Pragmatists
topic on 1 show · 5 statements across 1 episodes
5 statements about Pragmatists, every show
Moore: Pragmatist enterprise buyers in the chasm never say yes or no
“The pragmatists will take the meeting. One of the problems with the chasm is they don't say no. They just never say yes. And they actually encourage, you know, you should come back and deal with this to our, this is really interesting, right?”
Moore: Pragmatist enterprise buyers only adopt new tech when under duress
“So if you're a pragmatist, the first thing is, if it ain't broke, don't fix it, which makes you totally different than a visionary. A visionary is like, yeah, no, come on, break it. Come on, let's move on. It ain't broke, don't fix it. If it is broke, who has …”
Moore: The chasm exists because pragmatists reject visionaries as references
“The pragmatists need references, and they will not accept the visionary as a reference, and they don't have any peers that have tried it yet.”
Moore: Visionary enterprise buyers talk publicly, whereas pragmatists require legal permission
“The good news about visionaries is they tend to have fairly big egos and they tend to like to talk. So, so, so that it's a pretty, unlike pragmatists who will not want to talk. Pragmatists, they'll have to go to legal and get permission and blah, blah, blah.”
Moore: Crossing Chasm Requires Shifting From Shared Belief to Direct Utility
“And one of the ways we try to capture that, you know, thought bubble is before the chasm, the customers you work with are people who say, we believe what you believe. So in other words, they're on the same side. After the chasm, they say, I'm not sure about th…”