HOW WILL YOU CONTINUE?
So from now on look broadly at the 5% and the 95% instead of just the 5%.
In other words: target the entire category and reach all potential buyers. Make sure that you have a good picture of your entire market, because you may miss a piece, so you can never address that full 100%.
Don’t chase after competitors that only target today’s IT decision makers and target both current and future IT decision makers.
By keeping in touch with everyone, you not only take into account now, but also later. Even if you don’t get a direct lead or customer from your conversations, you do leave your printout. That imprint can make the difference between you and your competitor in a year.