Very very very well put! That actually holds true to many B2B sales scenarios - especially when targeting C levels.
// OT //
Your point connected especially well with me since it rang so many bells with what I experienced when I was pitching my last startup (now defunct) in the live music industry.
Music and live music industry is a bit perverted in that it's such a "cool" scene to be associated with that it has a constant flux of fresh and very much free workforce available. As in humans.
This eventually created a bit of a conundrum in terms of value creation and pitching digital solutions to our prospecting customers - the live music promoters.
How exactly can you create value out of eg. time savings or better workflow management if the essential resource (workforce) is basically free and abundant. :)
Needless to say I'm not a huge fan of music startups in general nowadays for this particular reason since this problem basically permeates the whole industry through and through.
I have a hard time seeing a B2B / B2B2C service provider extracting a meaningful business out of music industry SMB's.
// OT //
Your point connected especially well with me since it rang so many bells with what I experienced when I was pitching my last startup (now defunct) in the live music industry.
Music and live music industry is a bit perverted in that it's such a "cool" scene to be associated with that it has a constant flux of fresh and very much free workforce available. As in humans.
This eventually created a bit of a conundrum in terms of value creation and pitching digital solutions to our prospecting customers - the live music promoters.
How exactly can you create value out of eg. time savings or better workflow management if the essential resource (workforce) is basically free and abundant. :)
Needless to say I'm not a huge fan of music startups in general nowadays for this particular reason since this problem basically permeates the whole industry through and through.
I have a hard time seeing a B2B / B2B2C service provider extracting a meaningful business out of music industry SMB's.
But I digress. :)