In relation to our previous discussion about the use of FOSS[1] in Israel, why not approach it from the basic assumption that IT managers are risk averters.
Just a few days ago there was a quote of a guy from CA(?) saying that Israelis are pragmatists and will usually adopt new technologies more easely than their North-American or European counterparts. They will try a solution and if it works for a while they'll start using it, instead of discussing it ad-nuseum and inventing procedures to evaluate it and use it.
They would prefer to buy bad but known products than other, less know (or less understood) products even if those promise better quality.
They would tend to buy from big names that are perceived as stable than small companies.
They would prefer to buy from international companies than from local entities.
Are these sentences correct ?
I don't quite "live" in that field (all the commercial software I wrote was addressed to the American corporate market), but my basic understanding of the Israeli corporate world makes me lean towards the "definit no".
How can you turn them to your advantage ?
First let's agree wether your axioms above are correct or not, if not then find others, then we can discuss that question.
some link from the top of my Google search.
Risk taking in US and Europe http://www.cbronline.com/vendors_top50s/5debfcf49be6cf6780256d350047ecc7
Risk aversion culture in Australia http://australianit.news.com.au/articles/0,7204,7063833%5e15306%5e%5enbv%5e,00.html
Well, Australia's Telstra (their "Bezeq") is one of the latest examples of deploying something like 14,000 desktop Linux at their offices, wether there is risk aversion or not there, I think Linux is doing quite well there (not just because of Telstra, there is a large and active Linux movement there).
Cheers,
--Amos
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