Know-How Exchange : Strategy

Strong existing base of long-established resellers in this space - I presume these are your customers? If so, you have something to work with. If not, who are your target audience?

New, "unproven" technology - what are the advantages of using such a technology? Just because it is better, does not mean it will be accepted. What direct advantages has it over what isn't there? Is the problem even *seen* as a problem at all?

Apols that I won't be able to answer this later as I am in Leipzig.

Let's start with the benefit to the ultimate customer: What is it? WHY would they want this product? Does it save lives? Cost less? Other? "Green" is probably not a benefit, but rather an attractive feature.

You will also want to understand how this kind of purchase decision is made by that end-customer. What factors do they consider? What's important to them? How do they evaluate alternatives? Are they open to testing? If so, what kind of test result would convince them to buy?

From an outside perspective, this doesn't sound like a difficult marketing challenge. Findings from a dozen well-thought-out interviews with the right people should lead to a winning strategy.

What the Blick! is that Blick or you'll miss it! Blickly Bliinky is that? opr just Blicky