An acquaintance of mine has been working with a climate startup for a couple of years now, and he and I were talking recently about his struggles to get the company started with customer discovery. The startup offers B2B services, and their past contracts have been in the 5-to-6-figure range. They have extremely low win […]
Customer discovery is the process of talking to customers and prospects to deeply understand their activities, processes, and problems. If you understand your customers’ problems, you can provide value in the form of solutions. If you understand your customers better than anyone else, you can provide value that no one else can, thereby creating competitive […]
In talking with prospective clients, we encounter a good number that have trouble getting – or keeping – traction with customers. In many cases the founder developed an idea after talking to a number of target customers, acquired some capital, and turned the idea into a solution that, in the early stages, they were able […]
Your engineering team shouldn’t just be building stuff. They should be building your business. It’s not enough for them to deliver quality features on schedule. Building quality software on time is great, but if you’re not building the right software your efforts will be wasted and your organization will have one less oar in the […]