The Tuesday Roundup
The Tuesday RoundupToday, I’ll be sharing some resources to help you match your customer, product, and pricing. Step one is understanding your customer and how they buy. This will require spending a lot of time with your potential customers, or by interviewing and surveying your existing customers. This is a good comprehensive guide by Teresa Torress on conducting great customer interviews to get the insights that you need. You can also get to the answer by studying which kinds of customers buy in the way that’s most in alignment with your product and price and track what their common characteristics are. “We want to build our products based on what people actually do. To uncover what people actually do, we need to collect specific stories about past behavior. We need to ask, “Tell me about the last time you watched streaming entertainment.” Not, “What do you typically watch?”” You may be wondering what it actually looks like in practice to have a high touch or low touch product. This article gives a pretty comprehensive guide to each model, including the sales process, customer service strategy, etc.
Lastly, you need to make sure pricing matches the customer and the product. Here are a few resources to determine your pricing: The Ultimate Guide to SaaS Pricing Models SaaS Pricing Strategies that Work 8 Principles to Guide Your SaaS Pricing Strategy If you want to discuss your specific customer, product, and pricing matchup, join the Let’s Build Community to connect directly with me and the HVL team. You’ll also gain insights from other founders in a similar stage. Join here today. |
Let's Build with Shegun Otulana
You can find Let's Build at shegun.substack.com.
The Tuesday Roundup Today, I’m sharing some resources to help you get started on bringing clarity to your team. I recommend reading Scaling People for a full picture of putting this all into practice with your team. Clarity on foundations is essential to success. Read this case study from leaders at Asana for more examples of the risk of lacking clarity. It contains some tips that will help you on your journey to achieve clarity across your team. If people don’t have true clarity around what...
Clarity Needed Recently, I was having a conversation with a leader of a company in my portfolio. It's a small team doing well in its early days but navigating some inflection points. We were discussing a key team member. She appreciated that he did good work on individual tasks, but she was concerned about some critical decisions he was making and the ideas he was putting forth. His ideas didn't align with her business direction and vision. The team member seemed very excited and couldn't...
The Tuesday Roundup Today I’m sharing more resources to help you make great decisions. Andy Grove, as I mentioned in the newsletter, is a great resource for leadership and decision making. Read his classic book on business leadership, High Output Management for insights on decision making, innovation, and business execution. It can be difficult to know how to put yourself in the “knowing what I now know” mindset. This article from HBR explains different ways to get yourself out of a biased...