The beginning of a greater sales effort = much increased sales, which in turn means more credibility. That's how it works.
For example, potential Customer A. Huge multi-national company. They want test data first, before trying Nansulate, and they obviously would want test data from well respected organizations. IF a salesperson could present such data from such organizations, then Company A would IMMEDIATELY assign a MUCH HIGHER degree of legitimacy to the claims being made. At that point, they would more easily agree to an onsite pilot or test application or in-house test. If their superiors questioned it, they could lean on the existing credible organizations' data as proof that they aren't being tricked or suckered somehow. Simple as that.
Then, if their own test or trial app is also positive, now they've got credible test organization backup as well as their own test. What comes next is they BUY the product in larger quantities because all bases have been covered. See how simple that is if you first get vouched for by more well known credible organizations instead of obscure or mom & pop ones?
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