Additional Notes
The key in this case was not product promotion, but decision speed in procurement.
- The customer needed a substitute that could actually be used right away.
- Availability and documentation response had to be checked together.
- In the field, the more important question was not “what can be bought,” but “what can be judged within the available schedule.”
HKIS reduced communication burden by organizing comparison criteria that the customer could use for internal review immediately, instead of simply listing possible items.
