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The only thing that beats the feeling of trying to make a positive impact is when you sense that you have succeeded. Someone, or ideally a whole group of people, is better off due to something you helped orchestrate or do. Nowhere is the opportunity for impact greater than in healthcare. While most people agree… Continue reading Doubling down on digital health
It is one of those great ironies in life: For all the need of innovation within healthcare in order to be able to pay for everything and ultimately provide better outcomes for patients, it is super, super hard for a startup to get in a position to actually sell anything for the public healthcare sector.… Continue reading Show me the payer
Sometimes having simple pricing for your product makes your life more complicated than it has to be. You find yourself in a situation, where many customers pay too much for using your product too little, and other customers pay too little as they use your product more, than you had envisioned. If you are not… Continue reading Making your pricing ‘sticky’
Are you customer obsessed? Is your startup? I think the question is relevant to ask, as I see quite a number of startups, who claim to be customer focused but in reality aren't. Let me give three specific examples of what I mean. You leave revenue goals to sales. It is up to them to… Continue reading Why customer obsession matters
Agility is a hugely important personality trait to have when you're running a startup in a dynamic market environment. Eventhough you have a laserlike focus on making your vision come through, you can be guaranteed that things are going to happen along the way that weren't a part of the plan, and where you will… Continue reading Have you got a Plan B?
Are you unwillingly driving customers away from you by having a complex, 'inside out' business model? You should definitely check. If you do, you should do your utmost to align your business model with how your customers are running their business and make an effort to just slide right in as the perfect solution to… Continue reading Make it simple to buy
Churn is inherently a bad thing for any startup. You don't want to lose customers or revenue. At least not in the 99% of the cases. But churn can also be spun into a good thing. Churn is an opportunity for you to learn, what you can improve and do better. Because by churning, customers… Continue reading Can churn be good?
I have always held a strong belief in the outsize value of strategic partnerships. And I must confess it has been a frustrating pain to be part of and watch a lot of good intentions end in absolutely nothing. I am by no means alone with that experience. In fact I think it's fair to… Continue reading How to win with corporates