I’ve been reading a lot about the changing dynamics in building and selling products. It used to be hard to build but easy to sell. Now, it’s the opposite: building is easier, but selling is much harder.
Many posts mention that people used to welcome solutions to their problems, even if those solutions were tough to develop. But now, fewer people are willing to embrace new technology.
I don’t disagree with this, but I do take issue with a lot of outdated startup advice, particularly from accelerators. They still push the idea that you can build interest from a waitlist or a wireframe and get people to pay for something that doesn’t exist yet.
That’s no longer true, especially in the B2B space.
Over the past two years, businesses have slashed budgets. They have too much software and an overwhelming amount of choices. Sure, they might show interest in a new idea, but they won’t commit financially until they see a finished product. The bar for what customers expect when they spend money has never been higher, making the old advice obsolete.
A founder in my network recently shared how their waitlist had a dismal conversion rate, forcing them to switch to outbound sales. Personally, I’ve also seen a shift in conversations now that my platform has reached critical mass in terms of functionality.
Following traditional advice, we should have been able to land customers with just our no-code MVP. I think accelerators need to rethink their approach, update their knowledge, and adjust expectations to prevent leading founders in the wrong direction.
This might be sector-specific, but has anyone else noticed this trend?
I appreciate your insight. I agree that most written advice quickly becomes outdated. Vital to maintain connections and networks
The issue is that some take a single statement and use it as a slogan without understanding the entire context.
I agree that this trend is impacting B2B SaaS across the board. Your points about companies consolidating tech stacks and cutting budgets apply to startups and long-established enterprise solutions alike.
But there’s also an opportunity here.
Innovate where the big players can’t. The advantage of a startup today is being able to build quickly and efficiently.
Many SaaS startups are developing better versions of solutions for niche problems, which is fine, but tough to sell in this market, and their Annual Contract Value (ACV) won’t reach the desired levels.
The next unicorns will be those that completely overhaul traditional tech giants. For instance, ERP systems for Fortune 500 companies and governments are outdated and inefficient. If someone could build a modernized version, even though it would require significant money and resources, that’s where the next unicorn will come from.
Nowadays, creating a personal brand is the MVP approach to marketing. Since attention is a finite resource, begin cultivating and hoarding it now, lest you spend years (after launch) looking for someone with whom to communicate.
You’re right, things have changed. Particularly when it comes to B2B, the outdated advice on waitlists and selling a product before it is built is ineffective. Companies want to see the real thing before spending money, and they have too many options available to them.
Automating Instagram outreach has changed everything for us. We started interacting with clients directly instead of waiting for them to come to us, and it has made a huge difference. We have been able to swiftly reach a far bigger audience thanks to tools that streamline this process, which has been essential in this more competitive market. Does anyone else find that reaching out directly is more effective than using a more conventional approach?
Just be careful to design for a problem that you are getting paid to fix. All you need to do is talk to people.
How can you locate possible customers on Instagram? Those who engaged with your article, I suppose… Thus, step one would be to establish an audience. Step 2: Direct Message them. Unless you connect with individuals who have shown interest in your niche through their interactions with material from other niche artists. Do I have this right?
I prefer to go above and beyond and focus intensely on my rivals. I’ll unfollow everyone who likes or comments on their postings, then send an email to their followers first. Although they are already aware of what you have to offer, this time around you have a better product, price, and service. For them, making the switch is simple.