insight that moves you forward


 

The most natural move at $1–10M — and the one that costs the most.

Revenue is coming in but growth creates drag. False Traction is the most dangerous pattern at stage 1. Here's how to spot it.

This article is an excerpt from a Webinar at Stone and Chalk Melbourne, and published as a blog post here: https://www.stoneandchalk.com.au/articles/align-go-to-market-strategy From early market to mainstream: Align your Sales and Go-to-Market Strategy To commercialise innovation usually means creating a new market, and new market development has its unique challenges. Due to limited VC funding, Customer-funded sales are becoming more important, however, customers' budgets mi

The next step for your startup's expansion A lot of content and programs help startups craft minimum viable products (MVPs) to get to Product-Market-FIT, and that is also when Series A funding happens. However, many startups continue to do what they do at the Product-Market Fit stage, thinking that scaling is guaranteed with more resources funded from investments. This also explains why only 40% of funded startups reach Series "A" and only 20% reach Series "B". Note: The term

Crossing the chasm: from early adoption to mainstream market success What does it mean to "cross the chasm"? The terms "early adopters", "beachhead" and "crossing the chasm" have been circulating in startup circles, but not many people understand the origins of the terms or realise the meaning behind them. In short, "crossing the chasm" is a concept popularised by Geoffrey Moore, representing the challenges that startups face when trying to transition from early adopters to m