Page 51 - CSAM2 - Successful Sales Engagement for Cloud Services
P. 51
Disrupting the Game
Prospector
• Thrive in changing business environments
• Often promote creativity over efficiency
• Prioritize new product and service development and innovation
• Generally decentralized, have few levels of management and
encouraging collaboration among different departments and units
Defender
• Functions best in stable environments
• Tries to insulate themselves from change wherever possible.
• Use established and standardized processes to maintain low costs
• Usually the first to adopt new production-related technology
Analyzer
• Combination of the above two
• They take less risk and make less mistakes than a prospector, but are less committed to
stability than defenders
• Likely to be the first organizations to adopt new managerial procedures and systems
Reactor
• Tend to not have a systematic strategy, design, or structure often reacting to events as they
occur
• They are not prepared for changes they face in their business environments.
