Go for the consumer

When someone in a startup tells me that they are going for the enterprise segment, I get a ‘gulp’ feeling. In fact the only thing that makes me more anxious is if the startup is going for the public sector. Why? Because it can be super tricky to actually sell what you’re doing to them….

Customer loyalty during a crisis

A lot of people say that there is never a time as good to start a new venture as in a time of crisis. Maybe it’s true. I don’t know. But lets assume it is. What are the things that makes it different and perhaps even better? Normally, most would suggest that the reason it…

The HelloFresh test

One of the basic common rules for startups is that if what you’re working on is worth doing, you’re bound to have competition (unless you’re operating in one of those rare spaces, where you have spotted something before anyone else, of course). With so many services – especially in the consumer space – feeling more…

The Nirvana of Netflix

The new policy of Netflix to automatically cancel accounts that have been inactive for a long period of time is worth applauding. Everybody in the subscriptions business knows that what you really want is for customers to get into a subscription and then – hopefully – forget about the ongoing billing relationship, until the credit…

Fan of fans

Back in 2008 me and my present boss had a great dialogue back and forth about a concept, we called “Fan of Fans”; the idea built in Kevin Kelly’s 1000 True Fans post that if you could muster enough dedicated fans, you would have the foundation for a solid business. We bought the domain and…

Deliver on the dream

I often talk about the need to meet with customers and understand what their needs are. But I also often struggle in getting through with the message of what the real potential of doing so is. So let me try it a slightly different way. When we sit down with potential customers, or we visit…