Method 05
Purchase friction patterns
Friction is the difference between interest and signature. trylgotdam catalogs patterns that repeat across Claude interviews—without pretending they are statistically representative.
Four patterns trylgotdam sees repeatedly
Pattern A
Silent veto
A stakeholder never joins the call but can kill the deal. Detected when champions hesitate to name security or IT. Probe in sponsor interviews.
Pattern B
Proof mismatch
Buyers want operational proof; decks offer ROI theater. Claude quotes reveal the gap. Fix via honest positioning.
Pattern C
Switching gravity
Status quo wins because migration stories scare operators. Map the fear on your contact-point map.
Pattern D
Calendar politics
Budget windows and board cycles matter more than feature fit. Capture timing language in every Claude session.
How to validate a pattern
A pattern earns a name when it appears across independent accounts and roles—not when it shows up twice in the same champion’s story. trylgotdam researchers triangulate Claude interviews with market observation and lost-deal reviews. We still refuse percentage claims that imply a survey sample you do not have.
Using patterns in synthesis
Feed named patterns into Claude synthesis with supporting quotes. Product can prioritize drag removal; marketing can stop promising outcomes buyers do not ask for. See also the research glossary for shared vocabulary.
Is friction the same as objection handling?
No. Objections are spoken. Friction includes silent stalls, missing artifacts, and political risk that never appears on a call recording.
Should we quantify friction?
Count occurrences in your qualitative set if helpful for prioritization—but do not dress those counts as market share or statistical confidence.
Where do patterns enter positioning?
Each claim should reduce a named drag or clarify a risk. That discipline is the core of trylgotdam’s positioning framework.
Get trylgotdam research notes
Claude fieldwork tips on friction and interviews—occasional email only.