3 Laggards : The Sceptics
Do not participate in the high-tech marketplace, except to block purchases. Thus, the primary function of high-tech marketing in relation to the sceptics is to neutralise their influence.
One of the favourite arguments of sceptics is that the billions of dollars invested in office automation have not improved the productivity of the office place one iota. Actually, some fairly good data exist to support this notion.
Ultimately the service that sceptics provide to high-tech marketers is to point continually to the discrepancies between the sales claims and the delivered product.