It’s not about you

Customers don't care about your solution. They care about their problems


So stop telling everyone about your product, and start understanding their problems.  Talk in the language of their problems.  Use language and messaging that they would use to talk about their problems. Help them to see that you understand what pain they feel, and how that affects them, and then (and only then) you can start showing them how what you do solves their problems.

This is product management 101, and having that mindset has helped me greatly both in defining product offerings as well as in marketing those products.  It’s amazing how many people just start telling you about their fancy product and it’s awesome cloud technology and how it is so scalable and advanced and has all these features and I DON’T CARE, until you show me how it helps me solve a problem I have.

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