Zinman: Sell SMBs specific tools first, gradually revealing platform depth
Eran Zinman · Secrets to Scaling and Growth in an Unpredictable Market with monday.com's Co-founder and Co-CEO · Oct 10, 2023 · at 6:20
Eran Zinman, co-founder and co-CEO of monday.com, explains how to position and onboard small-and-medium businesses onto a broad, multi-purpose software platform.
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“You don't need to tell the whole story from the beginning especially when you sell to SMBs. I think that we focused on giving them value as soon as possible. So if you were searching for a project management or CRM, we wanted to serve them a CRM or a project management. Don't need to explain the whole depth of the platform. And then as they scale the product and use it more and more, they're exposed to all the features. So, we call it, like, gradual discovery. Don't overwhelm them, don't tell them the whole story, because it's confusing, especially when you're an SMB.”
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