The negative value proposition

Is creating value as a startup with something new always inherently positive for everybody concerned? Maybe not. What if part of the value creation you offer is to help take away the uncomfortable pain of someone having to confront someone else with a problem, the first one really just want to be rid off? Is…

5 learnings from HelloFresh

Recently I made a commitment to try different products and services out in order to try and get a better understanding of what it is the best consumer-focused digital companies do that make them so successful. My starting point was HelloFresh which just recently launched in Denmark. Monday I got my first shipment from HelloFresh;…

Problems persist

If you are trying to solve a problem that your customers emphatize with but are NOT actively looking to solve right now, does that indicate that maybe the problem is not that big after all? Conventional wisdom will say that it is definitaly a possibility. But take a step back and consider another thing: When…

Rewind to the pain

The other day I met with a startup in need of some advice. They have been working on their offering for a couple of years, and they felt stuck in terms of getting it to market and choosing the right approach. They showed me their product, and it prompted a conversation about who they have…

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…