Presented here is a diagram of a few executive buying personaes that I’ve experienced when it comes to recent tech hype cycles. These are the personalities at the “old growth” firms that emerge when they’re in the “Valley of Technology.” That is to say, a moment in time where their industry is threatened to be turned upside down by something truly disruptive. We'll examine the "Acquirers," the "Developers" and the "Waiters" and uncover some interesting truth in the buy v. build v. partner v. wait debate.

1. Slide 1 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI
*Epochs of Disrup7ve Technology:
1) Early Movers
2) Meat-of-the-bell Curvers
3) Late-Bloomers

2. Slide 2 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

3. Slide 3 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

4. Slide 4 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

5. Slide 5 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

6. Slide 6 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

7. Slide 7 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

8. Slide 8 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

9. Slide 9 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

10. Slide 10 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI

11. Slide 11 Confiden,al and Proprietary-Data May Not be Published, Reproduced or Redistributed without Wri@en Permission of ECHELON Partners
In the Valley of Technology
Acquirers
Developers
Waiters
Execu,ve
Buying
Personas
ROI