Dominate One Segment, Then Expand
Chasing multiple customer segments feels like the safe bet. It's usually the reason deals stall. Geoffrey Moore's advice from Crossing the Chasm still works - here's why, and how to apply it.
guideEveryone Says It's Exciting, But Nothing's Happening
The disconnect between early excitement and actual sales is painful for deep tech founders. Here's why it happens — three critical disconnects — and how to bridge the gap between enthusiastic nods and signed contracts.
frameworkFrom POC Failures to Predictable Sales: Using BANT and MEDDIC in Enterprise Sales
Your POCs aren't converting because you're qualifying on hope, not data. Here's how to use the MEDDIC framework with AI to score deals objectively - without hiring a £150K VP of Sales.
frameworkUnderstanding Customer Progress Drives Product Adoption
Most deep tech founders lead with technology instead of customer progress. The Jobs to Be Done framework — and its Four Forces of Progress — helps you position your product around what customers actually hire you to do.