Category: Article Bank

(536 words – 4 min) A solution is a product or service that solves a problem.  A platform is a product or service that can

(593 words – 5 min) Buyers trade money for Value.  In B2B, value is measured in incremental profit.  Let me repeat: Value is Incremental Profit

(596 words – 5 min) The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to

(681 words – 6 min) There are only two ways to increase your revenue (and profit): win more customers and grow your current customers so

(413 words – 4 min) The first indication that you need a new pricing metric is you have customers who get massive amounts of value

(597 words – 5 min) A company or product without Product-Market Fit (PMF) is doomed to fail.  We probably all agree with that.  Products without

(347 words – 3 min) Daniel Kahneman, in his book Thinking Fast and Slow, described system 1 and system 2 thinking.  System 1 thinking is

(290 words – 2 min) Shoot me now!  A few days ago I was watching Shark Tank.  You know, porn for entrepreneurs.  One of the

(425 words – 4 min) Last week, we discussed the two ways you can grow revenue: win new customers, or grow your existing customers.  All

(319 words – 3 min) There are only two ways your company can grow.  Win new customers and get more money from your current customers.