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This is a problem of faith/belief. You believe in the business and he doesn't. The most compelling way to convert from one faith to another (without resorting to coercion) is through a religious experience. So in the spirit of "Show, don't tell," provide him with an experience that will alter his beliefs. In religion, this is usually via miracles. Luckily, you're just dealing with a product, so your job is a little easier. If the product is at a point where play-testing it with potential users is possible, then that would be my immediate course of action. Try to get several individuals or small groups from your target market to attend play-testing events (free food/booze = attendance incentive). For the first event, I'd ask the CTO to facilitate while I observed and alternate for each consecutive session. The two of you need to examine the possible outcomes beforehand and agree on ways to identify whether it's the product or the facilitator that's producing the results. For instance, should each session he facilitate result in low interest, but each session you facilitate result in positive results, either you're a good salesman or his negativity is infecting others (or both). It's important to discuss and agree upon how to interpret the results of the play-testing ahead of time so that you are both on the same page. On that same line, you'll want to confirm with him that this is a plan that could potentially change his mind about the product. If so, then ask him what he needs to see in order for that to happen. If not, then find out what, if anything, will alter his perspective. If he's not open to having a change of heart, then you may want to find a new CTO or move on to the next project. |