Mark Osborne explains how early-stage companies can study competitors to build an ideal customer profile. By analyzing who competitors serve, you can identify firmographic characteristics and the specific triggers that make customers buy.
really stood out to me. I love the idea of looking at your competitors, not necessarily to go steal their clients, but to think about, and particularly for early-stage companies that don't yet know what their best customers will look like, that gives them a signal of what types of companies should they be looking for as they're building out that ideal customer profile and thinking about them. One of the things that we always encourage companies to do too is To not only sort of describe that ideal customer in terms of sort of firmographics, like you know they're of a certain size or operate in these areas or in these industries, but also to think about sort of the what was the trigger that sent them to.
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