The most dangerous animal in the go-to-market valley is a crocodile that eats 95% of innovations that fail to create a critical mass of adoption to cross the chasm. 🐊
The best way to escape the crocodile is to carefully choose your terrain to win (market and early adopters) and do what is mission-critical to create value for them (product), inform them that you get the job done for them (positioning, growth) and capture some of the value added (pricing) to secure your lifeline.
Let’s face it: If you are a small team, it is unlikely that you can have a shoulder-to-shoulder encounter with industry giants who have more resources - budget and human resources.
You need to carefully choose your terrain and attack swiftly and fiercely where you have a fair fighting chance.
Usually, that is in an underserved niche.
You win it by using a radical focus on serving your selected audience better than anyone else can.
Do less, but do it very intentionally and obsessively.
That applies to channels, …
