The technology adoption lifecycle (TALC) describes buying behaviour for technology products in various market segments. The buying process is similar for the different segments along the TALC.
Visionaries and technology enthusiasts in the Early Market (see the TALC) follow the same stages of the buying process as pragmatists in the Chasm and Bowling Alley, although they have different motivators. Startups must understand this process and develop a sales and marketing process that fits with the buying process.
The high-tech buying process is distinguished by the speed of change of technologies in the marketplace and the information asymmetry between buyer and seller. Buyers cannot possibly understand all the complexity of a high-tech product.
This lack of knowledge makes them anxious about buying a product that is about to become obsolete or irrelevant to their business. The buyer’s information search is an attempt at managing the risks associated with the purchase. As a result, the seller needs to think about how best to deal with the buyer’s information needs. At this stage, the seller is more of an educator than a traditional salesperson trying to persuade a buyer.
To develop effective marketing strategies, companies must understand how and why customers make purchasing decisions for high-technology products. There are three key issues in assessing their motivations:
The buying process is related to buyer motivation. Once the buyer recognizes a need, the buying process begins. The buying process typically has five distinct stages:
The buyer’s evaluation after the purchase is critical to the development of potential brand loyalty. Most technology products present a number of challenges (that is, technical, organizational) for the buyer.
Any of these challenges provide an opportunity for a startup to evaluate its whole product offering with respect to any missing pieces. Ask yourself:
Mohr, J., Sengupta, S., and Slater, S. (2005). Marketing of High-Technology Products and Innovations. Upper Saddle River, New Jersey: Pearson Education.