jjen_abel

cold outbound, 1:1 lead generation

1. customer/market should never dictate product roadmap -- important to say no OR show why it's coming in next year or so 2. true for anything, there is always risk -- easier to mitigate by ensure healthy pipeline -- down-market churn is so much more rampant 3. i actually think it's opposite, you can be further away from product/market fit in enterprise as services add value outside product AND far more forgiving -- they'll give you time to sort

Heart!

YES!

Sales is also knowing who to target and when.

For example: early-stage startups should be looking for early-adopters.

>> Early adopters don’t need as much proof as the early majority in order to buy.

>> They take risks on products because they can. They’re often in senior positions with budgets, hold considerable social capital in their company, and can identify a specific use case need.

>> Early adopters take risks on new products because they know how much they can gain & motivated by competitive edge

>> Early-adopters are also project-driven. They are interested in the shortest time-to-value with a limited amount of resources on their end. Do not try and sell the farm and future value where results take 6 months and beyond.

>> Early-adopters are also the first group to generate real revenue.

B2B Founders: - designing a go-to-market? - seeking to validate/expand into a new market i.e. U.S.? - moving up-market into the Enterprise?

We've highlighting some suggestions in doing so in link above.

Feel free to drop questions or feedback. Happy to answer.

- Jen

Thanks <3 ... The bookends are stable ;)

I don't disagree with you esp. for a mature product/startup, BUT the article is discussing acquiring early-adopting customers. I don't know many early-adopting SMBs that would pay $50K with unproven market value.