๐Ÿ”† “How can our solution support the uniqueness of our customers?”

๐Ÿ”† “How can our solution support the uniqueness of our customers?”

One quote from my interview earlier this week with Justin Beals, CEO of Strike Graph, represents a valuable lesson worth reflecting upon – for all of us:

“๐˜›๐˜ฉ๐˜ฆ ๐˜ต๐˜ฉ๐˜ช๐˜ฏ๐˜จ ๐˜ต๐˜ฉ๐˜ข๐˜ต ๐˜ ๐˜ญ๐˜ช๐˜ฌ๐˜ฆ ๐˜ต๐˜ฐ ๐˜ด๐˜ต๐˜ข๐˜ณ๐˜ต ๐˜ธ๐˜ช๐˜ต๐˜ฉ ๐˜ข๐˜ด ๐˜ธ๐˜ฆ’๐˜ณ๐˜ฆ ๐˜ฅ๐˜ฆ๐˜ท๐˜ฆ๐˜ญ๐˜ฐ๐˜ฑ๐˜ช๐˜ฏ๐˜จ ๐˜ข ๐˜ฑ๐˜ณ๐˜ฐ๐˜ฅ๐˜ถ๐˜ค๐˜ต ๐˜ช๐˜ด: ๐˜ž๐˜ฉ๐˜ข๐˜ต ๐˜ช๐˜ด ๐˜ต๐˜ฉ๐˜ฆ ๐˜ช๐˜ฏ๐˜ง๐˜ฐ๐˜ณ๐˜ฎ๐˜ข๐˜ต๐˜ช๐˜ฐ๐˜ฏ ๐˜ฎ๐˜ฐ๐˜ฅ๐˜ฆ๐˜ญ ๐˜ธ๐˜ฆ’๐˜ณ๐˜ฆ ๐˜ฅ๐˜ฆ๐˜ข๐˜ญ๐˜ช๐˜ฏ๐˜จ ๐˜ธ๐˜ช๐˜ต๐˜ฉ? ๐˜๐˜ง ๐˜บ๐˜ฐ๐˜ถ ๐˜ฉ๐˜ข๐˜ท๐˜ฆ ๐˜ข ๐˜จ๐˜ฐ๐˜ฐ๐˜ฅ ๐˜ค๐˜ฐ๐˜ณ๐˜ฆ ๐˜ช๐˜ฏ๐˜ง๐˜ฐ๐˜ณ๐˜ฎ๐˜ข๐˜ต๐˜ช๐˜ฐ๐˜ฏ ๐˜ฎ๐˜ฐ๐˜ฅ๐˜ฆ๐˜ญ, ๐˜บ๐˜ฐ๐˜ถ ๐˜ค๐˜ข๐˜ฏ ๐˜ฃ๐˜ถ๐˜ช๐˜ญ๐˜ฅ ๐˜ง๐˜ฆ๐˜ข๐˜ต๐˜ถ๐˜ณ๐˜ฆ๐˜ด ๐˜ข๐˜ณ๐˜ฐ๐˜ถ๐˜ฏ๐˜ฅ ๐˜ต๐˜ฉ๐˜ข๐˜ต ๐˜ช๐˜ฏ๐˜ง๐˜ฐ๐˜ณ๐˜ฎ๐˜ข๐˜ต๐˜ช๐˜ฐ๐˜ฏ ๐˜ฎ๐˜ฐ๐˜ฅ๐˜ฆ๐˜ญ ๐˜ต๐˜ฉ๐˜ข๐˜ต ๐˜ข๐˜ญ๐˜ญ๐˜ฐ๐˜ธ ๐˜ฆ๐˜ท๐˜ฆ๐˜ณ๐˜บ๐˜ฐ๐˜ฏ๐˜ฆ ๐˜ต๐˜ฐ ๐˜ฆ๐˜ฏ๐˜จ๐˜ข๐˜จ๐˜ฆ ๐˜ช๐˜ต ๐˜ฆ๐˜ง๐˜ง๐˜ฆ๐˜ค๐˜ต๐˜ช๐˜ท๐˜ฆ๐˜ญ๐˜บ. ๐˜ ๐˜ณ๐˜ฆ๐˜ข๐˜ญ๐˜ช๐˜ป๐˜ฆ๐˜ฅ ๐˜ต๐˜ฉ๐˜ข๐˜ต ๐˜ข ๐˜ค๐˜ฐ๐˜ถ๐˜ฑ๐˜ญ๐˜ฆ ๐˜ฐ๐˜ง ๐˜ต๐˜ฉ๐˜ช๐˜ฏ๐˜จ๐˜ด ๐˜ซ๐˜ถ๐˜ด๐˜ต ๐˜ด๐˜ฆ๐˜ฆ๐˜ฎ๐˜ฆ๐˜ฅ ๐˜ต๐˜ฐ ๐˜ฃ๐˜ฆ ๐˜ต๐˜ณ๐˜ถ๐˜ฆ. ๐˜๐˜ช๐˜ณ๐˜ด๐˜ต, ๐˜ฆ๐˜ท๐˜ฆ๐˜ณ๐˜บ ๐˜ค๐˜ฐ๐˜ฎ๐˜ฑ๐˜ข๐˜ฏ๐˜บ ๐˜ช๐˜ด ๐˜ถ๐˜ฏ๐˜ช๐˜ฒ๐˜ถ๐˜ฆ, ๐˜ข๐˜ฏ๐˜ฅ ๐˜ช๐˜ต๐˜ด ๐˜ด๐˜ฆ๐˜ค๐˜ถ๐˜ณ๐˜ช๐˜ต๐˜บ ๐˜ฑ๐˜ฐ๐˜ด๐˜ต๐˜ถ๐˜ณ๐˜ฆ ๐˜ช๐˜ด ๐˜ถ๐˜ฏ๐˜ช๐˜ฒ๐˜ถ๐˜ฆ. ๐˜ˆ๐˜ฏ๐˜ฅ ๐˜ต๐˜ฉ๐˜ฆ ๐˜ด๐˜ต๐˜ข๐˜ฏ๐˜ฅ๐˜ข๐˜ณ๐˜ฅ๐˜ด ๐˜ข๐˜ณ๐˜ฆ ๐˜ฅ๐˜ฆ๐˜ด๐˜ช๐˜จ๐˜ฏ๐˜ฆ๐˜ฅ ๐˜ต๐˜ฐ ๐˜ด๐˜ถ๐˜ฑ๐˜ฑ๐˜ฐ๐˜ณ๐˜ต ๐˜ต๐˜ฉ๐˜ข๐˜ต ๐˜ถ๐˜ฏ๐˜ช๐˜ฒ๐˜ถ๐˜ฆ๐˜ฏ๐˜ฆ๐˜ด๐˜ด.”

๐—›๐—ฒ๐—ฟ๐—ฒ’๐˜€ ๐˜๐—ต๐—ฒ ๐˜๐—ต๐—ถ๐—ป๐—ด

Asking this question informed their design approach and enabled them to create a shift in value. Not by creating a solution that meets all the security standards (the obvious route). No, this allowed them to create one that supports the uniqueness of their customer and what that means for the specific security standards that matter to their business.

๐—ง๐—ต๐—ถ๐—ป๐—ธ ๐—ฎ๐—ฏ๐—ผ๐˜‚๐˜ ๐˜๐—ต๐—ฎ๐˜…

It seems a small difference at the surface, but it’s a massive difference from a value perspective. Here are just two examples:

1- “๐˜ฐ๐˜ถ๐˜ณ ๐˜ค๐˜ถ๐˜ด๐˜ต๐˜ฐ๐˜ฎ๐˜ฆ๐˜ณ๐˜ด ๐˜ค๐˜ฐ๐˜ถ๐˜ญ๐˜ฅ ๐˜ฅ๐˜ฆ๐˜ด๐˜ช๐˜จ๐˜ฏ ๐˜ต๐˜ฉ๐˜ฆ๐˜ช๐˜ณ ๐˜ด๐˜ฆ๐˜ค๐˜ถ๐˜ณ๐˜ช๐˜ต๐˜บ ๐˜ฑ๐˜ฐ๐˜ด๐˜ต๐˜ถ๐˜ณ๐˜ฆ ๐˜ข๐˜ฏ๐˜ฅ ๐˜จ๐˜ฆ๐˜ต ๐˜ช๐˜ฏ๐˜ต๐˜ฐ ๐˜ข๐˜ฏ ๐˜ข๐˜ถ๐˜ฅ๐˜ช๐˜ต ๐˜ธ๐˜ช๐˜ต๐˜ฉ๐˜ฐ๐˜ถ๐˜ต ๐˜ข ๐˜ญ๐˜ฐ๐˜ต ๐˜ฐ๐˜ง ๐˜ค๐˜ฐ๐˜ฏ๐˜ด๐˜ถ๐˜ญ๐˜ต๐˜ช๐˜ฏ๐˜จ.”

2 – “๐˜๐˜ต ๐˜ต๐˜บ๐˜ฑ๐˜ช๐˜ค๐˜ข๐˜ญ๐˜ญ๐˜บ ๐˜ต๐˜ข๐˜ฌ๐˜ฆ๐˜ด 9 ๐˜ฎ๐˜ฐ๐˜ฏ๐˜ต๐˜ฉ๐˜ด ๐˜ต๐˜ฐ ๐˜จ๐˜ฆ๐˜ต ๐˜ต๐˜ฉ๐˜ณ๐˜ฐ๐˜ถ๐˜จ๐˜ฉ ๐˜ข ๐˜š๐˜–๐˜Š2, ๐˜ข๐˜ฏ๐˜ฅ ๐˜ธ๐˜ฆ ๐˜ต๐˜ฐ๐˜ฐ๐˜ฌ ๐˜ช๐˜ต ๐˜ฅ๐˜ฐ๐˜ธ๐˜ฏ ๐˜ต๐˜ฐ 30 ๐˜ฅ๐˜ข๐˜บ๐˜ด ๐˜ธ๐˜ช๐˜ต๐˜ฉ ๐˜ฐ๐˜ถ๐˜ณ ๐˜ง๐˜ช๐˜ณ๐˜ด๐˜ต ๐˜ฑ๐˜ช๐˜ญ๐˜ฐ๐˜ต ๐˜ค๐˜ถ๐˜ด๐˜ต๐˜ฐ๐˜ฎ๐˜ฆ๐˜ณ.”

What a difference asking the right question can make…

๐—ค๐˜‚๐—ฒ๐˜€๐˜๐—ถ๐—ผ๐—ป ๐—ณ๐—ผ๐—ฟ ๐˜†๐—ผ๐˜‚ ๐˜๐—ผ ๐—ฟ๐—ฒ๐—ณ๐—น๐—ฒ๐—ฐ๐˜ ๐˜‚๐—ฝ๐—ผ๐—ป

How does your SaaS solution support the uniqueness of your customers? What can you change tomorrow [on your roadmap/marketing/sales] to take that perspective?

 

Here’s the link to the full episode: https://lnkd.in/dVJUnkzg (His quote is around the 14.45 mark)

 

Be Remarkable


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