Early-stage companies often cast too wide a net when defining their target customer base. They believe the more prospects, the better -- but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. There’s a high opportunity cost to chasing someone who won’t buy (or buys and quickly churns).
All the while, your competitors are entering the market and getting to large and enterprise clients more quickly than you.
I’ve now helped three early-stage tech companies go from zero revenue to cash-flow positive. Honing in on the most valuable accounts and customer stakeholders has ... Read More