🔆  “Is this sellable at this point?”

🔆  “Is this sellable at this point?”

One quote from my interview earlier this week with Kirk Marple, CEO of Unstruk Data, represents a valuable lesson worth reflecting upon – for all of us:

“𝘞𝘦’𝘷𝘦 𝘥𝘰𝘯𝘦 𝘢 𝘭𝘰𝘵 𝘰𝘧 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳 𝘥𝘪𝘴𝘤𝘰𝘷𝘦𝘳𝘺 𝘣𝘦𝘧𝘰𝘳𝘦 𝘴𝘵𝘢𝘳𝘵𝘪𝘯𝘨 𝘵𝘩𝘦 𝘤𝘰𝘮𝘱𝘢𝘯𝘺. 𝘐 𝘸𝘢𝘴 𝘵𝘩𝘦 𝘊𝘛𝘖 𝘰𝘧 𝘢 𝘤𝘰𝘮𝘱𝘢𝘯𝘺 𝘱𝘳𝘰𝘵𝘰𝘵𝘺𝘱𝘪𝘯𝘨 𝘢 𝘱𝘳𝘰𝘥𝘶𝘤𝘵 𝘪𝘯 𝘵𝘩𝘪𝘴 𝘴𝘱𝘢𝘤𝘦. 𝘈𝘯𝘥 𝘴𝘰 𝘸𝘦 𝘩𝘢𝘥 𝘢 𝘭𝘰𝘵 𝘰𝘧 𝘨𝘰𝘰𝘥 𝘤𝘰𝘯𝘷𝘦𝘳𝘴𝘢𝘵𝘪𝘰𝘯𝘴 𝘵𝘩𝘢𝘵 𝘷𝘢𝘭𝘪𝘥𝘢𝘵𝘦𝘥 𝘮𝘢𝘯𝘺 𝘰𝘧 𝘮𝘺 𝘪𝘥𝘦𝘢𝘴 𝘢𝘴 𝘸𝘦𝘭𝘭. 𝘈𝘯𝘥 𝘴𝘰 𝘸𝘦 𝘸𝘦𝘯𝘵 𝘪𝘯𝘵𝘰 𝘪𝘵 𝘱𝘳𝘦𝘵𝘵𝘺 𝘰𝘱𝘪𝘯𝘪𝘰𝘯𝘢𝘵𝘦𝘥.

𝘈𝘳𝘰𝘶𝘯𝘥 𝘖𝘤𝘵𝘰𝘣𝘦𝘳 𝘭𝘢𝘴𝘵 𝘺𝘦𝘢𝘳, 𝘸𝘦 𝘸𝘦𝘳𝘦 𝘢𝘣𝘰𝘶𝘵 𝘴𝘪𝘹 𝘰𝘳 𝘴𝘦𝘷𝘦𝘯 𝘮𝘰𝘯𝘵𝘩𝘴 𝘪𝘯 𝘢𝘯𝘥 𝘩𝘢𝘥 𝘢 𝘧𝘶𝘯𝘤𝘵𝘪𝘰𝘯𝘢𝘭 𝘱𝘳𝘰𝘥𝘶𝘤𝘵. 𝘚𝘰 𝘸𝘦 𝘸𝘦𝘳𝘦 𝘭𝘪𝘬𝘦, ‘𝘞𝘦𝘭𝘭, 𝘪𝘴 𝘵𝘩𝘪𝘴 𝘴𝘦𝘭𝘭𝘢𝘣𝘭𝘦 𝘢𝘵 𝘵𝘩𝘪𝘴 𝘱𝘰𝘪𝘯𝘵?’ 𝘚𝘰 𝘸𝘦 𝘴𝘵𝘢𝘳𝘵𝘦𝘥 𝘥𝘰𝘪𝘯𝘨 𝘴𝘰𝘮𝘦 𝘦𝘷𝘦𝘯𝘵 𝘮𝘢𝘳𝘬𝘦𝘵𝘪𝘯𝘨. 𝘈𝘯𝘥 𝘱𝘦𝘰𝘱𝘭𝘦 𝘨𝘰𝘵 𝘪𝘵, 𝘣𝘶𝘵 𝘪𝘵 𝘫𝘶𝘴𝘵 𝘸𝘢𝘴𝘯’𝘵 𝘵𝘩𝘦𝘳𝘦.

𝘛𝘩𝘦𝘳𝘦 𝘸𝘢𝘴𝘯’𝘵 𝘦𝘯𝘰𝘶𝘨𝘩 𝘮𝘦𝘢𝘵 𝘰𝘯 𝘵𝘩𝘦 𝘣𝘰𝘯𝘦 𝘺𝘦𝘵. 𝘞𝘦 𝘯𝘦𝘦𝘥𝘦𝘥 𝘵𝘰 𝘥𝘰 𝘢 𝘭𝘰𝘵 𝘮𝘰𝘳𝘦, 𝘢𝘯𝘥 𝘪𝘵 𝘸𝘢𝘴 𝘢𝘣𝘰𝘶𝘵 𝘸𝘩𝘢𝘵 𝘮𝘢𝘵𝘵𝘦𝘳𝘦𝘥 𝘵𝘰 𝘵𝘩𝘦 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳. 𝘚𝘰 𝘸𝘦 𝘳𝘦𝘢𝘭𝘪𝘻𝘦𝘥 𝘸𝘦 𝘩𝘢𝘥 𝘵𝘰 𝘤𝘭𝘰𝘴𝘦 𝘵𝘩𝘢𝘵 𝘭𝘢𝘴𝘵 𝘮𝘪𝘭𝘦 𝘵𝘰 𝘮𝘢𝘬𝘦 𝘪𝘵 𝘤𝘰𝘮𝘱𝘦𝘭𝘭𝘪𝘯𝘨 𝘧𝘰𝘳 𝘵𝘩𝘦𝘮.”

𝗛𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝘁𝗵𝗶𝗻𝗴

To get customers that will turn into fans needs more than table stakes and solving the gaps around the things they expect. Instead, it’s about creating the peaks around the things that matter to them.

And so, for Kirk’s team, that meant focusing on closing the last mile.

It’s a typical trait Remarkable Software companies master. First, they focus on the essence, and then they create new value possibilities that are both valuable and desirable.

Exactly that last part drives traction…

𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝗳𝗼𝗿 𝘆𝗼𝘂 𝘁𝗼 𝗿𝗲𝗳𝗹𝗲𝗰𝘁 𝘂𝗽𝗼𝗻

Looking at your next launch: Is it sellable at this point?  Have you closed that last mile to make it compelling for them?

 

Here’s the link to the full episode: (His quote is around the 16.15 mark)

Be Remarkable – be different.
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