SmoothSpan Blog

For Executives, Entrepreneurs, and other Digerati who need to know about SaaS and Web 2.0.

What is the Pit in Your Cherry?

Posted by Bob Warfield on December 2, 2008

Another great pithy idea from Seth Godin:  cherries can be seedless, but they cannot be pitless.  Without the pit, there is no cherry.  He doesn’t require the pit to be unpleasant, it’s just the nucleus that must exist for the rest of the fruit (or institution) can be built around it.

For Enterprise Software startups, the pit is the referencible customer.  Without those references, it’s just too hard to sell enough customers to be economically interesting.  Moreover, most enterprise software needs segmented pits.  Sell a good reference or two in a market segment and you’re ready to roll up the rest of that market segment much more easily. 

Bringing the absolute focus required to get the references is the hard work of an early stage startup.  It requires focus on small segments and not broad shotgun blasts to succeed.  That focus (decide who you don’t care to appeal to) has been an essential part of the strategies Godin espouses.

About these ads

Leave a Reply

Please log in using one of these methods to post your comment:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

 
Follow

Get every new post delivered to your Inbox.

Join 321 other followers

%d bloggers like this: