Going to market via a platform ecosystem
Doubling-down on a single platform and training partners led to our acquisition, but it almost didn't happen.
The Overview #21
This week: Podcast on differentiation, framing the enemy, minimum viable strategy, and vintage tech swag.
Don’t Think of an Elephant
What can B2B SaaS learn from the American Republican messaging machine?
The Overview #20
This week: Personal news, and digging into the archives.
Why you need a jobs-to-be-done map
How to build customer empathy by understanding the process they follow to achieve job completion and success.
Getting ‘Uncle Mo’ on your side
Introducing the Interview, a new regular feature on Building Momentum. First up: Jonathan Gandalf, CEO at The Juice.
The Overview #18
This week: value prop in 5 words, customer research, and PMM own the pitch
Using statistics and proof points in product marketing
Avoid bold claims your prospects don't believe. Instead, use statistics that matter.
The Overview #17
This week: Diagnosing positioning problems, GTM motions of 30+ B2B SaaS, and the wrong insights.
Sell more, faster with triggers and motivations
How to understand your customer's contexts and what drives them, and use that insight in marketing and sales.