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Slack, Dropbox or Zoom have applied specific strategies to win customers – tactics that resemble those of consumer companies rather than enterprise firms.
The go-to-market playbook for early-stage B2B founders:
Don’t compete head on with a category leading incumbent, create your own category. Category creation and becoming a “category king” allows new companies to bypass rivals and build in an uncontested space.
“The one who defines the category, wins the category. No one cares about your features. You have to talk about the larger problem that you're solving and how the world will be different if what you're doing works. Explain the change that you're bringing about in the world and why that's important.” This can be done through content, PR or community.
Is a period of internal struggles after the early enthusiasm of an MVP: “You try to sell your minimum viable product, encounter objections you hadn’t anticipated, race to code the new requirements (the new MVP), and repeat. The Wilderness Period can take two months, two years, or forever.”
Escaping the Wilderness Period requires clearly reverse-engineering your buyer and concisely answering the following questions about your product:
SaaS companies typically choose between two product pricing strategies:
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