Assumedly, you started your company because you found a specific problem that the market failed to address effectively. And, oftentimes, once you find that problem, you’ll discover that the problem you found is pervasive across a number of industries and verticals. Herein is the problem, and the reason for this chapter. As we’ve discussed, it’s […]
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Now . . . here’s the thing. Narrowing your market can take some time. It was really hard in the earliest days at Blend as we were narrowing our focus. When I started my work at Blend in 2013, we didn’t even have a product. We had a platform that the team had built over […]
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The Q Framework uses seven key questions to help you identify exactly where you are with every sales opportunity and, more important, to help you build your startup’s repeatable sales process—from prospecting to pipeline management to paying customer conversions at the price you deserve to charge. Think of the Q Framework as a configurable platform […]
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“Whether a startup leverages investor capital or reinvests its own cash flow, once repeatability is established, the startup is ready to work toward scalability. Think of this as the 10x growth outcome—with the first step going from $1,000,000 ARR to $10 million ARR (and beyond)! In the scale-up stage, startup founders encounter a new set […]
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“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the start-up stage, but you’ve found yourself fixated on hiring a sales team before landing your first ten customers. Maybe you’re pushing toward $1,000,000 ARR in the next 12 months but your strategy depends solely on […]
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