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Thank you for sharing your thoughts. If I understood you correctly (the text's meaning appears somewhat fuzzy), your go-to-market strategy is to first collabora

by ablekh 6y ago

Thank you for sharing your thoughts. If I understood you correctly (the text's meaning appears somewhat fuzzy), your go-to-market strategy is to first collaborate (and/or consult?) - perhaps, through your "PoCs and Rapid Prototyping" services - and then allow users to "pull" your capabilities and core service into their labs. Right? Having said that, I haven't seen any science-focused channels, resources or offers on your website ...

lmeyerov 6y ago
I do not advocate a go to market that prioritizes these markets. We started more with enterprise/federal data architects, which involved a different go to market - not self serve on a website. We (and our broader market) are now at point where it is easier for us to launch self-serve and help adjacent roles. Stay tuned :) This fits better with national labs market too afaict. We already quite heavily discount on-prem for edu etc, and I expect we will see that carry through here: bottom-up early cloud use -> discounted on-prem. As budgets are mostly hw or small, and follow slow grant/annual cycles, hard to see going another way. Two market trends relevant: -- Federal: without quite special circumstances, can easily take 3+ years for a new fed sales team to pay for itself -- Edu: small budgets to begin with Better to target fast happy-to-spend teams and as tech/sales/product gets easy, easier to help adjacent markets. Got burned whenever we didn't :)
- ablekh 6y ago
  I appreciate your additional insights. Will take time to parse it in detail. Just to clarify, my planned go-to-market strategy is hybrid (white-glove, typical for complex B2B solutions, and self-serve), since my target users - researchers and engineers - are from several major sectors (in the order of current priority): large-to-medium enterprises, national labs, small companies, academia (both research and education) - the last two are of ~ equal priority. Currently, I'm not too concerned about structuring the exact mix as well as tactical details of this strategy implementation - first, I need to validate my core ideas (from scientific and technological perspectives, not from the market validation perspective) and build a decent enough (for B2B enterprise) MVP. Easier said than done ... Oh well. :-)

by ablekh 6y ago

lmeyerov 6y ago

I do not advocate a go to market that prioritizes these markets. We started more with enterprise/federal data architects, which involved a different go to market - not self serve on a website. We (and our broader market) are now at point where it is easier for us to launch self-serve and help adjacent roles. Stay tuned :) This fits better with national labs market too afaict. We already quite heavily discount on-prem for edu etc, and I expect we will see that carry through here: bottom-up early cloud use -> discounted on-prem. As budgets are mostly hw or small, and follow slow grant/annual cycles, hard to see going another way. Two market trends relevant: -- Federal: without quite special circumstances, can easily take 3+ years for a new fed sales team to pay for itself -- Edu: small budgets to begin with Better to target fast happy-to-spend teams and as tech/sales/product gets easy, easier to help adjacent markets. Got burned whenever we didn't :)

ablekh 6y ago
I appreciate your additional insights. Will take time to parse it in detail. Just to clarify, my planned go-to-market strategy is hybrid (white-glove, typical for complex B2B solutions, and self-serve), since my target users - researchers and engineers - are from several major sectors (in the order of current priority): large-to-medium enterprises, national labs, small companies, academia (both research and education) - the last two are of ~ equal priority. Currently, I'm not too concerned about structuring the exact mix as well as tactical details of this strategy implementation - first, I need to validate my core ideas (from scientific and technological perspectives, not from the market validation perspective) and build a decent enough (for B2B enterprise) MVP. Easier said than done ... Oh well. :-)