Strategy for B2B startups
the missing piece
Feeling overwhelmed, not sure where to turn? Strategy solves this.
Unclear product roadmap? Strategy solves this.
Ambiguous ideal customer profile? Strategy solves this.
Tough competition? Strategy solves this.
Team isn’t aligned? Strategy solves this.
Goal-setting a nightmare? Strategy solves this.
Feel like you’re doing too much? Strategy solves this.
Feel like there’s got to be an easier path? Strategy solves this.
Strategy solves most of the important things in B2B startups.
But there are three massive challenges with strategy in startups:
MBAs & consultants have tarnished the word “strategy” (when they say “looking for a strategy job”, read: “not doing much work, making pretty slides and waxing poetic about network effects”)
You have to earn the right to do strategy (it’s not just sitting around and theorizing)
Nobody understands what strategy is (as indicated by the common use of the phrases “GTM strategy” and “product strategy”, or thinking that “vision, mission, values = strategy” or thinking “strategic narrative” is a thing)
Quick primer on strategy
The best book on strategy is Good Strategy, Bad Strategy - I read it every year.
A strategy is a brief statement about the opportunity you’re pursuing and how you’re pursuing it.
There’s no template for a strategy brief, because every opportunity is shaped differently. But a well-written strategy brief will give your team clarity about:
Who you’re serving and why they choose you over alternatives
The few things that are worth prioritizing, and how you’ll execute against them to achieve an enduring advantage
A core insight about the market that has led you to these decisions
Most importantly: Who & what are not important & out of scope
You have to earn this. You swim through glue trying to make your startup survive, and then zoom out to do the difficult thinking work you’ve earned. Then test it, see if it works, and make it happen across your company.
Few companies actually do this. Those that do, do less & grow faster.
Reach out if you want to chat through building a strategy for your startup - fun topic!
PS - all my playbooks are free here