Westchester County Business Journal: Leveraging FUD Factor for Profitability

“IBM’s systemic FUD sales training brought it great success.
Then payback came when Microsoft used FUD to scare users away from
using IBM’s competing operating system, PS-2 (The result: IBM’s
PS-2 is history). Today, the Linux community uses FUD to overwhelm
us about the security dangers of Windows.

“Here’s how it works. A competitor plants seeds of doubt to get
his prospect’s heart rate pounding with thoughts of dire
consequences from dealing with the other guy…”

Complete
Story