Sublime

Product Demonstrations

How Do You Determine Your Insight? I believe that every successful company has a unique point of view on the market—they just aren’t always great at articulating it.

The Vision Narrative In technology companies that are raising money, the CEO will have a narrative that is used to pitch the company to investors.

Positioning is the act of deliberately defining how you are the best at something that a defined market cares a lot about.

Proof: Now you need to show how you can deliver the value you say you can. This can take the form of case studies, awards, third-party validation, and other proof points.

Yelp had found its aha moment. This is the moment that the utility of the product really clicks for the users; when the users really get the core value—what the product is for, why they need it, and what benefit they derive from using it. Or in other words, why that product is a “must-have.” This experience is what turns early adopters into power

The Introduction: You introduce the company and the product.

Done well, discovery is a conversation during which the buyer teaches the seller about their pain, problems, and situation, but the seller is also teaching the buyer about their point of view on problems and solutions in the space.