Not every founder is a former sales rep.

But selling is HUGELY important for your company to succeed.

You sell to:

• Customers — current & prospective
• Employees — current & prospective
• Investors — current & prospective
• Your mom — jk. she loves you (and your company) no matter what.

How do you get good at selling if you haven’t done sales before?

Learn, practice, test, iterate. Repeat!

Here’s 5 awesome books about sales — with differing focus, style, and methodology — to get you started.

Get Better At Sales: 5 Books To Read Today

1. To Sell Is Human by Daniel Pink

• Easy to read, research-based, with a multitude of strategies and frameworks.
• Great overview and primer as you find your sales style.

2. The Challenger Sale by Matthew Dixon

• Required reading at Rigor where folks in their 20s were closing 6 figure deals with Fortune 500 companies.
• It challenges (of course) the notion that sales is all about relationships.
• Gives specific sales questions, process, and activities.

3. Unselling: Sell Less To Win More by Peter Bourke

• #1 free ebook about sales on Amazon
• Peter Bourke did a sales strategy session with the Renewals team at Salesforce that was magical
• If you’re worried about having a used-car-salesperson vibe, this one’s for you!
• Specifics on how to phrase things and be consultative up front

4. How To Win Friends And Influence People by Dale Carnegie

• Alternate title: “How To Be A Good Human”
• Really, a must-read for everyone.
• Not *technically* a sales book but if you think of sales as “transference of belief” this book is filled with specific strategies that move people to your perspective while feeling good about it
• Great summary

5. Never Split The Difference by Chris Voss

• The #1 book I wish I read at age 25. When I think back to salary or customer “negotiations” I’ve done…🤪😬😂🙃
• Tons of actionable advice when it comes to any kind of negotiation.
• Use cases for pricing, contracts, salaries with specifics on phrasing

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What other books have helped you sell? Any diverse or non-traditional author recommendations (this list is admittedly lacking!)??

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If you’ve been reading the O’Daily recently, you already know.

Building tech is NOT the first step to start tech company.

Wait. Whaaaaaa?

In fact, sometimes having strong tech skills can hurt you because it’s easy to over-build.  

(Unless you’re Seth Radman - follow his LinkedIn and newsletter for awesome content on how to build products customers love!)

So, what does work?

Step 1: Test authentic demand (resources & real world examples)

How painful is the problem?
Will people sign up?
Will they take follow up steps?

Step 2: Learn what to build

You know there’s a big market and significant pain
What actually solves the problem?
How do customers want this to work?

We’ve seen a lot of successful tech company start scrappy — without tech — and we follow this process ourselves in the Atlanta Ventures Studio.

Here are 4 specific, real world ways to hone your tech product without engineering resources or actual software!  

4 Ways To Test Your Tech Idea — Without Tech!

1. Community

Build a community of ideal customers through content and events. Get feedback on ideas, track trends, and understand pain points.

Salesloft tested 3 different product ideas within their sales community before landing on their sales engagement platform of today. Kyle Porter shares the story here.

2. Consult

Sell consulting or services that will later be automated via technology. Another way to think about it — fund your company through paid customer discovery!  

Unboxt knew exactly the product their customers wanted because they did in depth consulting work on the problem prior to launching.

AdPipe automated and scaled motion-first marketing — aka what the founders were doing manually for customers through their video production firm.

3. Manual

Do the work of a “product” manually on the backend. Use a form or simple front end as the customer interface.

Carpool Logistics started with a spreadsheet! It’s now a multi-app system for car transporters and dealerships.

4. Mockups

Create product mockups and get feedback. Walk through them with ideal customers. What would they change? What isn’t easy enough?

Iterate until they say, “THAT. I will pay you for THAT. And here’s my money.” 😁 🦄 🚀

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What other non-technical ways can you fine tune your product? Any early stories to share?

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Last week, we shared 5 resources to help you get started on your tech company.

What’s not on this list?

Building actual technology.

An O’Daily oversight? Nope!

The best tech companies start with super scrappy discovery and testing to find authentic demand.

The first step in your non-tech tech-building is answering questions like…

**How painful is the problem?
**Will people sign up?
**Will they take follow up steps?

We have run many authentic demand experiments in the Atlanta Ventures Studio including all of the ones listed below!  

Here are 7 specific tactics to test, validate, and learn before building tech.

7 Ways To Test Your Startup Idea

1. Customer Conversations

Have 20, 30, or 100 Mom Test conversations with your target user. Sounds obvious but don’t skimp on the quantity and detail.

Remember: no leading the witness!

2. Social Post

Post on social media. Does it go viral? What is the engagement or feedback? (Zinnia)

3. Sign Up Form

Create a “beta sign up” form and share via email or social channels. Track sign ups.

4. Survey

Send a survey (especially a follow up survey to your sign up form!). Do people engage? What do you learn from the feedback?

What people say they will do (or pay) is often different than reality. But the number of survey responses is very telling.

5. Simple Website & Ads

Launch a simple website. Spend $100-$500 on ads. Evaluate click thru rates. (Intown Golf Club)

Bonus: include a form to capture leads and further assess conversions.

6. Product Video

Hardware idea? Create a video showcasing your “product.” Share with your target audience to get their reaction. (Greenzie — and look where they are today!)

Animated or whiteboard explainer videos can also work for hardware, software, marketplaces, everything.

7. Consulting

Offer consulting or manual services to solve the problem. What is the willingness to pay from your target customer?

Up Next: Testing Product Ideas

Your authentic demand tests go well. 🎉🎉🎉

It’s time to start thinking about the actual product.

But — SPOILER ALERT — you can do this without building software!

Next week we’ll cover real life examples on how to fine tune your product without a single line of code.

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What are other real life ways to test an idea?? How did you know you had authentic demand even before you built a product??

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So you’re thinking about starting a tech company - AWESOME!!!!

Where the heck do you begin?

Spoiler alert — it’s not “find a CTO.”

Yes, you need engineers for a tech company!

But there are many steps to take before a single line of code is written.

Find a market. Validate the idea. Get customers to sign up.

Here are the top 5 resources and ideas I share with ambitious entrepreneurs who want to start a tech company!

1. Read The Mom Test 📖

• Learn how to do simple, accurate customer discovery
• Find real pain. Avoid leading questions!

2. Pick a BIG MARKET 🚀

• It’s hard to build a company no matter what, so might as well go big!
• Consider B2B Saas
• Thought-provoking posts on big markets: here, here, here, and here

3. Look for Authentic Demand

• Where are you being pulled?
• What problems will people pay you (right now) to solve?

4. Implement a Minimum Viable Testing Process 🧪

• Figure out what must be true for your idea to work
• Test the smallest, most specific part of that idea

5. Explore Language Market Fit

• Another no-cost way to figure out what resonates with future customers
• Skip the branding agency; DIY with a slide deck over Zoom or coffee

When do I build tech???

It feels slow to do thorough discovery and testing.

Especially when you are driven and love to go FAST (aka every entrepreneur).

Similar to endurance sports, a strong base is key for speed in the long run.

Go slow to go fast. Start small to build big. First-to-market (or first off the start line) isn’t necessary to win.

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What does it actually look like to test ideas?

Next week, I’ll share specific strategies used at Atlanta Ventures to launch businesses without building tech!

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What are other helpful resources to get started on a new business idea?? ⬇️

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It’s one of the most important questions in business.

“How do I get more end users to adopt our product?”

ESPECIALLY if you’re in B2B SaaS or another product where revenue ties to number of users.

It’s even more mission-critical when:

• the user is not the buyer (you sell to a sales manager but sales reps use the product, e.g. CRM)
• you’re B2B2C (you sell to a business who gets value when their customers use the product, e.g. healthcare platform)

Here are 3 steps to significantly increase product usage no matter how complex the adoption cycle.  

3 Steps To Improve User Adoption

1. Find a Champion.

Identify at least 1 person who is using the product decently well.

This can be an end user, a power user, a whole company — wherever you are seeking to improve the adoption rates.

#PROTIP
If you have 0 people using the product well…it may not be an adoption issue. 🙃 Look for a bigger problem to solve or better way to solve it!

2. Talk to your Champion.

Captain Obvious here. Ask this Champion a bunch of questions.

Let the Champion coach and educate you on how to improve adoption with other users.

Ideally in person or Zoom. You’ll miss non-verbal feedback and screen sharing via email or phone.

Example Discovery Questions

• Why do you use the tool?
• How are you using the tool?
• What are the benefits for you?
• Why do you use it but others don’t?  
• What would help others use it or adopt it?
• How or why do other folks in your office start using new technology?
• What technologies have they adopted well? Why? What was that process like?
• What objections have you heard from others?

What To Listen For

• How to explain the product so that users want to try it (aka Language Market Fit)
• How to use the product in a way that’s helpful
• How to train people effectively — bring doughnuts? video tutorials?
• Strategies, tips, unique insights, or unexpected use cases

#PROTIP
You likely have thoughts on how users should use your product. Know your own biases or hypotheses. Keep an open mind and follow The Mom Test.

3. Use the Champion’s advice to make more Champions.

The fun part!

Leveraging your Champion’s advice, recreate their success with other users.

Ideas-Into-Action Plan

1. Make a list of ideas to try per your Champion’s feedback.
2. Consider cost, bandwidth, and likelihood of success as you prioritize.
3. Test, test, test!  
4. Whatever works becomes part of the playbook.
5. Continue learning and tweaking.

Rinse and repeat forever!

Your Champions will be a valuable source of feedback for the life of your company.

#PROTIP
By engaging a Champion, they’ll naturally become an advocate and advisor. Don’t be surprised if they proactively offer to facilitate adoption strategies within their company!

Have you leveraged a Champion’s insights before? How did it go?

What user adoption strategies have you seen work well at early stages or with complex products???

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Healthy habits, no matter how small, are incredibly important when you’re in the trenches of building a startup.

You want to feel and perform your best over the long haul. Sleep, exercise, and eating healthy are critical aspects of well-being and performance.

But time is short! How do you balance health and a hectic schedule?

Here’s 5 easy, veggie-packed lunches you can make in 5 minutes or less.

I vouch for their deliciousness and speed, having eaten all of these myself over the past 15 years.

They are brown bag, ahem, reusable-lunch-bag friendly or great to whip up in your kitchen between meetings.

5 Fast, Healthy Lunches For Busy Startup Days

1. Spinach Salad

• Prewashed baby spinach leaves
• Dried cranberries (or other dried fruit)
• Sliced apples or pears
• Crumbly cheese (goat, feta, gorgonzola)
• Nuts (pecans, walnuts)
• Balsamic or fruit vinaigrette

It’s tasty.

It has vegetables, fruit, and nuts.

It takes 3 minutes to put these things in a bowl or Tupperware.

#PROTIP

I’ve used this reusable lunch bag for years and it’s amazing. You can pack 2 really big salads since the neoprene is stretchy. It’s easy to clean, somewhat insulating, and water resistant! (Just like a wetsuit. Neoprene FTW.)

2. Hummus, Pita, Veggies

• Whole wheat pita
• Easy-to-prep veggies (cucumbers, carrots, pepper slices, cherry tomatoes, green beans)
• Hummus. Duh.

#PROTIP

If you live in Atlanta, Aleppo Kitchen makes the most amazing hummus. Woman-refugee owned. Find them at your local farmer’s market!

3. Burrito Bowl

• Kale or spinach
• Brown rice or quinoa
• Black beans, pinto beans, kidney beans, chicken
• Tomatoes, chopped cabbage, frozen corn, olives, other random veggies
• Salsa, greek yogurt, avocado

Cook the grains ahead of time. Open a can of beans. Add veggies (corn, kale, cabbage). 2-3 minutes in the microwave. Top with cold stuff like salsa. Add cilantro or green onions if you have the luxury of 2 extra minutes.

#PROTIP

Keto or low-carb? Drop the grains. Focus on meat and veggies.

4. Asian Grain Bowl

• Kale, spinach, frozen stir fry veggies mix, broccoli, carrots
• Brown rice or quinoa
• Tofu, frozen shelled edamame, chicken, scrambled eggs
• Soy sauce, sesame oil, sriracha, teriyaki sauce
• Seaweed, avocado, sesame seeds

Notice a pattern? Grains + protein + vegetables + microwave + seasoning.

You caught me! Same thing with a few ingredient and flavor tweaks.

#PROTIP

Whole wheat couscous (found at Trader Joe’s) is a quick grain if you haven’t prepped ahead. Add couscous and boiling water to a bowl and cover it for 5 minutes.

5. Homemade Sandwich

• Whole wheat bread (like, actual whole wheat. If it doesn’t taste like whole wheat, it probably isn’t.)
• Mashed avocado, white beans, hard boiled eggs with lemon + salt (vegetarian)
• Grilled or roasted meats (omnivore)
• Hummus or mustard
• Sprouts, lettuce, tomato, cucumber, shredded veggies

Here’s the thing. Sandwiches can be healthy but you have to do it right.

Put some veggies on there. Sub hummus for mayo. Avoid deli meats (lots of salt and additives). No white bread.

#PROTIP

Sometimes local delis or coffee shops will have a delicious, healthy sandwich. Still trying to find that healthy chain sandwich shop...🙃

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Building a company is a marathon not a sprint. It’s important to stay healthy along the way — for yourself and for company performance!

Eating a healthy lunch means a happier, smarter, more energized self in the afternoon.

Multiplied by 5 days/wk over 5-10 years and the results are significant.

What are your favorite fast, healthy lunches?? Share your recipes or tips!

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Want more (realistic & practical!!!) tips for staying healthy while building?

• 5 Ways To Eat Healthy When You’re Building a Company
• 6 Tiny Healthy Habits No Matter How Busy You Are
• Why Gratitude Matters At Startups & What I’m Grateful For This Week

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You’re growing!

This means hiring more people which is exciting!

And also risky…

Hire the wrong people or don’t equip them properly and it could be a big setback.

I’ve onboarded hundreds of people in different roles at different stages and company size. There’s a few things I’ve seen work well whether you’re hiring 2 or 200 people per month.

Here are 4 strategies to scale your onboarding process, maintain a strong culture, and empower your people to do great work!

1. Same Day Start

This is going to sound obvious but it took me, like, 3 years to figure out.

Have new hires all start on the same day.

First Monday of the month. Or first and third Monday of the month. Whatever makes sense for your company.

Benefits of Same Day Start

• New hires befriend each other! A natural support network makes starting a new job more fun and less stressful.

• Onboarding gets WAY more efficient Example: HR only has to do 1 session every 2 weeks about benefits instead of a 30 minute one-off appointment for every hire.

• Less negotiating on start date. Can’t start on the 1st? Great, start on the 14th. The end.

• More cross-functional intermixing. New hires get to know people in other departments on day 1.

#PROTIP

Have a few days of general onboarding that applies to everyone (department overviews, HR items, product demos) before breaking out into job-specific training.

2. Discuss Core Values

Want people to really understand the company values and culture?

Have a specific session where you go through each value and explain what it means with examples.

Make sure to incorporate Core Values throughout onboarding so new hires know you “walk the walk.”

Examples of Core Values During Onboarding

• Give shout outs or prizes to new hires for embodying Core Values
• Mention Values in training sessions, explaining how a process or philosophy ties to a Core Value
• Distribute a Core Value cheat sheet
• Ask new hires about Core Values examples they’ve seen
• Align your onboarding with Core Values, e.g. do a service event to embody your Core Value about community.

#PROTIP

The CEO/Founder is the best person to lead the conversation about Core Values! Do it over lunch or breakfast to keep the schedule manageable.

3. Onboarding Buddies

There are some questions you can’t ask your manager.

You’re new and trying to make a good impression.

You don’t want to bother them.

You know they mentioned something but can’t quite remember.

ENTER: the onboarding buddy!

Ideal Onboarding Buddy

• on the same team, doing the same job
• likes helping others, friendly and kind
• at your company at least 6 months, ideally 12 or more

#PROTIP

Onboarding buddy is a great role for someone asking for more responsibility, who thinks they may want to be a people manager, or who you want to test out as a people manager.

4. Keep It Live

Yes, your Customer Success manager is going to give the same 60 minute training every 2 weeks.

It’s tempting to record it, say “Watch this video!” and — 🎉 tada 🎉 —most efficient onboarding ever!

Here’s what I’ve seen…prerecorded videos are fine in small doses, if you miss a session, or for specific tasks.

But a mostly-video onboarding is REALLY BORING.

Oh, and also, NOT AS EFFECTIVE.

You miss out on the most important part — the ad-hoc, human interaction where learning and connection happen!

Live Training Benefits

News hires can…

• Ask clarifying questions
• Get context from a subject matter expert
• Feel like they know the person leading the training. Great for rapport, future questions, and overall connection to the company.
• Hear “the scoop” - what’s buggy, changing soon, or causes customer frustration

#PROTIP

Trainings held via Zoom are okay! In-person is not always possible or preferred. Just don’t make someone watch too many recorded videos :)

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Onboarding is a critical part of company growth.

You’ll always be tweaking and learning but laying a strong foundation for culture, connection, and strong job performance is key!

What other tips or strategies have you seen work well to scale employee onboarding?

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I recently met with 2 incredibly talented recent college grads who were thinking about starting a company! YAAAAYYYY!!!!!!

They were in product-related roles at a larger tech startup getting great real world experience while brainstorming future business ideas.

We talked about a few consumer-focused products before we started on:

What would your current company pay for?

It’s a helpful question for thinking about:

• big markets
• must-have (paid for in a downturn) vs nice-to-have (first to go)
• B2B software platforms

**Remember: your business idea doesn’t need to be unique!

Why Business-to-Business (B2B) Is Awesome

Yes, there are great companies that sell tech or physical products to consumers. But it’s a highly-competitive, very-tight-margin road.

There’s a reason why so many investors focus on B2B. It’s a great business model.

Why Investors Love B2B & You Should Too:

• Companies have large budgets
• Businesses are not as fickle as consumers (I say this as a fickle consumer!)
• WAY more wiggle room with name, brand, user experience
• Retention is easier with companies (multiple decisions makers, inertia)
• Payback period on sales and marketing costs is favorable
• Profit margins are large and scalable

BONUS: Here’s a great clip from David Sacks on the All-In Podcast (one of my fave podcasts) explaining why he focuses on B2B SaaS.

B2B SaaS Discovery Questions

With the magic of B2B SaaS in mind, here are some questions to consider about your current company:

• What are major problems in your workflow?
• What would help your company make more money?
• What tools do you use but really dislike (because old, not helpful, incomplete)?
• What would your company spend money on even when making budget cuts?
• What is your company not spending on now but will be in 3-5 years?
• What would the founder be working on if they weren’t working on this?

HUGE OPPORTUNITY!!!!

With many tech companies doing layoffs, there’s a huge entrepreneurial opportunity!

Lots of people with extensive business experience are exploring new paths right now (voluntarily or with several months of severance).

If you’ve thought about starting something but haven’t come up with a compelling idea, analyzing company pain points or weak spots is a great first step.

Think: B2B!

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What are other great discovery questions for B2B SaaS ideas?

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Last Thursday, The Lola hosted an amazing event with over 75 women (not including the waitlist)!

What did these Atlanta women want to talk about???

Money, of course! 🤑💰💪

Led by the brilliant finance guru, Meredith Moore, with over two decades of financial planning experience, we talked about:

• Monthly Money Meetings
• 2023 Financial Planning Checklist
• Research on couples and money dynamics
• Commonly asked money questions

If you couldn’t make it, love finances, or are wondering what women talk about at a womxn’s community and co-working space, here’s the recap!

Meredith’s Awesome Ted Talk

➡️ Start here: The Right Way For Couples To Talk About Money

5 Things To Consider When Talking To Your Partner About Money:

• Contribution - including non-monetary items
• Transparency - be honest and avoid judgement
• Values - what matters to you and why
• Equality - partner with greater income, education, or age often holds the power
• Vision - identify long-term vision and work backwards

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“The most important thing we can do is normalize the conversation around money.”

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#1 Recommendation

**Schedule a Monthly Money Meeting.**

• Put it on the calendar.
• Invitees
• You + your partner
• You + pet/accountabil-a-buddy
• You
• [OPTIONAL] Bring wine. 😁

What To Cover:

• Update (or create) your balance sheet
• Review (or start tracking) expenses
• Discuss contribution, transparency, values, equality, vision
• Work through your 2023 Financial Checklist ⬇️

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“Engagement is more important than knowledge.”

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2023 Financial Checklist

1. Replenish emergency fund: 3 months personal living expenses, separate from business liquidity/expenses, 12 months for senior leaders ➡️ takes longer to find new role
2. Compile 1099, K1, W2s
3. Locate receipts from charitable donations
4. Update (or build) your balance sheet: financial dashboard, include accounts, debts, real estate, investments
5. Annual review with financial professional
6. Expense audit from last year: now your monthly living expenses, range from $4k/mo to $30k/mo, it’s a data point, no judgement!
7. Review (or create) estate planning documents: use a lawyer -- NOT online doc, one-time flat fee
8. Beneficiary audit on retirement accounts, life insurance, annuities
9. Confirm long-term savings strategy: most people underfund “mid-term savings”, don’t have everything in retirement and your house
10. Fund Roth IRA or Backdoor Roth IRA?
11. Business owners ➡️ SepIRA, profit sharing for 401k?
12. Check rewards points on credit cards

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“Get in the trenches and start looking at your own financials.”

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Research Shows…

• Partner with greater income, education, or age more likely to hold financial power
• When women are breadwinners, larger % of discretionary $ towards housework and kids
• Whoever does more housework = less financial power

Women + Money

• You don’t have to know it all to get started!
• Money is a shared responsibility.
• Whether you are a breadwinner or primary caretaker, MBA or no college education, you are capable and deserving of financial empowerment.
• Many women come to Meredith after being widowed or divorced who had little to no involvement with finances. It’s harder this way.
• It’s never too late to start learning and getting involved. (See “Monthly Money Meeting” above.)
• Best first task? Put together a balance sheet.

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“Understanding money gives you options.”

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Word of the Day: Work Optional

• Paradigm is shifting. Pure retirement is rare.
• Know your average monthly expenses for realistic picture
• Entrepreneurs planning an exit ➡️ what is your “work optional” amount?
• Create other streams of revenue
• More execs shift to board positions, consulting, or coaching than retirement

Q&A: What should I do about my parents’ finances?

• Set up a meeting to discuss
• Use a facilitator if needed
• Topics: retirement accounts/pensions, long term care insurance, estate planning, balance sheet (accounts, debts, financial items)

Q&A: How do I combine finances with my partner?

• Set up a Monthly Money Meeting
• Watch: The Right Way For Couples To Talk About Money
• Avoid judgement
• Discuss: Contribution, Transparency, Values, Equality, Vision
• Set out tasks and agenda items

Q&A: What’s the biggest mistake business owners make?

• Not enough liquidity
• Everything is tied up in the business or real estate
• Take those golden eggs and put it in other assets

Thank you, friends!

Thank you, Meredith, for the amazing content and sharing your wisdom.

Thank you, Eileen Lee, founder of the Lola, who brought us together and hosted.

Thank you, Sweetgreen, for sponsoring the delicious salads. (See? It IS possible to eat healthy while building! 😉)

Thank you, Monica Hooks, Suna Lumeh, Margaret Weniger, Anastasia Simon, Kristin Slink, Tammy Napier, and Jacey Cadet for moderating small group discussion!

It was an honor and a joy to work with amazing women to provide value for amazing women.

Let’s keep this money conversation going!

What is the best financial advice you’ve gotten? Any 2023 financial checklist items to add?

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Have you ever had an idea and then said, “Oh, someone else is already doing that”??

Have you been trying to find a BRAND NEW idea to start a company???

Here’s the dirty secret:

In big markets, there will (almost always) be multiple (billion dollar) winners.

and also…

Competition isn’t scary. It validates the market and demand.

Does this mean that you should create an online bookstore today? Nah, Amazon probably has that covered.

But if you love the carbon tracking or solar space, don’t be scared off by other companies who have gotten funding or have an early product!

Don’t I Need To Create The Category?

• Yes, there are first-mover advantages. You’re the thought leader. You can capture a large market share if you do it right.
• Being “first” is also expensive. You can spend tons on educating or creating the market, fighting policy battles, and product development since you’re starting from scratch.
• As a “fast-follow” or a “different-angle-within-a-hot-market,” you can skip some of the expensive learnings and nail execution.
• Thousands of large, successful companies have been built and only 3 of them are from Steve Jobs and Elon Musk 😂 You don’t have to be a once-in-a-life-time super genius to build something great.

How Does Competition Help Me?

• Your competition’s marketing efforts raise awareness for your industry.
• You can learn from their marketing, product, and pricing iterations.
• Companies start adding budget line items for solutions like yours.

What To Focus On

• Big Markets
• What will be a trillion dollar market in 3-5 years?
• What problems do these consumers or businesses have?
• Execution
• Not all companies in big markets make it. The idea is only the beginning.
• Be the best at solving your customers’ problems.
• Have an amazing culture for your team and customers.
• Differentiation
• What can you be the best at within your space?
• Can you serve a certain business size, industry, or problem better than anyone?

Examples

Not convinced? These are “mature” markets now that had many players early on. The companies listed are doing $100M+ revenue per year or (much, much) more.  

• Rideshare: Lyft, Uber
• Marketing Automation: Pardot, Marketo, Eloqua, Hubspot
• Sales Engagement: Salesloft, Outreach
• Email Marketing: Mailchimp, Exact Target, Constant Contact

Does Everyone Agree?

Want to hear a slightly different take from a super smart, successful founder?

Check out Dave Payne’s post on What’s Your Earned Secret? and some of Neighborhood Studio’s industry deep dives.

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tl;dr - Does your startup idea need to be wildly unique? NO!

Find a big market. Solve customer problems. Take over the world! 🚀🦄 🌎

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