Definition #
The condition where a vendor pitch arrives before the operator has diagnosed the problem the vendor claims to solve. The solution defines the problem instead of the other way around.
Family #
Performance / Perspective fail state. Downstream candidate of the Vendor Stack framework — naturally surfaces once the vendor stack is named. Sequential with [Stack Drift] (Vendor Capture seeds the drift) and [Stack Lock] (the compounded exit cost of a captured stack). Chapter 2.X.
Why Behind the Thinking #
The operator who diagnoses first and shops second controls the frame. The operator who receives a pitch before diagnosing hands the frame to the vendor. That is not a vendor problem — it is a diagnostic discipline problem. [Vendor Capture] is the mechanism by which [Stack Drift] begins: each captured vendor adds a solution the operator did not generate from their own read, which means it may not connect to the architecture being built and will likely fail the [Orphaned Act Test].
Pairs With #
[Stack Drift], [Stack Lock], [Orphaned Act Test], [Operator’s Filter], [Bias Prosecution], [Investment Mindset], [Lost Opportunity Tax]
Placement #
Performance / Perspective. Downstream candidate. Chapter 2.X (Vendor Stack). Workshop pending for full development.
