IDEAS / POST In 1959, Volkswagen introduced the now-iconic Think Small campaign. While competitors focused on selling bigger cars with more features, Volkswagen leaned into simplicity, positioning the Beetle as the car that did exactly what people needed it to do, and did it well. In my experience, the lesson of VW (focus on a […]
Less Is Still More: A Lesson Startups Can’t Ignore Read More »
IDEAS / POST Noise is Only Part of The Problem AI is a confusing space, it’s true. And nowhere more so than in how founders build their AI business strategy. You’ve no doubt heard about the MIT study citing 95% of businesses that aren’t seeing ROI from their AI investment. The study reveals most businesses
The Business Strategy Buried in AI Consciousness Research Read More »
IDEAS / POST I went on Tracy Borresan’s Crazy Stupid Marketing Show to give her a bit of an insight into what a revenue architect does. I love doing shows like this, because it gives me an opportunity to unpack my story with a smart interviewer. More important, it enables me to gauge which part
What I Learned About What I Do from 60 Minutes on a Podcast Read More »
IDEAS / POST If you haven’t seen a product-led growth trap before, this experience share might help. I was looking at a fast-growing lighting company. Beautiful products, polished site, confident testimonials. Honestly? I felt a little insecure. High growth. Great design. Expanding markets. A team clearly proud of their work. And yet, I couldn’t shake
The Trap Great Products Fall Into – And How To Escape It Read More »
IDEAS / POST When it comes to growing a successful venture, psychology-first positioning beats methodology every time. That’s because your best clients buy a feeling – not a process. I’m working with a charity right now. Good, smart people doing important work. But their pitch, like virtually every charity pitch, focused on the steps they
Stop Trying to Impress Them. Start Meeting Them Where They Are. Read More »
IDEAS / POST Last week, I ran a workshop for financial advisors on standing out from the crowd. If you’re familiar with the machinations of this industry, standing out is a tall order. Big brands (with big brand guidelines) and strict regulations are the order of the day. Add a fairly commoditized offering, and you
Rising Above The Sea of Sameness Read More »
IDEAS / POST Why the Wrong Ideal Customer Profile Stalls Smart Founders The wrong ideal customer profile is the quiet killer of promising startups. A few days ago, I spoke with a founder building a genuinely promising product – a smart platform for people managing chronic health conditions. It’s timely, very much needed, and
You Won’t Build the Future if You Can’t Make the Cash Register Ring Read More »
IDEAS / POST There’s never been more advice available to founders – playbooks, podcasts, courses, an endless firehose of tactics. What’s missing isn’t more input. It’s a minimum viable roadmap: one small, clear next step that starts you moving in a new direction. So why do so many founders still feel stuck? Not from
You Don’t Need Another Playbook. You Need a Flashlight in the Fog. Read More »
IDEAS / POST Reframe thinking is what happens when you stop hitting a problem harder and start hitting it from a different angle. On that subject, we just held the inaugural Growth Thinking Roundtable, with special guest Bob Gilbreath – ex-P&G brand leader, serial entrepreneur with multiple exits, and investor. Bob was joined by
The $200M Reframe: When Growth Stalls, Stop Digging Deeper Read More »
IDEAS / POST Startup Speed describes how successful startups get things done… quickly, dispassionately, unburdened by ego. It feels familiar to Move Fast, Break Things but, in my opinion, is more productive, and less tech-bro-boastful. Startup Speed is exhilarating when you’re in the middle of it, but terrifying for anyone used to working in
Are You Ready To Move At Startup Speed? Read More »