DOMAIN / 04FIELD TO PROCUREMENT
Move deep tech from demonstration to early procurement.
Performance in a test is only one part of adoption. Buyers also need evidence about workflow fit, total cost, safety, support, training, supply, and who accepts responsibility after purchase.
COMMON CHALLENGE
Translate performance into an adoption decision.
Design a field evaluation around the buyer’s work and decision criteria—not only the technology provider’s test protocol.
- Choose a representative operating environment
- Define service, quality, and safety requirements
- Record the buyer’s evidence and concerns
IMPLEMENTATION
Prepare the conditions for first purchase and continued use.
Connect deployment, training, maintenance, data, procurement, and support into a plan the adopting organization can own.
- Operational and commercial requirements
- Post-installation support and maintenance
- Criteria for expansion to more sites