Director of Business Development- AdventHealth Medical Group, East Florida Division | Connector | Healthcare Strategy, Health Services Administration
Interesting post- also applies to building medical practices.
Yesterday I was asked a trick question. "What's the playbook you run for GTM success?" It was a helpful question in an intro call because it showed us that we're likeminded in how we approach GTM for early stage companies. Every company will have a different playbook. There are too many factors to consider: The problem The solution The market The competition The founder The budget Here's an example. A lot of founders fall into a platform, end-to-end solution trap. They think it's the way to take over the market by doing everything for everyone. And they look to examples where this worked. Take Rippling, a workforce management platform for finance, IT, HR and more. Well, the HR market is incredibly crowded. So the only way for Rippling to succeed was to literally do everything so HR leaders could simply use one platform instead of a dozen. If your market is incredibly crowded with feature plays, then yes, an all-in-one platform makes sense. But this isn't true in every market. And too many founders look to these "how we went from $0 to $50M ARR" playbooks and think THATS WHAT I NEED TO DO. What worked for one company likely won't work for you. The moral of the story: you won't find an off-the-shelf playbook that works. And that's okay. Stop looking left and right for comparison. Do it for research, and then figure out what applies to what you're building.