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Entrepreneurship Marketing Philosophy Product Management SaaS Sales Startup

Know More

What separates a great salesperson from a good one?

It’s the same thing for a marketer, copywriter, engineer, lawyer, surgeon, and many others.

They know more.

There are only 3 ways they can know more:
1. They have more experience
2. They seek more knowledge
3. They continuously apply their knowledge

1. The hack to gain more experience at less age is to be more curious and take risks to work at small-scale companies.

The first job I got in 2002 after college was with one of India’s largest IT providers – Infosys.

I left it in 8 months, took a 40% pay cut, and went to work for a 100 person company.

2. The hack to seek more knowledge is to have a growth mindset and devour as many books and training as possible on the subject matter.

I’m an engineer by education, but people get surprised by how much I know about UX Design principles, Sales methodologies, or Copywriting.

All credit goes to reading a lot of books and taking online courses.

3. The hack to apply more knowledge is to try more in your day job but also do side hustles.

The only way I became an SW engineer from an HW engineer, or a product manager from an engineer, or a salesperson from a PM is – my side hustles.

So invest in yourself and know more than others.

Categories
Product Management SaaS Sales

The Extra Effort Commitment

When we had launched Avoma, we allowed anyone to sign-up with their personal email address to try it out.

But now we stopped doing that and have added more friction. Here is why…

It’s about “The Extra Effort” they have to take to demonstrate their commitment.

With the previous approach, people were not committed.

We would follow-up with them, but they would not reply.

Neither they used Avoma actively, nor they bought it.

That makes sense, as they didn’t have any meetings on their personal calendar.

They just wanted to “check it out.”

And we had many competitors also who signed up with their personal or random email addresses “to get inspiration”. 👀😀

And it was our mistake in the first place to keep it open.

But it’s better late than never.

We finally decided to block signups from personal email addresses.

Yes, we are going to piss-off a few people and disappoint them.

Yes, we are adding more friction to the user experience.

But we want people who are willing to take that “extra effort of commitment” with Avoma.

If you sign up with your work email address, we will strive to deliver the best possible experience for you.

Sometimes you have to add more friction to provide the best experience to the right customers.

Categories
Entrepreneurship SaaS Sales Startup

Pain Killer Vs Vitamin

Is exercising a pain killer or a vitamin? 🏋️‍♂️

Is a reading book a pain killer or a vitamin? 📖

Is eating nutritious food a pain killer or a vitamin? 🥗

Is playing sports a pain killer or a vitamin? ⛹️‍♂️

Is meditating a pain killer or a vitamin? 🧘‍♂️

All things that are essential to living a happy and healthy life don’t seem to be a pain killer. 🤔

Then why the heck while running a business, everyone advises buying only a pain killer? 🧐

Isn’t it too late to buy a pain killer to fix your broken organization?🤦‍♂️

Shouldn’t you actually be investing in running a better organization and making sure it doesn’t break all the time? 🤔

Of course, you can still buy a pain killer (or a band-aid) occasionally when the organization breaks. 💊🩹

But why be reactive when you can be proactive? 🤷‍♂️

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SaaS Startup

Replying to Customer Support Issues as a CEO

As a CEO of a SaaS company, one of the most gratifying things I enjoy is – replying to Customer Support issues.

It helps me to stay grounded.

It helps me to be empathetic.

It helps me to understand what they truly care about.

It helps me to work harder to fix issues in our product, messaging, documentation, and more.

Categories
Entrepreneurship Product Management SaaS Sales Startup

Business Strategy Framework

“Business Strategy Framework” is a framework about how you think about your focus and strategy for Engineering Platform, Product, and your Go-To-Market.

a close up of text on a white background

Let’s consider an example. At Avoma, we’re building an AI-meeting assistant.

From a use-cases perspective, there are many different kinds of meetings. Everyone’s workflows, pain points, and needs are very different.

When we decided to build Avoma, obviously, we could have built a horizontal AI meeting assistant to serve every single meeting use case.

But that would have been a bad business strategy, especially when you’re a startup and just starting out 😀.

Instead,
• We built the engineering platform and AI tech in the most scalable way to evolve into future use cases

• From the product perspective, we decided to focus on only customer-facing (Sales & Customer Success) external meetings

• From the GTM perspective, we reach out to the VP of Sales and Customer Success persona

Hope you’ll find this framework helpful when you make strategy and prioritization decisions in your company.

Categories
SaaS Sales Startup

Relevant, not Personalized Email Outreach

Sending “personalized” email outreach is a thing of the past. Sending “relevant” email outreach is what we need in the industry.

The current way of outreach using prospect’s first name, company name, school, etc. is not personalization. It is a table stakes.

The right way of outreach using prospect’s needs, responsibilities, future aspirations, etc. is a true personalization. It is being relevant and helpful.

Categories
SaaS Sales Startup

Happy Planning 2020!

As we’re preparing for the new year, it’s a good reminder for everyone –

Do not overestimate “planning” 🎯and do not underestimate “constant corrections” 🧭.

Planning is essential, but constant corrections are inevitable.

Happy planning 2020! 📈