Develop attack strategy

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.

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.