In this state of a Solution Lifecycle most buyers confront the real and threatening issues of change, disruption to ongoing operations, loss of stature or respect resulting from a bad business decision, how to justify the purchase of a product or service. However before they can move forward, they must answer several essential questions:

Lack of internal resources
What evidence or set of facts would convince a decision influence team that they lack the internal resources to solve the problem without external assistance?

• Sponsor would be able to give multiple examples of when they requested IT resources and were turned down. IT managers would communicate a delayed timeline for any implementation.
• Marketing will not have an IT contact for help to implement DAM systems
• IT does not show any leadership in understanding the problem space, technology options or suggestions on solutions
• IT may simply not have the resources to help out

What else have you found in your experience?