Latest / Marketing Execution with Mark Donnigan
Needs Stack
Shopify retains only 34% of customers after one year, yet they dominate their market by measuring success exactly one level above their software. Most technical founders get their GTM backward by selling infrastructure when buyers actually want a functioning business. Having spent 20 years driving $500M in revenue for tech startups, I see companies lose Enterprise sales simply because they target the wrong layer of buyer ambition.
Your pitch is pushing buyers away because you are fighting at the feature level instead of leveraging the Needs Stack framework. We dissect how positioning your…
The skinny
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