In our experience to date with developing an early market, competition has not come from competitive products so much as from alternative modes of operation. Resistance has been a function of inertia growing out of commitment to the status quo, fear of risk, or lack of a compelling reason to buy. Our goal in the early market has been to enlist visi

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Now let’s tie all this back into creating the competition. If we are going to succeed in winning over the lower right quadrant, the skeptical pragmatists, then any dialogue about an emerging competitive set has to be based in market-oriented concerns. That’s what the pragmatists care about. In other words, we must shift our marketing focus from cel

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