Recently, I took this call from a client and while is extreme it isn’t the first time, I have heard this. “We recently acquired a company with a product that significantly overlaps our core solution. Based on the projected growth and typical customer profile, our...
In most technology companies, “go-to-market” is a throw away phrase; everyone from sales to finance uses it when it’s convenient. It is a catch-all phrase and often used as a placeholder for things related to target customers, product direction, marketing...
When I talk to our clients about how they execute on their Go-to-Market strategy, I usually get a blank look. Other times the reaction is emotional, and I won’t repeat some of the words I have heard to describe it. The challenge for these companies reminds me of the...
Beware of early feedback, it’s mostly noise It’s so exciting to get new ideas and find market problems at the start of the process. The users are engaged and you are doing your best to empathize with their situation and feel their pain. Based on our experience...
Your research has uncovered a market problem that your company may be able to solve. Congratulations! It’s worth celebrating, but keep in mind that your work is about 30% done. Just like you wouldn’t run off and marry someone you just met, your decision to move ahead...
