So begins another year complete with a fresh – and likely higher – revenue expectation from your board and yourself! While there may be a few reasons you’ve already identified by reflecting upon the previous year’s performance, if your sales team treats your customer like a compiler that needs debugging, you’re not selling – you’re […]
Category Archives: Execution
Content Strategy, Demand Generation, Execution, GTM Strategy, Positioning, Presentations, Sales
How to Stop Your Roadmap from Getting You Ghosted
29
Dec
Dec
Done well, your product roadmap can convince enterprise customers your product is not only worth the investment now, but one they won’t outgrow in the future. Be warned though, if compelling outcomes are years away, you’ll delay sales rather than accelerate them. You poured your heart and sole into a gorgeous product roadmap – color-coded […]
Demand Generation, Execution, Go-to-Market Strategy, GTM Strategy, Lead Generation
Demand on a Dime – How Smart Founders Cheat Their Way to Traction
22
Dec
Dec
Founders, ready for some holiday cheer?? The “shortcut” you’re chasing isn’t a shortcut – it’s discipline with fire under your feet. There are no viral hacks that magically carry you across the chasm from idea to adoption to commercialization. In fact, thinking back on my personal shortcut quest over the years reveals the only thing […]
Brand, Content Strategy, Execution, Go-to-Market Strategy, Marketing Strategy, Messaging, Sales, Value Proposition
Unsexy but Unstoppable: How to Make Your Boring Tech Irresistible
25
Jun
Jun
Not every product was born to sparkle – that doesn’t mean they won’t drive significant revenue. Some tech isn’t flashy, doesn’t demo like a magic show, and won’t make headlines at CES. But it’s damn useful. It’s the quiet engine behind real productivity, uptime, safety, savings, or control. The problem? Useful doesn’t equal attention-grabbing. And […]
Content Strategy, Execution, Go-to-Market Strategy, Marketing Strategy, Positioning, Sales, Value Proposition
Competitors Make Great Teachers but Even Better Roadkill
11
Jun
Jun
A seasoned product executive colleague I know lives by the mantra, “Steal all good ideas.” For product, this is certainly sage advice, but not necessarily efficient when it comes to facing competitive threats and can unnecessarily burn a startup’s precious time and resources when not a priority. Founders must remain aware that the B2B battlefield […]
Brand, Execution, Go-to-Market Strategy, Marketing Strategy
Marketing Is Not a Last Mile Problem. It Is the Business.
27
May
May
Let’s get one thing straight: if you think marketing is something you “add later,” you’re not building a business – you’re building a science fair project. The world doesn’t reward innovation. It rewards traction. And traction requires marketing baked in from day one – not bolted on after you’ve burned through your seed round. If […]
Content Marketing, Execution, Go-to-Market Strategy, Messaging, Positioning, Value Proposition
Your Customers Don’t Want a Platform. They Want a Solution to a $10M Problem
14
May
May
First things first: stop calling it a platform. No one cares. Look, I get it. You didn’t spend three years in a lab, on a whiteboard, or buried in code just to slap a few features into a single-purpose tool. You built a platform. Something elegant. Modular. Future-proof. Your baby can do anything. But here’s […]
Channel Strategy, Execution, Go-to-Market Strategy, Partner Strategy
Partner Ecosystems – The Secret Sauce for B2B Tech Startup Growth
07
May
May
If you could double, triple, or even quintuple your sales team at no cost and have them bring along a rolodex of existing customers, would you? For technology companies who’ve proven they have a marketable – and salable product – collaboration through a partner ecosystem can be gasoline on the fire. Enter the partner ecosystem: […]
Customer Support, Execution, Go-to-Market Strategy, Onboarding
Your ARR Is Leaking – Plug It with a Bulletproof Customer Success Strategy
30
Apr
Apr
A word to the wise, if you want to keep the recurring in your Annual Recurring Revenue, you’d better stop treating customer success like an afterthought and start treating it like the revenue-preserving juggernaut it is. Enterprise clients don’t renew because they “liked your vibe” – they stick around because your product solves a real […]
Execution, Marketing Strategy, Onboarding, Sales, Sales Enablement
Your First Big Deal Isn’t a Lottery Ticket — It’s a Landmine (Step Carefully)
23
Apr
Apr
Oh, SNAP – they actually asked for a proposal – now what? Securing your first enterprise client is a monumental milestone for any B2B technology startup. It’s not just about the revenue; it’s about validation, credibility, and the gateway to scaling your business. However, navigating this journey requires strategic planning, keen negotiation, and meticulous onboarding. […]