Spotlight: The Secrets of Early-Adopter Customers



  • Come hear leading early-adopter customers talk about what it takes to sell to them, work with them, and scale beyond them, in this environment.



    James E. Cates (bio), VP, Information Technology and CIO, Brocade Communication Systems
    John Amos (bio), VP of Technology Strategy, McKesson
    John Lafferty (bio), Emerging Digital Technology Group, Eastman Chemical


    Dave Margulius (bio), Technology Analyst, Enterprise Update; Contributing Editor, InfoWorld Magazine

    Early adopter customers are the lifeblood of early-stage technology firms. They help shape and validate products, provide early revenues, and serve as references for selling into the broader enterprise market.

    Yet technology companies often struggle with early adopter customers and fail to capitalize on the opportunity, build the right relationships, understand the dynamics driving the behavior of these innovators.

    Come hear what leading early adopters have to say about how to succeed in this crucial segment of the market, specifically:

    • What drives early adopter customers, and what are their unique needs
    • How to structure win-win relationships with early adopters
    • How to be sure these relationships can be leveraged into a broader, replicable sales strategy
    • How has the current economic environment changed the nature of working with early adopter customers

    Event Logistics


    Michael's Restaurant at Shoreline
    2960 N. Shoreline
    Mountain View, CA


    6:00-6:45pm Hot Appetizers/No Host Bar/Networking
    6:45-7:00pm Announcements/"Open Mic" Session
    7:00-8:00pm Program
    8:00-8:30pm Open Q&A



    Cost (including hot appetizers and no-host bar)
    $35 SDForum Members
    $50 Non-members

    Pre-registration unavailable at this time. Please pay at the door