One retailer during the question period cited the white-goods equivalent of the tire-kicker
and complained that sticky storage drawers presented a cheap image.
Now, Sarah Mazze, program manager at the Resource Innovation Group, is leading the tire-kickers
through the maze of technical, financial and consumer issues to what, she says, is a good deal.
It's like open-source software adoption, it takes time for the tire-kickers
to think it is safe enough," Adrian said.
Lead qualification to sift the tire-kickers
from those really interested in buying is not as difficult as it used to be," says Martin Schneider, enterprise software analyst with The 451 Group.
The fee also helps separate the tire-kickers
from the serious players.
They've learned the questions that separate the serious buyers from the tire-kickers
, namely those who want a solution but don't have the money or the authority to buy.