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Kam's avatar

AE's often sell without ever identifying the pain or need of a prospect. Even if they do sign, these types of customers often churn. More time needs to be spent on discovery at the top of the funnel and more time needs to be spent on defining success criteria if a new logo lands.

Great post!

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Waqas Sheikh's avatar

Very clear and succinct framework. Lots of startups seem to be trying multiple quadrants together, thereby peanut buttering their focus and investment.

A good recent counter example is Brex, who made a clearer/harder pivot to optimize for higher ACV customers in the last year or so.

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