Category: Building a business
How to make your solution customizable with intention
“This is built for operations people. It works for finance people, but it’s built for us to understand” That’s one of our favorite snippets from customer feedback interviews. Our customers love to customize – even more so than we initially may have anticipated. And if you’ve ever Googled “how to calculate ARR”, you’ll understand why…
JTBD concept through an example
I’m someone who prefers a visual and specific example of a concept, so for all the others out there, this is for you! Here’s how we used Tony Ulwick‘s essential JTBD Market Discovery framework (top half of the graphic) to help define our market around the core functional job of preparing financial reports in a…
Relevance, expansion and stickiness!
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If you remember my post from last week, I talked about how you can stay sticky through a big organizational shift like a merger or an acquisition. But barring a shift like that, a similarly effective way to stay entrenched is showing how you can solve problems in other departments or areas of business. Let’s…
“We got bought out”!
No, we didn’t 😋 … but these four little words coming from a client can send shivers down any solution provider’s spine. Cue the mad dash scramble to show your value in a desperate attempt to save the contract – not great. Because for better or worse, the decision could be made before you even…
The Price is Right… or is it?
Let’s talk pricing today… and more specifically how easy it is to find the pricing for a product / solution. We’ve all been there: you find a solution that looks interesting, but before engaging you want to have a rough idea of possible budget. ⏳ A couple (hundred) of clicks later, nothing, the pricing page…
Buying ain’t what it used to be!
There was a time where people’s first step would be to reach out to a rep at a company to learn more about what they can offer. Nowadays, by the time you officially hear from a prospect directly or through meaningful engagement, they’ve already done a plethora of research on you and the product they…
