I have been getting advice from people who are successful in selling or marketing. The problem with me is that I am not a believer in either. I apply the JTBD approach to sales. It is popular in product development. I have written about “Jobs to be done” earlier in detail. Pillers of Jobs to …
Category Archives: startups
method
I keep reading tweets and hearing from others about how to build successful startups. The thing is most of these are someone’s experience or playbook from some university professors bestseller. These are unique and, 9/10 times will not fit with your journey. One sentence we keep repeating ourselves among us is: nobody should die in …
customer culture system
The playbook of Frank Chamberlain as narrated by Michel Basche in his book customer culture. Frank defined the playbook as keeping customers in the core and making organizations, employees, and stakeholders successful via these. Vision: The overriding objective(and vision) is to become profitable. We will do everything possible to become profitable. And all are responsible. …
Change
Change requires commitment and belief that a user’s life will get much better with it. Our human tendency is to stick to the default. We cannot change it overnight. The change will happen if : The solution is better than the existing one. The user is committed to using it. Some other steps which will …
Together
Since we have crossed the webinar and thought leadership around entrepreneurship during COVID19, I can write it. This COVID19 is a test of your leadership. All your principles painted on companies’ walls in huge fonts will be tested. Everyone will look upon you: customers, investors, and team members. Now is the time to find real …
On sales
There are a million hours of a podcast recorded, thousand books written on sales. Each book has something to offer. Each podcast has some advice. My limited learning in sales has taught me a few lessons. Customers will buy if they are in pain. In other cases, discounts or other offers might get you closer. …
posturing
I disregard the evangelicals from the valley and their posturing to we Indians. Our country has just opened up to the digital revolution. The millions of customers for most valley companies are going to come from India. The posturing by valley companies reminds me of the British Rule, you illiterate Indians, we have got this …
Customer needs
Reading Customer Culture by Micheal D. Basch has been a refreshing read focused on building an organization, managing team, and delighting customers. In one of the chapters, the author talks about customer needs. He defined the journey in these stages. These are related to his experience in logistics service, as the book revolves around FedEx. …
Cats or Dogs
The success of any enterprise product depends on the team it caters. These teams have their working comfort. Some teams work like a herd of dogs, all in together. Success is for everyone resulting in shaping the organization. Some teams like to work as a herd of cats. Each is unique, in its own way …
buzzwords
Silence does not mean a sense of fear or some void. During the pandemic, I had the opportunity to interact with many founders. For many of them, nothing has changed because they have been running the business on simple fundamentals. Go to social media to learn about mambo jumbos around SaaS metrics. When key should …