I do not necessarily want to fight on the Price but that is the only variable I can think of and start attracting smaller customers (who cannot afford my competitors pricing structure)
Going after people who are systematically excluded by a competitor is not necessarily "competing on price" even if you happen to have lower average account sizes as a result. That can work fairly well. My largest competitor basically tosses you from their sales process if your account is worth less than $1k a month. Most of my customers are worth <= $200. It isn't just a pricing decision, though -- it informs how I do sales (high-touch vs. low-touch), what markets they go after vs ones I go after (healthcare vs. a bit more eclectic for me), feature decisions, etc.
Feel free to send me an email. If I don't get back to you, it wasn't anything you said, it was just my newborn daughter keeping me busy.
Comments
I do not necessarily want to fight on the Price but that is the only variable I can think of and start attracting smaller customers (who cannot afford my competitors pricing structure)
Going after people who are systematically excluded by a competitor is not necessarily "competing on price" even if you happen to have lower average account sizes as a result. That can work fairly well. My largest competitor basically tosses you from their sales process if your account is worth less than $1k a month. Most of my customers are worth <= $200. It isn't just a pricing decision, though -- it informs how I do sales (high-touch vs. low-touch), what markets they go after vs ones I go after (healthcare vs. a bit more eclectic for me), feature decisions, etc.
Feel free to send me an email. If I don't get back to you, it wasn't anything you said, it was just my newborn daughter keeping me busy.
Ohhh, hey Patrick, congratulations on a new addition to your family! :)
I've been following your writing for quite a while now, and i love it :)
Heartiest congratulations again :D