Another major pitfall to be avoided is the “valley of death” that frequently occurs in technology development. This is very much related to the question of connectedness versus disconnectedness addressed previously. If a technology does not have a willing customer on the other side of the developmental process, the chances that it will cross the “valley” and become something that serves a practical purpose diminish greatly. The phrase “willing customer” is not just about the desire for the technology but includes such factors as technology feasibility, cost, and amount of training time
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