做 B2B 产品或面向企业销售的团队，看完会理解为什么你的“创新功能”卖不动——技术决策者买的是安全感，不是技术。建议产品经理和销售负责人点开，重新思考你的价值主张。
Mitchell Hashimoto 在讨论 Redis 首页设计时指出，90% 的技术决策者（TDM）的核心动机是“不被解雇”。他们不浏览 Lobsters 或周末推 GitHub，而是朝九晚五、下班后绝不思考工作。为了安全，他们追随分析师和大众情绪支持的世俗趋势，例如 Gartner 说“AI 策略”重要，McKinsey 说“上下文”需要管理，他们就购买“AI 应用的上下文引擎”这类产品以求自保。这一观点揭示了企业技术采购中保守与跟风的真实动机。
Quoting Mitchell Hashimoto
The thing about 90% of TDMs [Technical Decision Makers] is that they're motivated primarily by NOT GETTING FIRED. These aren't people who browser Lobsters or push to GH on the weekend. These are people that work 9 to 5, get paid, go home, and NEVER THINK ABOUT WORK AGAIN. So to achieve all that, they follow secular trends supported by analysts and broad public sentiment. Oh, Gartner said that "AI strategy" is most important? McKinsey said "context" needs to be managed? Well, "Context Engine for AI Apps" is going to be defensible. Buy it. — Mitchell Hashimoto , in a conversation about the design of the Redis homepage Tags: marketing , mitchell-hashimoto , redis