“The way you structure your product could cause the trough of discontent, where the expectations of the product are misaligned to the reality.” Before you even think about the price point, ensure you have a deep understanding of the true value you deliver to the market, and how you can package your product to reflect…
At SaaStock last month, Cruxy’s Internationalisation Bootcamp seemed to strike a chord. Bridging the chasm between the desire to expand and the reality of making it a success is one of the biggest challenges a company can face. If this is where you’re at, read on. Strategy is the art of sacrifice –…
Last week our CEO, Carrie, and Senior Strategist Lily took to the stage at the first SaaStock Local to dissect common product market fit myths. These are the usual suspects for firms who think they have nailed product market fit, but in reality, they haven’t: Your sales team solves a different problem in every meeting When asked who you sell to, you…
When was the last time you killed a deal? The ‘lizard brain’ is the main source of resistance, rooted in our survival instincts. We shy away from killing things we believe in and seek comfort in numbers; the pipeline is no exception. The belief that you are busy and doing everything you can to grow your top-line…
The explosion of growth from Series A to B requires fuelling your top line through new revenue streams, new markets and experimentation with new commercial models. But it is natural to get distracted by endless strategic opportunities as you scale. 40% of CEOs claim their strategy has failed due to a breakdown in execution. There are two usual suspects: You are…
For many companies, 80% of business comes from 20% of clients. Conversion rates for tier 1 clients should reflect the time spent on each deal. Striking a balance between project value and time investment is critical. With the right focus, this is achievable. But beware the Danger Zone and the Risk Zone. The Risk…
Saying you ‘sell to financial services’ is a broad term. One firm could sell exclusively to quant hedge funds below £100m AUM. Another could sell to tier 1 banks with strong fixed income desks. These broad & generic terms lead to a lack of focus, intelligence & lead fintechs to treat everyone the same. This…
We asked participants at the LSE Elite Programme if just 80% of their execution was in line with their focus as a firm. No one raised their hand. Your one overarching goal, whether that’s a strategic acquisition, an IPO, or a £1bn valuation, should dictate every action you take. Losing focus in execution, such as…
Have you confused product-client fit with product-market fit? At Series A, true product-market fit must be proven. However, this is harder said than done. Many secure a few big wins & lull themselves into a false sense of security. Product-market fit & product-client fit are 2 different things. There are more than 350 major financial institutions in…
Opportunities to grow your revenue manifest in numerous ways. Once product-market-fit and serious market traction is achieved, extreme focus is required to determine the correct route to grow your sales with minimum opportunity. If you have ten hours to chop down a tree, spend 8 hours sharpening the axe. There are three ways to unpick…