Feaster: Reframing latent enterprise problems allows founders to reset price expectations
Michel Feaster · a16z Podcast | Creating a Category, from Pricing to Positioning · Jan 2, 2019 · at 3:17
Michel Feaster, CEO and co-founder of Usermind, explains how narrative building and positioning drive pricing leverage in enterprise software.
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“The narrative starts with Framing a problem that may already be latent, or they don't even think about, and making it top of mind. And when you make people see a problem differently, you arbitrarily get to reset the value associated with solving that problem.”
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