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Why growth that looks real can quietly destroy a business False Traction: The Evil Twin If growth feels heavier every quarter — not lighter — there’s a name for what you’re experiencing. Revenue is moving. The team is growing. The pipeline is active. And yet the business isn’t compounding the way it should. That gap between what growth looks like from the outside and what it feels like from the inside isn’t a motivation problem. It isn’t even a demand problem. It’s false trac

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 m

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, m any 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

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 Michael Moore, representing the challenges that startups face when trying to transition from early adopters to ma