Customer Business Maturity

This a pretty key concept in helping to understand where we create value.

Startups that are not operating at a reasonable scale are usually not our best target for customers. The issue is that they often haven’t figured out the value and focus of their product where they have a repeatable business process where we can be a valuable part of helping them be successful. If they only have 2 or 3 implementations a year and everyone is a unique and non repeatable instance then they are probably not a good customer for us.

In general qualifying customers that are not a fit for us and talking through when we could help them in rationale way that creates value makes sense. Having them become a customer too early means they will not get value from us.

It’s a topic to be talked through.