The art of differentiation and communicating meaningful value
How to create defensible differentiation? It’s one of the most valuable questions to answer for a SaaS founder. Here’s why: If your product is hard to copy: You have a market access advantage over alternative solutions You have a resource advantage over alternative solutions You have a price advantage over alternative…
Far too often, we’re just capturing demand rather than creating it. That’s OK when the market conditions are favorable, but you’ll be the first to get harmed when the market isn’t favorable. That doesn’t have to be. And that’s exactly why I wrote this essay. To dig into the question: How to…
When you run a SaaS business, you know its ins and outs; you also know how the products and services you offer can benefit the lives of your customers. However, just because you and your team are intimately in tune with these benefits doesn’t mean your prospects or even customers will understand them.…
Let’s not talk around the subject: Most SaaS demos slow down… or kill your deal… Why do I say this? Because after decades af monitoring these critical ingredients of the software sales process, here’s what I (sadly enough) keep seeing: We take ‘product demonstration’ too literal ….hence we show menus, setup,…
When you stand out in a market, it doesn’t necessarily mean you’ll get the deal. But that said, you’re a lot closer to achieving that when you do. But there can still be a bridge to cross between being very relevant and ‘the obvious choice’ in the buying process. And…
One of the biggest problems I see B2B SaaS companies struggle with is the wrong debates about their pricing. The value delivered is often entirely out of sync with the charged price. And with that, the bulk of SaaS companies leave money on the table. In this blog I address the challenge: how to…
You start with a big idea, something that will create a shift in value in the market. And you create a product that once customers see in action, they can’t imagine a life without. The typical reaction you get: “I’d never even imagined this was possible – let alone thinking there…
SaaS Product differentiation is the characteristic or characteristics that make your product stand out to your ideal customer in a way that’s so valuable that they’d happily pay a premium.
A question I often get is: How do you segment a market in B2B SaaS? The answer is in narrowing down – getting laser-specific across five layers. The magic is not in picking ‘the right layer’ but in how you blend them as a cocktail.
In this blog, I am going to dig deeper into some of the underlying factors that have a leverage effect on helping to create ‘enough’ traction and beat the benchmarks.