Customer feels like
Customer’s company people feel like
Solution seller feels like
Solution seller (if maker-minded) feels like actually …
And then …
Solution seller’s people feel like offering what’s easier …
Customer is more than happy with a new Can of X
Hooray! You’ve solved a need and addressed the job:
Selling a replacement Can of X is all fine to do
But if you’re selling an ecosystem that sits behind the Can of X, then you’re in business!
The ecosystem route enables:
- Nonlinear LTV increases
- Continuing expansion revenue on top of recurring revenvue
- Successive degrees of lock-in
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