However, there is an important nuance: Sometimes desperate customers make poor long-term clients precisely because their urgency clouds judgment. Many "oh thank God you're here" customers may be seeking band-aids rather than solutions. A better GTM strategy might focus on finding customers who are both acutely aware of their problem AND thoughtful enough to implement lasting solutions. This balances the "no convincing needed" urgency with qualification criteria that lead to sustainable growth.
This is an intriguing perspective!
However, there is an important nuance: Sometimes desperate customers make poor long-term clients precisely because their urgency clouds judgment. Many "oh thank God you're here" customers may be seeking band-aids rather than solutions. A better GTM strategy might focus on finding customers who are both acutely aware of their problem AND thoughtful enough to implement lasting solutions. This balances the "no convincing needed" urgency with qualification criteria that lead to sustainable growth.
I encourage young EdTech companies to have a few GTMs and identify the ones who convert the fastest. Make them your beachhead.