When Revenue Isn\u2019t The Answer \u2014 Medium<\/a><\/p>\nYou became so focused on closing deals and winning customers that you missed finding real product\/ market fit. Only after you raised your Series A did you realize that velocity does not equal repeatability when it comes to enterprise sales, and that the latter means far more than the former. Suddenly you\u2019re not scaling as fast as you\u2019d expected and modeled.<\/span>
<\/span>Even for seasoned entrepreneurs, this initial taste of success can be intoxicating. The product works, and a few clients are signed up. Money\u200a\u2014\u200afor the first time\u200a\u2014\u200ais flowing in and not just out, and a decent sales pipeline seems ample evidence of product\/market fit. That\u2019s the good news. At the same time, you begin to feel the weight of competition both real and imagined. Existing investors are pressuring you to think about the next round. Now, you\u2019re sure, is the moment to move swiftly forward.<\/span><\/p>\nBut here\u2019s the catch: Closed deals and sales velocity are not exclusive measures of product\/ market fit. Maybe, among your first customers, there are wide variations in the core use cases for the product. Maybe your team is struggling with lengthy sales cycles.<\/div>\n
<\/span><\/div>\nHow do you know if you\u2019ve achieved real, meaningful, and differentiated product\/ market fit? Here are a few key questions to test your thesis:<\/span><\/div>\n1. Do you know, at a granular level, which potential customers you should target?<\/div>\n
2. Who are the influencers? Who are the buyers? Where does their budget come from?<\/div>\n
3. What marketing channels should you use to target those customers?<\/div>\n
4. Do you have a simple and\u200a\u2014\u200amost importantly\u200a\u2014\u200asingle marketing message?<\/div>\n
5. Do you know what your sales process is, and is it an easy process?<\/div>\n
6. Do you have a clearly defined product roadmap that\u2019s aligned to your target market?<\/div>\n
7. Can you hire junior sales reps, ramp them quickly, and have them close deals with consistent results?<\/div>\n
<\/div>\n
It\u2019s a cruel irony that while early customers and revenue often feel like the lifeblood of your business, these things might actually be killing you. It\u2019s not ultimately about selling to customers; it\u2019s about fundamentally understanding what core functionality causes customers to buy.<\/span><\/div>\n","protected":false},"excerpt":{"rendered":" Interesant\u00edsimo art\u00edculo. He visto lo que cuenta\u2026 When Revenue Isn\u2019t The Answer \u2014 Medium You became so focused on closing deals and winning customers that you missed finding real product\/ market fit. Only after you raised your Series A did you realize that velocity does not equal repeatability when it comes to enterprise sales, and […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1314","post","type-post","status-publish","format-standard","hentry","category-sin-categoria"],"jetpack_featured_media_url":"","jetpack-related-posts":[],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/1314","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/comments?post=1314"}],"version-history":[{"count":0,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/1314\/revisions"}],"wp:attachment":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/media?parent=1314"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/categories?post=1314"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/tags?post=1314"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}