“We believe we should build product X to solve problem Y for market Z.”
- Entrepeneur
Entrepreneurs often struggle to clarify their market. Dig deeper to understand if market Z actually needs product X. Widen your perspective to understand if market Z is the only market that needs product X.
We help you create an outreach plan to engage with relevant customers to understand the opportunity set.
“This is what we envision product X to look like”
- Entrepeneur
What is the minimum wireframe experience we need to build to accurately demonstrate the core value proposition such that customers can confirm the problem is solved?
We help you establish a communication culture & taxonomy mindset to effectively describe your product.
“I can see myself purchasing and using product X.”
- Customer
Can a customer commit to buying the wireframe as-is if it was built out?
We help you simplify early commercialization conversations.
“An ideal product X would also have features A, B, and C”.
- Customer
Understand your total addressable market (TAM), serviceable addressable market (SAM), and serviceable obtainable market (SOM) if you only build X, or if you add A, B, and C.
We help you size your opportunity matrix.
Focus on the most relevant people and understand their vertical & horizontal dependencies.
People make decisions based on what they can see. Create a mockup concept that is crystal clear.
Are customers delighted enough to purchase product X as described?
How large is the opportunity matrix?
“Problem Y is a critical piece of my business workflow. I'd love to buy Product X and work with you to improve its capabilities.”
- Lighthouse Customer
Lighthouse customers are thought leaders within their industry markets who are rarely early or late to new opportunities. Their top-of-mind challenges are reflective of their industry’s current and future challenges. Lighthouse customer feedback loops will shape your entry potential into new markets.
We help you classify your customer groups between happy customers and lighthouse customers.
“These are the launch features that product X must have at minimum for me to buy it.”
- Lighthouse Customer
The lift required to meet feature requirements often adheres to the 80-20 rule. Organizations frequently waste time and resources working through issues that weren't really blocking factors at all. Own your conversation with your customers to lower your hurdle to delivering value.
We help you become an expert business problem negotiator.
“This is how we are going to build our product.”
- Entrepeneur
Your team should have the skills and capital to produce or contract the creation of a working MVP. However, the building process will rarely ever go according to plan! A leader should be well prepared to pivot around unexpected challenges.
We help you set realistic goals, plan resource burn, and navigate risks with our advisors, consultants, and partners.
“This is how we are going to market.”
- Entrepeneur
Some of your founding team should have inroads with key industries to open conversations with target customers. They should be able to manage expectations that match your product's capabilities and "problem-agitate-solve" in every conversation.
We help you identify business development objectives to hire for and establish a presence strategy across conferences and public events.
Many customers buy your products and walk away happy. Lighthouse customers will help you enter new markets entirely.
People buy products based on real needs. Demonstrate your ability to address actual needs in a fast and frictionless manner.
Does your team have what it takes to create the MVP? Bring in the right resources and talent.
Does your team have what it takes to sell and support the MVP? Manage risk effectively.
“We build exactly what our customers want.”
- Entrepeneur
They want it, you build it, they buy it. Easy right?
Custom solutions can keep the lights on but they are rarely an effective method of market participation. For growth businesses, custom work is understood to be proof-of-concept leading to recurring engagements, not a primary driver.
We help you position custom engagements with purpose.
“We can't do this because it costs too much.”
- Entrepreneur
Syndication generates value through replication. By reusing components across a variety of product sets, your realized economies of scale allow you to offer more competitive unit pricing. Syndication is a popular method to overcome financial feasibility challenges.
We help you plan syndication from the ground up.
“We can't invest in growth because we don't know how much we're earning next quarter.”
- Entrepreneur
Subscription generates value through recurrence. By creating a product that customers experience value with continuously, you can lower the barrier to entry and focus on lifetime value. Subscription is a popular method to widen the upper sales funnel to achieve revenue predictability.
We help you structure engagement points to be valuable and sticky.
“Growth, efficiency, predictability. I want to be the master of my destiny.”
- Entrepreneur
X-as-a-Service generates value through scalable lightweight interactions. Instead of selling products to be owned, deployed, and maintained, you provide customers a lightweight interaction, usually an API or web portal, that behaves as if the client has built the solution. Fees are generally priced by volume or usage tiers. Not for the faint of heart, this is the most challenging strategy to pursue but often the most rewarding.
We help you frame your service interactions.
The easiest thing to do is to build exactly what your early customers want. Resist that urge.
Leverage what you've already done in multiple places to increase your ROI.
Increase engagement, lower barriers to entry, and increase stickiness.
Are you ready to pioneer the forefront?
“Last time we built it and they came... but this time that didn't work.”
- Vertical Leader
Do you find yourself not having the right information to make decisions easily? Do you understand the levers to your product performance KPIs? Do you detect product downtime before your clients do?
We help plan your telemetry strategy to enable bias for action.
“We’re trying to move faster but it’s not working.”
- Vertical Leader
Do you spend too much time on manual tasks? Do you have BI/QA visibility for your live products? Do you have issues with your ingestion, collaboration, communication, productivity, or delivery tools?
We help leverage software and services to help you refocus on what you do best.
“Our clients aren’t happy with our service.”
- Vertical Leader
Are your servers falling over and you don’t know why? Are your products resilient enough to meet your customer's requirements?
We help achieve high availability, autoscaling, cybersecurity, and SLA objectives with our technology partners.
“We launched successfully to our lighthouse customers but we've hit a wall.”
- Vertical Leader
Many new initiatives are birthed by exploring the whitespaces between what exists and what your lighthouse customers are vying for.
Founders are great at getting ideas off the ground.
Few SMBs are able to maintain their innovative momentum.
We help you build your process, culture, and mindset frameworks to deliver systematic innovation.
You can't fix what you can't see. Learn what to track, how to use it, and when it's important.
You don't need to do everything yourself. If it's not critical, buy it.
You can't retain your customers if they can't trust you.
Fast movers are rarely far travelers, and that's okay.
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