Two: (a) Top-line growth and (b) Cancellations. I like businesses where "growth" means "revenue," otherwise to me it's only an indication that people are mildly interested rather than proof that it's a *business* that is turning into a validated business model. But of course with consumer often...
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I would recommend invoicing for the full year up front. If anyone asks, tell them that this is industry standard. Salesforce, HubSpot and many others do it this way. If that answer isn't sufficient, here are some others reasons that are beneficial for the customer: - It simplifies the accountin...
In theory, sure. In practice, to do this you'd need to find a mostly foolproof way of knowing who was "good" when they signed up*. Will the team reviewing be able to KNOW who is likely to be good? if not, you're just providing friction for signups. This is a perfect thing to test. I'd use c...
The idea of an MVP is 'minimum, viable' ... If you feel you need a "good amount" of funding, I would challenge if you are minimum enough. Obviously, without knowing the details of your product, your ideal customer, or what need you will solve, it is hard to help expose what is necessary in an MV...
Let assume that you are a patient and you know that your health is not well. To fix your health, you may have tried few medicines that you thought will solve the issue but you found nothing worked. Now you have 2 options - keep on trying to fix your health or consult with a specialized doctor t...
Don't start with the KPIs, start with the responsibilities. Think of everybody in your business and list out what your performance expectations are of each person. Then determine how you will know if those expectations have been met: what are the outcomes you will track for each. Those are you...
The highest-impact growth marketing tactics for a B2B SaaS startup with zero customers is often direct outreach. When you're at a point where you don't have customer validation, it's incredibly hard to get useful data from very small amounts of traffic. So in a zero customer state, your highes...
I encourage you to read some answers of mine to similar questions asked on Clarity below. The value of Direct Outreach: https://clarity.fm/a/2149 Understanding your customer acquisition costs: https://clarity.fm/a/611 Using Twitter for early outreach: https://clarity.fm/a/438 The most impor...
I've been selling to businesses my entire career. Getting into B2B sales is easy. Find a company that you like who sells to small business and find out who the sales leader is. Connect with them and ask for an appointment. Explain your desire to get into B2B sales. Explain that you'd like th...