By Matt Ball ChannelCreator runs a lot of Go To Market clinics. In these clinics we speak with many start-up, growth and scale-up software companies that are engaged in outbound sales activities to their target market: We often ask the question ‘What is your ideal customer profile?’ (ICP for short), and more often than not we
How to Define the Ideal Customer Profile for B2B Software Read More »
By Matt Ball A channel is often seen as a ‘nice to have’ in the world of start-ups, and understandably so. There are numerous priorities, limited resources, not enough time, and an existential need to prove the concept and establish paying customers. However, many start-ups find themselves three or more years down the road with
What are the tools you need to start building a channel? Read More »
By Matt Ball If you work in a start-up then there’s probably a good reason for you choosing to do so. It may be that you have spotted a massive inefficiency in a market, a global issue that needs fixing to save the planet, you love the excitement and the thrill of working in a
By John Stoddart The most avoidable negative business activity you can find yourself sorting out is sales channel conflict. This is the time when various salesmen (or channels) start engaging with and selling to the same clients. It causes problems – the clients don’t understand why different parts of your organisation don’t seem to coordinate with
By John Stoddart A few months ago, my wife and I were watching a TV series about the food industry and how it has changed dramatically over the last thirty years. Integral to this programme was the way that the industry revolutionised its marketing and the way it updated its propositions. Since then, I’ve been mulling
Stealing the Best Business Ideas from other Industries Read More »
By John Stoddart Something mildly technical this time round. We’re going to talk about sacrifice costs, which are the incremental costs of delaying a decision to do something different. Typically, that would be the costs associated with delaying implementing a new IT system. Best explained by example. If, for example, a company were considering changing /
By John Stoddart Quite simply, the most important sale factor is volume. Volume of sales in unit and value terms. But there are other important factors and we’re looking at one of them here. Another important factor in the sales process is sales velocity. That is moving suspects to prospects to clients in the shortest
By Matt Ball Software companies build their products using agile, innovative software development methodologies, but this is often not reflected in their approach to business development. Here’s how to get the best from your first year go to market budget… First and foremost, go to market is about focus. Many businesses make the mistake in
Land & Expand: Maximising results from your year 1 go-to-market budget Read More »
