3 questions to ask before building a product
How to de-risk and value before you start on new product idea Which brings us to the next category in the Income statement, the Expenses. There are 4 main classes of expenses – You have this awesome idea about a product and decide to start a company. or perhaps you are in a big company […]
Founders Guide to Overcoming Status Quo Bias
What is status quo bias and how do PMs and founders overcome it As founders and product managers, we sometimes do exhaustive competitive analysis. We do that to compare our product and find out how we can position to be different. The goal is to convince prospects that our solution is much better than all […]
Improving your PM skills in B2B
How is B2B different from B2C and how can you improve In the B2B SaaS model, companies develop software products and sell them to other businesses on a subscription or usage basis, typically charging a monthly or annual fee. This software can help businesses perform a wide range of functions, like managing customer relationships, streamlining […]
How to truly think about designing value proposition in B2B
Value proposition design for your B2B product At a superficial level, value proposition means building something that creates value for your customers. It’s a good starting point but not sufficient to explain it, and more importantly, not sufficient to design a product you can sell. Many startups and product managers use superficial terms to explain […]
Early Stage B2B Sales for Tech Founders
Why is sales so hard for tech founders and how to overcome If you are a founder selling to B2B, then this is for you. In the early stages of your startup, the founders are responsible finding and closing customers. But sales is hard especially if you are a techie founder. I meet many startup […]
Handling the DIY objection for B2B startups
Your biggest competition is a customer building the solution in house For B2B Saas products, frequently the alternative is not a competitor of yours but Engineering or IT teams building in house. The DIY alternative. Many applications that are not core to the company will of course be outsourced e.g. CRM, ERP, calendar scheduling, eSignature. […]
Why Emotional and Social Jobs are the Secret Weapons of Product Success
Are emotional and social jobs important to consider? Are you familiar with the Jobs-to-be-Done (JTBD) framework? It’s a powerful tool that goes beyond simply understanding what features users want, but rather why they need them. The JTBD framework breaks down user needs into three distinct categories: functional, emotional, and social. While the functional job might […]
Don’t obsess on the TAM, yet
Starting your startup in a niche will improve the odds of success One of the frequent comments I hear from startups is they want to go for a big TAM. This is what I often hear. ”We want to go after a big TAM.” ”Our investors want to see a big TAM.” “Our solution […]
-1 to 1 : Starting up your startup
What you need to do once you have an idea You have this awesome idea about a product and decide to start a company. Where do you start? What are the very first steps? Frequently, startups will jump right into product building and hope that it will sell. We tend to bias our own experiences. […]
Bridging the Confidence Gap with Enterprises
Learn the levers of growing the top line for your organization One of the issues a startup faces is the notion that they are too small for Enterprises. Young startups often face an uphill battle when trying to win the trust and confidence of enterprise customers. The most typical set of objections from Enterprises are […]
