Sell to the Laggards

This doesn't seem quite right to me. In order to successfully sell to laggards (out side of a fly by night type of operation) a well vetted & supported product needs to exist. In order to profitably get to a well vetted & supported product one would have to go through the entire product cycle before selling to the laggards. Laggards would probably look to others for validation before buying a product, so if you attempt to sell directly to laggards you already need to have a validated, well vetted, & well supported product. I'm probably being a bit verbose here, but I don't think selling to laggards is the best strategy for selling tech products/services.