we do need more skillful salespeople to be able to recognize sales strategies and marketing plots to break through these scenarios. Beating the appreciation strategy could be a bit too tough for the sales guy. Rather he needs to improve these appreciation with it’s own. That’s where building brands is expected to be surged.