Title: Finding Your Headpin Customer For New Technology

With: Gary Tauss, CEO, Mobidia

Subject: The euphoria around new technology potential can lead the business team to lose focus on early adopters who provide reference for the value proposition within a target market. Chris Halliwell, TMC Director, interviews the CEO of a new technology start-up who used scenario planning to get his team to select a target market and agree on a lead user. The business team created a customer map and a market penetration strategy, using value proposition reference to cross the chasm.