A ''//Develop attack//'' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no opening for buying a new solution yet. You cannot compete with the existing vendors for the moment.

<<image /static/files/MBI/Module%2020/developattack.png width:500>>

The approach consist of:
* INVEST
** Listen en wait until you asked to participate
** Establish a presence
** Invest in your product to meet potential future access to the account
** Establish credibility within the account so that they will include you
* DELAY
** Attractive future alternative
** Inside alignment
** FUD
** Estyablish the value of conducting an in depth analysis to oversee the whole decision.
bag
sales_public
created
Fri, 09 Dec 2011 12:36:14 GMT
creator
dirkjan
modified
Fri, 09 Dec 2011 12:36:14 GMT
modifier
dirkjan
creator
dirkjan