Nine principles. Nine questions your leadership team should answer.
- 01
Move from managing information to managing outcomes
What action does our product recommend that the customer must still execute elsewhere?
- 02
When your customer’s job expands, your addressable market may expand with it
What new responsibilities have landed on our buyer’s desk?
- 03
The obstacle preventing customers from using your product may be a market opportunity of its own
What prevents customers from getting the promised benefit of our product?
- 04
Follow the customer beyond the transaction
What happens immediately after the customer buys from us?
- 05
Expand into the budget behind the problem
Which larger budget funds the outcome our product helps achieve?
- 06
Move from providing tools to delivering work
What work are customers still doing manually around our product?
- 07
Find the revenue lost between your product and the customer’s desired outcome
Where does value leak out between product usage and the customer’s result?
- 08
Eliminate the work required to use your product
Which steps in using our solution could disappear entirely?
- 09
Own the relationship, not necessarily every product
Which partner could help us solve more of the customer’s problem faster?
Adjacency Discovery Session
Let’s talk about your customers. In 30 minutes we’ll walk through the nine questions together and look for the problems they already have — the ones you could be getting paid to solve. No pitch. No obligation. Just a straight conversation about where your next revenue might be hiding.
- What your customers deal with before and after they buy from you
- Where friction and handoffs are leaving money on the table
- Which adjacent opportunity deserves a closer look
- Whether it makes sense to keep talking