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. …
Category Archives: startups
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 …
Build
Some customers think they can build everything themselves and consider it as an advantage over their peers. The reason for it is very simple: Sunk cost and the Ikea Effect. The sunk cost of their knowledge and skill. How can it go to waste? Even though this is no more our primary task. The Ikea …
Qualified Customers
Saas metrics are in abundance when it comes to qualifying leads or potential customers. Various analogies are taken into account like ticket size, effort to move to the platform. In the early days of product development and onboarding customers, my learning has been different. Customers or teams who are empathetic with you during the trial …
Customers
Customers who care for you want to work with you will treat you as part of their internal team. They are part of your product development team. You have to listen and get every clue from their feedback, usage patterns. My friends tell me why am I so transparent with them, the simple reason is …
Believers
I keep hearing from my friends and experienced sales folks about closing. My last 24 hours experience has been different. There is no one fit for all. A sale is about solving customer’s pain, delighting him. Closing the revenue target is a byproduct. A sale is about making him or her comfortable. It is about …
On Softbank
I know Covid19 has had the biggest impact on a shared economy. Companies like Uber, WeWork, OYO are struggling to stay afloat. Layoff stories are everyday things now. Matayoshi Son, the visionary behind Softbank fund is in the midst of all these crises. His vision fund 1 had to right off many investments. Venture Capital …
Sales
I read Sequoia Capital post on sales. It covers many aspects brilliantly. I am adding some below: Perceived values: Work on marketing your product and increase it. Don’t sell for cheap: Apply decoy effect if it helps. Know your pinch point: Find the fat tail, people who will pay most. My sales journey has taught …
important
With a small team and limited resources, one has to be very cautious in what they are building. In the era of COVID19 sales have slowed down, license renewal has gone on hold. When you are a small team and get a constant influx of ideas, getting carried away and building some new feature or …