How can you grow 3x YOY selling compliance software?
This was the challenge we addressed in the CEO Mastermind just before my holiday.
During the mastermind, we explored a case study of a B2B SaaS company from Seattle in the cybersecurity compliance business.
The first thing you likely think about when you hear this is: “Tough sell – not a ‘sexy’ business at all, and heavily focused on endless details, checking off boxes, and mitigating risk.” Right?
Fact is – nothing of that is true.
Here’s the thing:
This is a compelling example of getting clear what business you are really in. And as the founder & CEO shared:
“What I realized when dealing with the problem is that this is a revenue issue. And if you want to build a business that has good growth and makes money, there’s nothing better than tying yourself to a company’s revenue in some way. Because when they look at all the Costs or Expenses, the thing that drives revenue is always worth more than any other expenditure at the organization.”
Their business started 2.5 years ago, and since then, it has grown 3x every single year, won over 150 enterprise customers, and employs well over 50 employees today.
Key take away: Too often, we’re too literal about the business we’re in, which holds us back.
🤔 – The problem? It stops us from seeing and addressing the real opportunity.
🤔 – What’s at stake? It leaves buckets of money on the table and slows everything down.
🤔 – The urgency? It undermines creating solid traction and drains your runway.
Some ideas to avoid this.
Ask these two questions:
👉 – What will go wrong when we take our solution away from our customers? Don’t stop – keep asking: What else?
👉 – What in this list will make them scream you give your back to them?
The question I want to leave you with to reflect upon:
How can you tie your business’s value prop to your prospect’s revenue potential?
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