The third part of crafting your story for customers is demonstrating that your company is uniquely qualified to be the best solution for your customer’s problem. Learn how with examples, a worksheet, and more.
Why Buy Now? is the second question in the Unusual Customer Story Framework and is specific to where a customer is heading — their specific priorities, hair-on-fire issues, and alternatives.
“Why Buy Anything?” is the first question to answer in customer storytelling and can be thought of as a two-part formula for defining the “Big Problem”: start with why plus align on a shared view of impact.
Selecting the optimal set of early design partners can make all the difference in the trajectory of an enterprise software company, and ultimately determine its success or failure.
StackRox Co-Founder Wei Lien Dang shares best practices for stress-testing early product assumptions on the journey to product-market fit.
Segment your target markets into Innovators, Early Adopters, and Early Market and address sequentially. Drive adoption and build a sales motion. Avoid getting mixed signals on your product direction and wasting time and capital.
SaaS sales experts share top tips and a tactical checklist of questions to help qualify prospective design partners.
A simple 4-step framework to help you price your product.
Defining your ICP can help you better identify customer needs, clarify priorities for your team, and pursue opportunities for expansion down the line
This customer storytelling framework leverages Command of the Message and Challenger Selling.
What should you ask ideal target users of an enterprise product? These suggested questions focus on the innovator's perspective on the market, how they currently operate, their ideal workflow, feedback on your product, the competition, and more.
A former SaaS marketing and sales leader from Okta, Citrix, and Microsoft shares the seven critical slides for a B2B customer presentation.
Learn how to develop customers in open-source software projects, with insights from leaders of Sysdig, Heptio, Styra, and more.
You don’t have a working beta of your product. You need to validate your value proposition with market feedback to create your first product road map. Here is where you need to engage with Innovators and no other market segment.
This article provides a step-by-step guide for how founders can validate their idea and kickstart the validation process with early customers and design partners.
A four-step process to find and close design partners to test your product. Includes links to top lists of fast-growing enterprise SaaS companies.
Learn a playbook for defining focused user personas with lessons from Webflow and Nextdoor
