You’re a founder of a cutting-edge tech startup. Your product wields science-heavy wizardry only a PhD could love. But guess what? Engineering your idea is the easy part. The hard part – getting engineers to care – lies in marketing that’s not clever but credible, not flashy but functional. Demand Generation and GTM: No Longer […]
Category Archives: Positioning
Go-to-Market Strategy, Marketing Strategy, Messaging, Positioning
You’re Not Steve Jobs, and This Isn’t the iPhone
17
Jul
Jul
So, you think your B2B tech startup’s next-gen widget is the iPhone of [insert niche]? Newsflash: your hero fantasies won’t pay the bills. Crossing the chasm from idea to adoption isn’t about revolutionary press events – it’s about carving your own identity in a herd of look-alikes. First truth: B2B buyers aren’t dazzled by specs […]
Brand, Content Strategy, Go-to-Market Strategy, Marketing Strategy, Messaging, Positioning, Uncategorized, Value Proposition
Your Competitor’s Marketing Sucks. So Why Does Yours Look the Same?
09
Jul
Jul
“Never publish an ad that your competitor can sign!” – sage advise from a mentor that still serves me well today. To be blunt: if your brand looks like everyone else’s, you’re feeding the very beast you’re trying to slay. Founders of B2B tech startups, hear me – the biggest mistake isn’t being bad; it’s […]
Content Marketing, Go-to-Market Strategy, Marketing Strategy, Messaging, Positioning, Sales, Uncategorized
Nobody Cares About Your Science – Until You Make Them
17
Jun
Jun
You’ve built the next quantum-leap in biotech, AI, or industrial automation. Congrats. But guess what? That’s not enough – at least not initially. To make PEOPLE care, you’ve got to tell a story. You can’t pitch “the science”. Here’s why: Even the most buttoned-up technical buyers are human. Neuroscience says stories fire up smell, sound, […]
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 […]
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 […]
Execution, Go-to-Market Strategy, Positioning, Sales, Sales Enablement
Fanboys Alone Can’t Keep the Lights On – Here’s How to Woo the Risk-Averse
16
Apr
Apr
VIEWER WARNING – Be careful not to let the ease of selling to early adopters lull you into a false sense of security. For B2B tech startups, early adopters are the low-hanging fruit – enthusiastic, experimental, and eager to embrace innovation – they instantly “get it”. However, the real challenge lies in captivating the attention […]
Go-to-Market Strategy, Messaging, Positioning, Sales, Sales Enablement, Value Proposition
The Procurement Gauntlet – How Your Marketing Can Turn Complex Buying Cycles into Quick Wins
19
Mar
Mar
What does Marketing have to do with managing complex procurement processes with prospective clients? If your gut reaction is, “nothing,” then you’re dooming your Sales organization to a guaranteed glacial pace. Navigating the labyrinthine procurement processes of corporate giants can be a Herculean task for nimble startups. Yet, with the right strategies, preparation, and sales […]
Content Strategy, Go-to-Market Strategy, Messaging, New Product Introduction, Positioning, Value Proposition
They Bought First, They Speak Tech – Now Let Them Write Your Marketing Copy
05
Mar
Mar
Ignore your insiders, staff, investors, and consultants – early adopters are your secret sauce. These tech-savvy trailblazers aren’t just your first customers; they are your unofficial product testers, marketers, and fan club all rolled into one. By tapping into their nerdy enthusiasm and sharp feedback, you can refine your product and craft a killer unique […]
Brand, Execution, Go-to-Market Strategy, Messaging, Positioning
The Proven Formula to Stand Out – Stop Trying to Be Everything to Everyone
26
Feb
Feb
Rising above the noise is simple, refuse to participate. There’s no arguing that today’s B2B technology landscape is saturated – particularly for AI – but startups have always faced formidable challenges of distinguishing themselves without succumbing to the pitfalls of overpromising or overspending. The key lies in strategic, cost-effective marketing that highlights genuine value and […]
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