The lifeblood of rapid growth companies are customers who are energized by the product
This is Product Market Fit:
"a defined ideal customer profile, energized to purchase, use, tell their colleagues"
2 Stages of Product Market Fit
•Stage 1 Startup $0 -- $2/3M
'Define First Success'
Startups need to find a Product Market Fit that is successfully sold, delivered
This is Geoff Moore's idea of 'crossing the chasm'
•Stage 2 Scale up $3 -- $12M+
'Duplicate Proven Success'
'Scale up' businesses have a Product Market Fit that works, here the challenge is to duplicate the success with new customers/employees
Geoff Moore's wrote about this in his second book, 'Inside the Tornado'
Both Stages of Product Market Fit requires:
•Clearly defined customer profile with pressure to purchase
•Easy workflow integration, immediate improvement
•Marketing/sales success duplicated by new employees