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
A couple of weeks ago I ventured a bit into unknown territory, when I attended the Green Impact Summit in Copenhagen. I wanted to get a firsthand view of what's going on within the world of impact startups and get a sense of how it's progressing from being a lot of great and interesting ideas… Continue reading Unleashing impact
You start out with a vision. You fight to develop your product. You ship. And you get so caught up by day-to-day operations and fixing things that you don't have time to think about the vision or - more importantly - put initiatives in place for the longer term that will ensure you continue driving… Continue reading Making the vision operational
Every time I see a startup pitch for funding, the founders include an assessment of the size of the market, they are going after. The more detailed ones also give an assessment of the size of that market, they believe they can make their own and why. It is all well and good. Sometimes I… Continue reading The beachhead pitfall