Can the customers you’re actively going after actually achieve success with your product or through their interactions with your company as things are today? If not, that’s a problem.
The reasons they might not achieve success range from their readiness (they don’t have the necessary data or internal processes to support our tool internally), technology requirements (we’re built on top of Salesforce and they don’t use Salesforce), or it could be that your product simply doesn’t have everything the customer would need to be successful.
This came up recently when I was talking with the founder and CEO of a SaaS startup on Clarity about their customer acquisition strategy and he said “agencies are our Ideal Customer.”
Then he told me that they currently lack the ability for an agency to do roll-up reporting across all their customer accounts, which, as he put it, is “a critical piece of functionality for agencies.”
I almost passed out at this point… but I gained my composure – and some oxygen – and was able to help him. The following is based on that conversation and I know it will help you, too…