![]() Basically, when something goes wrong, they recover and learn more effectively if they do the post mortem without pointing fingers, without assigning blame.īy starting with the change-and connecting it to stakes-Geoff divided the world into winning site-reliability engineers (who, like Google, don’t assign blame during a post mortem) and losing ones (who do). It’s an approach to site-reliability engineering that Google has championed over the last few years and that more teams are adopting. Geoff followed that recipe by kicking off his pitch with a question:ĭo you know about the blameless post mortem? Rather, it starts with a change in the customer’s world that is creating opportunity and risk. ![]() Geoff White, CRE Lead, BlamelessĪs I’ve often said, a great pitch starts not with your company, your product, or anything about you. While I didn’t make it to every SaaStr sponsor’s booth, these are the folks from whom I heard solid strategic stories: #1. And it’s certainly easier to do that if everything everyone does at your company is in service of a strategic narrative-that is, a story about getting customers to a desirable, difficult-to-reach Promised Land. Instead, differentiation is about building a connection to customers. Or haven’t permeated those ranks: One sales rep told me if I wanted to hear a really good version of the pitch, it was too bad because his CEO, who would be back shortly, was really good at that.Īs you might expect, I mostly heard product-centered descriptions that started and ended with: “We’re a _ platform that does x, y and z.” But as Drift's David Cancel is fond of saying, markets are so crowded now that you can no longer differentiate on product and features. strategic narrative) has permeated its ranks because they’re usually staffed by a mix of sales, marketing and product people. ![]() Two weeks ago, I found myself with a ticket to SaaStr Annual, so I roamed the sponsor area, listening to pitches from SaaS startups large and small.Ĭonference booths are a great place to gauge how deeply a company’s pitch (a.k.a.
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