14-Certified consultants and solution partners

What makes networked consultants, niche-oriented solution partners, and social networks so vital in landing buyers in early stage-markets?

EARLY STAGE-MARKETS RELY ON CONSULTANTS

Markets bring buyers and sellers together, facilitating the fair exchange of goods and services for money or equivalents among buyers and sellers.

Early stage markets consist of potential buyers typified by ignorance or confusion about the value propositions of sellers and about what constitutes a fair price to pay for goods and services proffered by sellers.

Sellers who possess deep knowledge of a buyer’s organization and cultural norms AND deep knowledge of competitive offerings create most of the sales in early stage markets.

However, most vendors do not have deep knowledge of buyer’s organizations and, may or may not, have but cursory knowledge of competitive offerings.

GISTICS’ research of early stage markets reveals that the successful vendor in attracts, partners, and supports the sales resources with deep knowledge of the cultural norms of prospective buyers and competitive offerings from various sellers will capture most of the new busi­ness in the early stage market.

This often entails a consultant certification program that recruits and validates that sales resources possess deep knowledge of an industry and competitive offerings not only creates allegiance and reciprocity to the allied seller. The newly certified consultants will help the allied seller to capture most if not all new business in the early stage market.

Sellers that sponsor the certification of 50 or so consultants as possessing scarce and needed skills will capture most of the new business in the early stage market.

Need help with assembling a pool of consultants and certifying them to assist you in pre-sales and post-sales aspects of your solution? Call us!

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