Mar 2005
Getty Images; the image demi-cartel
Nothing has changed. Technology buyers exhibit the
same behavior as they did twenty years ago. In spite
of our unyielding drive to revolutionize, most
customers respond to change in an evolutionary
manner. The disconnect between revolutionary culture
of the IT provider (technology push) and evolutionary
nature of the customer (market pull) may be the most
important reasons why the majority of technology
startups never sell their products to a large and
sustainable market.