• Twitter
  • LinkedIn
(503) 212-0687 | hello@cascadeinsights.com
Cascade Insights
  • Market Research Services
    • B2B Customer Experience Research
      • Buyer Personas
      • Buyer’s Journey Research
      • Key Buying Criteria Research
      • Jobs-To-Be-Done Research
      • User Personas
      • Customer Satisfaction Research
    • B2B Product/Service Research
      • Market Opportunity Research
      • Concept Testing
      • Go-To-Market Research
    • B2B Marketing Enablement Research
      • Data-Driven Marketing Research
      • Message Testing
      • Brand Research
      • Thought Leadership Services
      • Partner Enablement
    • B2B Sales Enablement Research
      • Competitive Landscape Analysis
      • Win-Loss Research
      • Churn Analysis
      • Channel Research
  • Marketing Services
    • Marketing Strategy
    • Messaging
    • Content Marketing
    • Sales Enablement
  • Insights and Perspectives
    • B2B Market Research Blog
    • B2B Marketing Blog
    • B2B Resources
  • About Us
    • Our Story
    • Our Clients
    • Client Testimonials
    • Careers
    • Ethics Policy
    • Privacy Policy
  • Contact Us
  • Search
  • Menu Menu

Competitive Intelligence from the Technology Adoption Lifecycle Stage 4

March 5, 2013/in Blog Posts /by cascade
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Three Insights about the Late Majority: Reluctant to Be Led

A large portion of the entire market—perhaps 35%—makes up the Late Majority group of customers (also known as Conservatives), which tend to see technology as a burden to be kept up with, rather than as an empowering engine of change. For this group, the driving force behind adopting a new technology is avoiding being left behind. Therefore, they tend to be sensitive to both cost and complexity, preferring pre-assembled packages as opposed to point solutions:

  1. The Opportunity. Bundling low-cost components into comprehensive offerings can lead to relatively high sales volumes, extending the total market potential for existing solutions.
  2. The Challenge. Because the per-sale profit margin may be lower at this stage, sales overhead must be controlled, while still limiting the perceived complexity of the solution.
  3. The Influence. The Late Majority is the last large chunk of the market. As a result, they are not looked to as influencers except possibly to other Late Majority buyers.

This entry is fourth in a series of five that describe the changing customer and market dynamics as a product matures. The previous three are concerned with the earliest stages of customer adoption, through the beginnings of mainstream acceptance: “Innovators: The Bleeding Edge,” followed by “Early Adopters: The Search for Business Value,” and “The Early Majority: Is It Safe Yet?.” The series concludes with Stage 5, describing the market consisting of last adopters: “Laggards: The Last to the Party.”

By Sean Campbell
By Scott Swigart

Get in touch

"*" indicates required fields

Name
Cascade Insights will never share your information with third parties. View our privacy policy.
This field is for validation purposes and should be left unchanged.
  • Bio
  • Latest Posts
cascade

cascade

cascade

Latest posts by cascade (see all)

  • Read Like An Analyst: Data Dilemmas, Startups & Standouts - October 20, 2015
  • 7 Trade Show Competitive Intelligence Tips: B2B Market Research podcast - May 11, 2015
  • We will be Hacked: Adjusting to the New Normal for Enterprise Security… - January 16, 2015
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

GET IN TOUCH

hello@cascadeinsights.com

(503) 898-0004

WHAT WE DO

Market Research Services
Marketing Services
Subscribeto RSS Feed

Blog Categories

  • B2B Buyer Persona Research
  • B2B Channel Market Research
  • B2B Churn Analysis
  • B2B Competitive Landscape Analysis
  • B2B Customer Experience Research
  • B2B Customer Journey Mapping
  • B2B Go-To-Market Research
  • B2B Market Opportunity Research
  • B2B Market Research Blog
  • B2B Market Segmentation Research
  • B2B Marketing Blog
    • Uncategorized
  • B2B Messaging
  • B2B New Product Launch Research
  • B2B Thought Leadership
  • B2B Usability Testing
  • Brand Research
  • Concept Testing
  • Content Marketing
  • Customer Satisfaction Research
  • Data-Driven Marketing Research
  • Jobs-To-Be-Done
  • Key Buying Criteria
  • Marketing Enablement
  • Marketing Strategy
  • Message Testing Research
  • Partner Enablement
  • Product/Service Research
  • Sales Enablement Marketing
  • Sales Enablement Research
  • User Personas
  • Videos
  • Win/Loss Analysis

Written by

cascade

RECENT POSTS

  1. The Smartest SaaS Questions on Quora
  2. Are You Shouting Into The Void? Market Research Lessons For Marketing
  3. A B2B Primer: VR
  4. People-Pleasing Is Not a Good Messaging Strategy

Connect With Us

503.212.0687

hello@cascadeinsights.com

  • LinkedIn
  • Twitter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

B2B Market Research

  • Customer Experience Research
  • — Buyer Persona Research
  • — Buyer's Journey Research
  • — Key Buying Criteria Research
  • — Jobs-To-Be-Done Research
  • — User Personas
  • — Customer Satisfaction Research

  • B2B Product/Service Research
  • — Market Opportunity Research
  • — Concept Testing
  • — Go-To-Market Research

  • Marketing Enablement Research
  • — B2B Data-Driven Marketing Research
  • — Message Testing
  • — Brand Research
  • — Thought Leadership
  • — Partner Enablement

  • Sales Enablement Research
  • — Competitive Landscape Analysis
  • — Win Loss Analysis
  • — Churn Analysis
  • — Channel Research

B2B Marketing

  • — B2B Marketing Strategy
  • — B2B Messaging Services
  • — B2B Content Marketing
  • — B2B Sales Enablement

About Us

  • — Our Story
  • — Our Clients
  • — Client Testimonials
  • — Careers
  • — Ethics Policy
  • — Privacy Policy

Blogs

  • — B2B Market Research Blog
  • — B2B Marketing Blog
  • — Cascade Insights Blog
Cascade Insights is proud to be a member of the Inc. 5000.
Oregon 100 Best
Big Data Prospecting: Staking a ClaimCompetitive Intelligence from the Technology Adoption Lifecycle Stage 5
Scroll to top