Weekly Roundup #19, Competitive Analysis, Marketing, SaaS, Customer Loyalty, Product Management, CRM, Nov 15 2013
This week’s Roundup #19 from Startup Management is a manual selection from the hundreds of weekly articles being curated. Previous issues are available here. The content is on the thin side this week, as I’m being much more selective with the curation. We will stick with a weekly curated update, and not do a daily one. For regular updates, please visit the website’s River or Magazine view.
In The Five Dysfunctions of a Team, a Zemanta blogger praises the book by the same name. These are: 1) Absence of Trust, 2) Fear of Conflict, 3) Lack of Commitment, 4) Avoidance of Accountability, and 5) Inattention to Results. The book goes through these, including action steps to overcome them. The fictional case study in the book is a tech company.
Tomasz Tunguz rebutted Steve Blank’s Company Competitive Analysis, in Why The Petal Diagram Isn’t The Best Competition Diagram For Startup’s Pitch. Tomasz says “petal diagrams don’t communicate the startup’s unique way of competing in the market”. My opinion is that the form of the diagram doesn’t matter. What’s important is to know: a) how different you are from the competition (or incumbent), b) what position you want to occupy, and c) how you’ll get there.
Brian Balfour has a long post, Adapt Or Be Left Behind – How The Marketing World Is Changing, where he enumerates the several marketing channels and tactics that are currently hot and popular. You probably know most of them, but it’s a good checklist.
SaaS and CRM
Paul Philp of Amity says current CRM practices haven’t caught-up with the SaaS model, in The SaaS Industry Needs a Customer Relationship Revolution. SaaS is a soft offering, therefore requiring a customer cultivation approach across the various “soft” touch points.
Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You, says Jason Lemkin. The “5” stands for “Meet On-Site with 5 Customers a Month, Every Month, or 60x a Year”. Why? Because “you’ll learn which customers are actively using your product — but are unhappy and at risk. Attitudinal Customers are worth about 3x those who only use you because they are stuck with you.”
In The Startup Method: A 6-step Process for New Feature Development, Ryan Glascow compares the “scientific method” to the “startup method” for new product and features development. It’s a good read, let alone for the comparison table that will give you a better appreciation for the agile, iterative methods that startups adopt.
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