Ignacio HarriagueI build companies and/or help great startups grow

I have over a decade experience in the startup world in Media, Social Media and Entertainment. I focus on Sales, Business Development, Strategy and Marketing.

Worked with and for 3 great companies that had exits and also co-founded 2 startups. I'm an alumn from world class programs like 500 Startups, NXPTLabs and Startup Chile.

I'm also a speaker at events such as Coca Cola iLabs, ExpOn Brasil El Ojo de Iberoamerica and Online Marketing Latin America.

Three Melons (Acq by Playdom) - > Playdom (Acq by Disney) - > Fanwards (NXTPLabs + Startup Chile Alumn) -> ComentaTV (Acq by Wayin) -> Wayin -> Flowics - > Croma (500 Startups)

Recent Answers

There are a number of companies that are extremely successful at working fully remotely like InVision or Zapier, and one great thing they share is that they've actually done "manuals" on remote work. Check this out for example: https://zapier.com/learn/remote-work/ .

One thing many people will tell you is the importance of over-sharing. Try to share as much as possible and have ways of doing it. Besides the typical Slack, Zoom or Trello to work remotely I highly suggest you check out Mural.co for design teams.

Hi Brian. If there is perceived value in shared data and that value as you say actually grows exponentially I'd say focusing your user base first is the right way to go since the costs are minimal. I've done this before in two companies (one that ended up in bankrupcy, and my current one in which we succeded). I'd be wary about a few things along the way:
- Make sure you talk to your customers (potential customers in this case) every day.
- Make sure to validate your hipothesis that the perceived value actually grows as you believe.
- Don't take the "budget for FY" as a valid answer. If this is something that solves a big problem for them and you are providing 10x the value any other solution is, then you should be able to convert them in less than 12 months.
- Don't think your expectations of revenue are correct. They are not. Until you've talked to over 100 potential customers and signed a few, you have no idea of the willingness to pay for your product.

Tread carefully, but I do think this is the right approach. Good luck!

Hi there,

I think there may be an issue with qualification in your process and these prospects you are targeting may not actually be hot leads but people in a research phase. Any qualification process, even simple ones like BANT could give you a better understanding on which leads are closer to making a decision vs. just looking around.

Have these been inbound or outbound leads? How many customers have you closed with the previous 2 month process, and were they inbound or outbound?

I may be wrong, but I believe you are trying to close leads that have not been properly qualified. I would need a bit more background to give you a better answer.

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