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jonerp : competition   9

Video of my SaaStr 2019 Presentation: The Five Questions Startup CEOs Worry About
"A few days ago, Jason Lemkin from SaaStr sent me a link to the video of my SaaStr Annual 2019 conference presentation, The Five Questions Startup CEOs Worry About. Those questions, by the way, are:

When do I next raise money?
Do I have the right team?
How can I better manage the board?
To what extent should I worry about competition?
Are we focused enough?

Below is the video of the thirty-minute presentation. The slides are available on Slideshare."
ceo  competition  leadership  management  saas  saastr  strategy  venture  capital 
february 2019 by jonerp
Talking Competition: Methinks Thou Doth Protest Too Much.
"I think ceding builds your credibility, but you need to be careful and precise in so doing so. To take an old example, from BusinessObjects days:

Bad/sloppy: Brio is doing pretty well.
Good/careful: Brio is doing pretty well — in the USA, with companies where the end-users have a strong voice in the process, and they prioritize UI over security and administration."
analyst  relations  competition  marketing  uncategorized  blindside  hit  communications  competitive  credibility  industry  analysts  investor 
may 2018 by jonerp
Things I’d Like to See Go Away – The Differentiators List
"What makes us special?

Our people
Our experience
The fact that we care about our customers
and other general meaningless comments

There are a few problems with this approach. First, they are pretty much what anyone would say. Like others have said about strategy, if the opposite of your statement is not true, then it’s not relevant. Would any of your competitors say “Our people are lousy”, “We are inexperienced”, “We just want your money, we don’t care about you”."
go-to-market  b2bsales  competition  differentiation  sales  strategy  trust 
april 2018 by jonerp
Most Common Positioning Mistake – Attacking the Competitive Alternative - by @barnes_hank
"And here is where things go wrong. The vast majority of positioning efforts that I review go far beyond declaring the alternative. They attack it. They say things like “UNLIKE the costly, constrained, siloed <<whatever>>” and go on further to talk about why that approach is really really stupid."
go-to-market  communication  competition  positioning 
december 2017 by jonerp
Setting Strategies – Where to Focus - by @barnes_hank
"That, to me, is the most important thing to focus on in setting strategies. And not just the nebulous idea of the enterprise buyer, but your ideal customer (Gartner clients: See my research on this). This is one of the reasons to stress less about the competition. In most cases, it is unlikely that your ideal customer profile will be the same as your competitors. You may target companies with different infrastructures, different resource levels, different personalities, or other factors. If your ideal customers are different, then your sales model and marketing approaches may be different."
go-to-market  competition  ideal  customer  profile  positioning  strategy 
october 2017 by jonerp
Differentiation is What Others Think Sets You Apart - by @barnes_hank
"If you have something you believe is differentiating, then your primary mission needs to be getting others to embrace that and say that. If you succeed with that, then you have won the differentiation battle. If that doesn’t happen, you’re one of many. You’ll win some, you’ll lose some. But you won’t stand out. Your customers might appreciate you, but the reasons won’t be unique enough to make difference with the majority of prospects."
go-to-market  competition  differentiation 
march 2017 by jonerp
94% = Enterprise Buying Teams That Have Abandoned a Buying Effort With No Decision (in the past 2 years) - by @barnes_hank
"If you are skeptical of the information (even with my early clarification), you are not alone. When we have shared the data internally, the immediate reaction is “Wow, that is a lot.” The next question was often: “but does it include situations where the respondent casually investigated a product/service and decided not to pursue it further. That happens all the time.” Our analysis of the survey results leads me to believe that this assumption is not the case."
go-to-market  buying  process  competition  marketing  no  decision  sales 
september 2016 by jonerp
Worst Case Scenario for Technology Buyers – No Decision - by @barnes_hank
"In a recent survey that we did at Gartner, we askedB2B technology buyers for the biggest reasons for “No Decision” – times when they abort a buying process. The top 4 reasons were:

Project and Solution Costs Exceeding Budget
Concerns about the Level of Business or Technical Risk
Concerns about ROI
Lack of Budget"
future  of  sales  go  to  market  buying  cycle  competition  no  decision 
march 2015 by jonerp
Frame Your Competition Early In Buying Process For More Success Later - by @barnes_hank
"Framing the competition is something you should do throughout the marketing and sales effort. Early on, describing the competitive alternatives and what makes you different helps buyers create a place for you in their mind."
go  to  market  buying  process  competition  differentiation  positioning  selling 
march 2015 by jonerp

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