Every customer support forum and blog has at least one post talking about the importance of ‘knowing’ the target customer. This is one of those well established cliche-stereotypes that David Foster Wallace points out in Infinite Jest – we talk about them so much because they happen to be true. The only question is, how true? Is ‘knowing’ your customer really enough? Cadbury’s knows that its...
You’re at an event, and you’re ready. You know your product inside out. You know the competition. You know the licensing terms. The deals. The partners. The competition. Technical details. Market details. Detail details. Regulations. Strengths. Compatibilities. Your head is stuffed. Crammed, just when – A customer comes to you. “I’ve got sixty seconds. Why should I buy from you?” You spent years...
We are pleased to partner with APAC CXO Forum to put together the 8th #PNMeetup in Noida. If you have a brilliant Enterprise Product and you just know that its the best out there, here is an opportunity for you showcase your product and get one hour of quality one-on-one time with the CIO community. In this one hour, you not only get a chance to showcase your product to the CIOs but also get one...
Whenever faced by dilemma over any issue pertaining to sales and marketing, I recall a famous quote by Ben Feldman, who is considered one of the best salespeople in world history. Don’t sell life insurance. Sell what life insurance can do. Just by following this one mantra, Ben was able to insurance policies more than worth USD 1.8 billion in his life! It would be unfair if I don’t mention Steve...
Indian product companies punch below their weight. Despite huge innovation and rising entrepreneurship, most Indian product companies are invisible on the global map. The reasons are many, but a big one is the lack of meaningful exits for companies that actually create value in their product markets. This paper focuses on a plan to address this gap. iSPIRT: M&A activity report may 2013 from...
I wish it was mathematical. But it isn’t. There are unlimited combinations when building a story. That’s what makes it so much fun to consume – you never know how the storyteller tells it… So instead of giving you tips in a bulleted format – let’s build a script together. What we know (or must know) before we start: This is for a 60 sec pitch video about a product called Glitch...
To position the product, you must first have clarity on the addressable market and its breakdown in terms of different industries or user communities (let’s call both of them as ‘verticals’ for simplicity). Then analyze which of them can benefit the most from your product, where your maximum contacts are, and which has the least competition. You can accordingly initiate preliminary sales efforts...
Most startups talk about product features and how they are better than their competition in terms of their offerings. They really don’t tell stories, however people remember stories for long and not the facts and figures. Most often than not, people say we are a startup, we don’t have paying customers and we do not have stories to communicate. The fact that they are developing a product itself is...
In 1991, the second Independence of India took place – there was an opening up of the economy that led, in its own tortuous Indian way, to the opening up of the minds of a section of the population. The educated middle class that had till then either left the country for greener pastures or taken up jobs in the government or with the few MNCs operating then started looking around at opportunities...
3 founders, 25 good listeners and a rainy Delhi afternoon. Topic: “Get to millions of visitors without spending money”. It was a perfect setting for sharing of experiences by those 3 doers (Ankur@Akosha, Rajat@Socialappshq, Pallav@Knowlarity) about their own experiences of getting users, when they started. Keeping in its tradition, Avinash and Nakul organized this month’s meet-up in the office of...
