Getting to PMF: B2B in Workforce and Upskilling with Rob Snyder
Notes and takeaways from our session.
Thank you for joining us for a great session with Rob Snyder on achieving PMF with B2B business models.
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Below are clips and the full video recording of the session, along with a list of takeaways for those who couldn’t make it.
We hope you can attend the next session, From Projections to Profits: Financial Modeling Essentials for Startups, on October 24, 2024.
Register: https://bit.ly/3N2b0e6
— Avalanche & ECMC EIF
Takeaways
Reframe your idea of demand and supply: Demand rules everything. Your job is to find it, you don’t create it or control it.
Demand is outside of our control. Demand is what a person is trying to achieve, and it causes supply to be relevant or not. When you find demand, customers will pull it out of your hands and deal with the flaws - you shouldn’t need to push and persuade.
Supply is within our control. This includes our product, marketing, messaging, and GTM activities.
Your job is not to convince someone to prioritize a new project but to identify which project on their to-do list to address.
The case study is your real MVP: Business is just a system to replicate case studies.
The client is the protagonist. The case study should review what they were trying to accomplish, why the project was a priority, what options they considered, and what success would look to them. Then, illustrate how they completed their project and what they did (this is the section your product can shine).
Use slides or spreadsheets to show what the client needed, what was done, the outcome, and the cost.
Sell to learn: Use your case study to guide discovery throughout the first sales call.
The call should be enjoyable for both the customer and the seller, feeling like you are on the same side of the table. It prevents you from lecturing the customer on your solution. Listen actively and use insights to tweak your case study or your product to address demand.
Key questions: What do you need to accomplish and why? What results are you looking for? What solutions are you evaluating? Is this case study what you want?
Serve customers to achieve what matters to them: It’s not about you or how you think the world should work.
Retention is the ultimate test for PMF, but it is a lagging indicator. Find leading indicators that are strong predictors of renewal. Look for the patterns.
Stay in touch and material referenced in the webinar:
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Deck shared during the presentation
Rob's Post on 'Milestones that matter on your $0-$1M ARR journey.'
Clips from the Session
From Zero to $1M: My Automation Journey
Transforming Sales: How We Increased Prices and Accelerated Growth
Unlocking Revenue: The Secret to Customer Retention
Unlocking Product-Market Fit: The Power of Case Studies
Upcoming sessions: Please sign up!
October 24, 2024 | From Projections to Profits: Financial Modeling Essentials for Startups
Experts: Eric Nelson and Chuxin Liang from Education Impact Fund, ECMC Group
Register: https://bit.ly/3N2b0e6
November 7, 2024 | Looking to the Exit? It’s Never Too Early to Know the Options
Expert: James Marciano, CEO and Founder of Tuck Advisors
Register: https://bit.ly/3N1Z788
November 21, 2024 | GTM Tools: Find and Respond to Public Sector RFPs and Education Institutions
Expert: Justin Wenig, co-founder of Coursedog
Register: https://bit.ly/3XGX3aD
December 5, 2024 | Metrics That Matter: Proving efficacy and implementing the right KPIs
Expert: Susan Cates, Managing Partner of Leeds Illuminate
Register: here