Business Model Innovation

Demand gen is utterly broken. It's overly complicated & lacks the soul and creativity that consumers deserve. I promise there's a better way. Here's the 3-pronged content engine we're building for companies at storyarb: Principles: - Treat your content as the product, not as marketing for another product - Unique insights + Unique voice + Unique packaging = Unique content - Pick topics that make your Market of 1 better at their job Channels: 1) Deeply researched long-form content Purpose: create data-driven OR interview-based website content that is deep enough & insightful enough such that a reader feels the need to bookmark & reference later. Good examples: Lenny Rachitsky: "How the biggest consumer apps got first 1,000 users" - Lenny interviewed hundreds of founders, identified patterns, and broke down the seven strategies consumer apps used to grow. Carta: "State of Private Markets: Q3 2024" Report - Using tons of internal funding data by Carta customers to pull together trends in startup funding for the quarter. HubSpot: "My First Million's Business Idea Database" - Aggregating & organizing 57 startup ideas shared by past MFM podcast guests into an e-mail gated database 2) Editorial email newsletter Purpose: create the best industry read for your market of 1 that allows you to build an owned audience of current/future customers. Good examples: - Content Examined by Alex Garcia: the best read for consumer content marketers, which acts as a perfect nurturing tool for his community, course, and agency - Big Desk Energy by Tyler Denk 🐝: a window into building a high-growth startup as it's happening by the founder of beehiiv - Exploding Topics: a snapshot of 4 emerging trends (based on google search data) that founders & investors should be aware of. 3) Personal brand social content Purpose: allow your market of 1 to build a parasocial relationship with your company through 1-4 personalities (execs, founders, etc) who enable connection with your faceless brand. Good examples: - Adam Robinson: fully transparent monthly breakdowns of his companies' (Retention.com & RB2B) performance with lessons learned & plans to fix key issues - Peter Walker: Head of Insights at Carta uses first party data from the company to share unique startup ecosystem trends + his own POV - Kieran Flanagan: AI & GTM expert who shares deep marketing insights, playbooks, and predictions that help build his & HubSpot's brand If you want help building this 3-pronged engine at your company, shoot me a DM or email at alex@storyarb[.]com.

Disney+ Hotstar and Netflix need millions in marketing to reach #1 on the Play Store, but Samay Raina needed only one Instagram story. His show "India's Got Latent" was already doing great on YouTube, with 20M+ views per episode. Yet people rushed to download a paid app for exclusive content because: 📍 While TV channels play it safe, he intentionally used controversy by bringing in Poonam Pandey and Rakhi Sawant as judges, knowing it would spark curiosity and fuel discussions. 📍 While others censored content, he went completely unfiltered. 📍 While streaming apps begged for subscriptions, he made his free content so good that people wanted more. This is what makes Samay’s strategy pure gold: → Built massive trust with free content first  → Created FOMO for exclusive content without spending on marketing  → Took complete control of user experience through his app  → Zero platform fees (unlike YouTube subscriptions) While Netflix needs premium shows and Hotstar needs IPL rights, Samay just needs to be Samay. He turned authenticity into a business model. This is the future of the creator economy, where trust is built with value first and then it is monetized through ownership later. Do you think authenticity is the key to a creator’s success? #CreatorEconomy #DigitalMarketing #IndiasGotLatent

Most sellers think the biggest obstacle is the status quo. They’re wrong. I’ve coached 1,000+ reps and closed over $100M in enterprise software deals— And I can tell you firsthand: Your biggest competitor isn’t “do nothing.” It’s fear. Here’s how to de-risk deals and overcome buyer indecision: Buyers don’t lose sleep over doing nothing. They lose sleep over messing up. Because if they do nothing? Nothing happens. If they choose you and it fails? Their job’s on the line. That’s the real reason you get ghosted. Not because they want to stay in the status quo— But because they’re terrified your solution won’t deliver. Here’s how top sellers overcome that fear: 1. Get brutally honest, fast. Read their energy. Watch their face. If something feels off, call it out. “I’m sensing some hesitation. Where do you feel risk?” or “What would make you feel comfortable moving forward?” Don’t wait for objections—extract them. 2. Land and expand. Big deals create big fear. Instead of pushing the whole $1M rollout, start with one team. Prove results, build credibility, then go enterprise-wide. Smaller deal. Faster close. More trust. 3. Get creative with contracts. You don’t have to choose between ‘yes’ or ‘no’. Invent a ‘yes that feels safer.’ Here are 2 ways I’ve done that: A. Carveouts: We put experimental products on a 1-year agreement, while the core was 5 years. Result? They said yes to both—without getting locked into unproven tech. B. Price ramps: Instead of $5M up front, we ramped: $3M → $4M → $5M. They only paid what they could actually use—and that made all the difference. 4. Conservative ROI. Don’t sell the dream. Sell the floor. Buyers don’t want inflated projections—they want numbers they can defend. Let them plug in the ROI and stand behind it. Remember: The real reason deals stall? It’s not lack of urgency. It’s lack of confidence. Help your buyer feel safe— Or watch the deal die in “maybe.” Be the rep that makes saying yes easy. De-risk everything. Win more. P.S. If you're an AE who wants to work with me as your sales coach in 2025, we have a few 1:1 spots left. You can apply here: https://lnkd.in/gf3zQSPy

In countries where trust takes longer to build (as is the case of most Asian markets), the most effective approach I’ve found is to bring real business to the table without expecting anything in return. If someone seems valuable, introduce them to a client, a partner, or an investor. Don’t ask for a favor or a cut. Just deliver. If they choose to reciprocate, that’s a green flag. If they don’t, that’s fine too because the point isn’t immediate return. It’s accelerating trust. All other forms of relationship-building, e.g., dinners, drinks, small talk, are way less valuable in comparison to this. Nothing builds goodwill like showing you can make people money while operating with integrity.

In the last 10 years, I managed over 100 accounts myself and probably interacted with over 2000 that my team manages. After building 100s of relationships, I've discovered something surprising. Trust isn't built through grand gestures or perfect presentations. It's built through consistency. Research shows when B2B customers view a vendor as a trusted adviser, they generate 1.5x greater revenue and are 2.5x more likely to repurchase. But here's the shocking part: only 31% of B2B customers believe their vendors truly understand their needs. This gap isn't just concerning, it's a massive opportunity. There are four pillars that transform ordinary vendor relationships into unbreakable partnerships. 1 - Competence Not just expertise, but applied knowledge that solves real problems. As Samuel☔️ Thimothy wisely noted, "Your goal as a business is to prove to your customers that you're their best shot." 2 - Integrity In B2B, where multiple stakeholders are involved, ethical consistency isn't optional, it's essential for survival. 3 - Reliability Meeting deadlines isn't just about calendar management, it's about proving your client can build their success on your foundation. 4. Empathy Understanding your client's business as if it were your own. This isn't just good service; it's good business. I recently read the story of a global packaging supplier who revolutionized their approach by creating a dedicated insights department. Instead of just delivering products, they delivered market intelligence. The result? Their customers now view them as indispensable partners, not interchangeable vendors. Building trust isn't an event, it's a daily practice. It's delivering slightly more than promised, consistently over time. It's acknowledging mistakes quickly. It's celebrating your clients' wins as if they were your own. Kelly Van Arsdale put it perfectly: "The more reliable and professional you can be, the more likely someone is to continue being a customer." What's one small consistency you could implement tomorrow that would build trust with your clients? Share in the comments, I'd love to learn from your experience. __ ♻️ Reshare this post if it can help others! __ ▶️ Want to see more content like this? You should join 2297+ members in the Tidbits WhatsApp Community! 💥 [link in the comments section]

Most client relationships fail before they start. Here’s my system for building trust every time. But before that, let me give you a backstory first. When I started, I thought getting clients was a numbers game: • Send enough cold emails. • Get enough leads. • Seal enough deals. But it wasn’t long before I realized: That mindset was broken. And the results? • Mediocre work. • Short-term relationships. • No real connection. Then I flipped the script. I stopped treating clients like transactions. I started treating them like people. And everything changed. Think about the last time you felt truly understood: • Maybe it was a friend who listened - really listened. • Or a mentor who saw something in you that even you didn’t see. It felt good, didn’t it? • You felt valued. • You felt heard. Now imagine being a client. • You’re juggling problems. • Trying to grow. Trying to survive. And every service you’re offered feels… the same. Another one-size-fits-all solution. But then you meet someone different: 1. They ask questions no one else does. 2. They listen. 3. They take the time to understand your goals. And only then do they craft a solution that feels like it was made just for you. That’s when you know you’ve found someone good. This is what separates okay service providers from the ones people never stop recommending. And here's how I suggest you can be that person: Step 1 - Ask better questions. What’s their biggest pain point? What does success look like to them? Step 2 - Customize your approach. Forget cookie-cutter solutions. Show them you’ve built something with their needs in mind. Step 3 - Stay curious. Their business evolves. So should your understanding. So always try to learn more about them and their business. Always take the time to truly know your clients. Because that's when you solve real problems, and not just provide a service. And when they win? You win too. So stop chasing numbers. And start building relationships. It’s the fastest way to grow something real. —— ✍ Question: What’s one way you’ve built trust with your clients from day one? #Business #Founders #Contract #Law #entrepreneurs

As a B2B entrepreneur, your success hinges on understanding one crucial entity: your ideal buyer. But pinpointing this elusive persona can feel like trying to find a specific grain of sand on a vast beach, especially when you're starting out. Here's why identifying your buyer persona in B2B sales can be a real challenge: The Network Conundrum: As a young startup, you might lack the established network of larger companies, making it difficult to access the decision-makers within your target organizations. Finding the right "in" becomes crucial. Credibility Concerns: You might be a whiz at product development, but understanding the intricate workings and challenges of your target buyer's specific industry can be daunting. Building trust and demonstrating your understanding of their business becomes paramount. The Trust Factor: Asking busy executives to entrust their critical business processes to a relatively unknown company can be a tough sell. Overcoming this initial skepticism requires clear value proposition and a strong dose of genuine passion for solving their problems. The "Screw Up" Factor: Establishing trust is essential, especially when your company lacks a long history of successful implementations. Highlighting case studies from similar clients and showcasing a well-defined execution plan can help alleviate concerns about potential disruptions. Beyond the Challenges: Despite these hurdles, perseverance and a strategic approach can unlock the door to identifying your B2B buyer persona. Here are some additional tips: 1. Seek Mentorship: Leverage industry experts or advisors who possess the network and understanding of your target market. 2. Start Small: Target smaller companies within your niche where decision-makers might be more accessible. Gain early wins and build case studies to strengthen your credibility. 3. Content Marketing: Create valuable content that addresses your target audience's pain points and showcases your expertise, attracting potential buyers organically. Focus on Relationships: Build genuine connections with individuals within your target organizations, even if they aren't immediate decision-makers. They might become your champions and open doors to the right people. Remember, identifying your buyer persona is a journey, not a destination. Embrace the challenges, learn from each interaction, and continuously refine your approach. By demonstrating your value, building trust, and offering genuine solutions, you'll unlock the key to connecting with your ideal B2B buyer and propelling your business forward. #FoundersJourney #B2BSales #BuyerPersona #Challenges #Network #Credibility #Trust #ValueProposition #Mentorship #ContentMarketing #Relationships

How FLYING Media Group has flipped brand publishing on it’s head --- and more proof that audience is *THE* asset Flying Media has flipped the concept of brand publishing upside down for me - and is expanding the map for how pairing a non-publishing business with a media arm can be both great for business and support *increasing* your editorial investment. Here’s the story of Flying, and what I am (for now) calling “reverse” brand publishing. In 2021, Flying Media acquired (among many other properties) Flying Magazine from Bonnier. The Flying Media team doubled down on content quality and production value, made the magazine sexy (something you’d be proud to have on your coffee table), and actually grew revenue. But that’s not even the most interesting part… In parallel, Flying also bought an aircraft financing company, and launched Flying Financial, a sister company for Flying Magazine that would leverage their brand + audience to drive customers for the small percentage of readers who were in market for an aircraft. Today, the financial product makes up a fraction of revenue, but you can bet that’s where they have their sights for growth. Brand publishing comes in many forms…  *A company hiring journalists and data scientists to tell stories from their proprietary data (Lyft, Experian) *A company buying an existing media company to bolt onto their core business and drive more relationships with customers/prospects (Hubspot/The Hustle, Robinhood/Snacks) But in each of these, the original “brand” is still the parent brand, finding ways to bolt on media to their core business. The Flying Team realized that an audience (and a trusted media brand) is *the* most valuable asset - and is bolting on adjacent businesses onto the media brand itself. Brand publishing as we know it today produces some phenomenal content, but as ad revenue declines, media companies need to find new business models - or new businesses. This “reverse brand publishing” model could make for an incredible way to make publishers more sustainable. Are there other examples of this out there? h/t Jacob Donnelly, Craig Fuller for dropping wisdom at the A Media Operator Summit. An incredible show.

If you've got a new service, or product, or if you enter a new vertical, even if your partners are ushering you into their market, expect skepticism. Even with the best partners advocating for you, decision-makers may hesitate and many companies will put you at the bottom of their priority list until you can prove your value. It’s crucial to get traction quickly, or risk being overlooked. Here’s what I would do to break through that initial skepticism and gain momentum: 1. Pilot Programs: Offering a limited-time trial can help, but only if it's designed to deliver clear value from day one. - Set clear success metrics with your customer before the pilot begins. Establish measurable outcomes like improved productivity, user engagement, or cost savings. - Don’t just give them the product—ensure their teams are trained and equipped to use it effectively during the trial. This maximizes the chance of success and measurable impact. 2. Feedback Loops: Regular, structured communication with your partners and customers is key to refining your offering. - Set up bi-weekly check-ins to gather both quantitative data (usage rates, performance metrics) and qualitative feedback (user experience, pain points). - Use this feedback to adapt your approach in real time. Whether it’s tweaking features, adjusting pricing, or improving support, make sure you’re iterating based on what you hear. 3. Case Studies: Success stories build trust and reduce uncertainty for potential customers. - Create detailed case studies highlighting real results from your pilot programs or early adopters. Focus on specific benefits—whether that’s operational efficiency, cost savings, or user satisfaction. -Share these case studies with future prospects to showcase the value and credibility of your service. Timely, relevant examples can turn a hesitant prospect into a committed customer. Gaining traction with a new service takes time, but with the right strategies you can overcome skepticism and build momentum.

From Personal Trust to Systemic Trust: The Hidden Engine Behind Scalable Businesses For the last 25 years, I’ve been buying loose milk from Modak Dairy in Pen. The quality is outstanding, and every month we settle accounts — no invoices, no reminders. Just mutual trust. But when I travel outside Pen, I wouldn’t dream of buying loose milk from an unknown dairy. I reach for Amul India or chitale dairy. Why? Because in one case, trust is personal. In the other, it’s built into a system. Think about it. When we order on Zomato, ride with Ola, or book through Airbnb, we trust strangers. We believe the food will be on time, the ride safe, the villa clean — not because we know the people involved, but because the platform makes us feel secure. It’s not about the individual anymore, it’s about the system they operate in. This shift from personal trust to systemic trust is the secret behind scalable businesses. Local businesses like Modak Dairy build trust one person at a time. Brands like Amul build it through process, consistency, and technology. That’s what allows them to operate across cities, states, even countries. This insight isn’t new — many bestselling business books have emphasized it. “Good to Great” by Jim Collins says great companies move beyond dependence on a few individuals. They create disciplined systems that deliver consistently, even when people change. “The E-Myth Revisited” by Michael E. Gerber - Beyond The E-Myth reminds small business owners: to grow, you must work on your business (designing systems), not just in it (doing everything yourself). “The Speed of Trust” by Stephen M. R. Covey says trust isn’t soft — it’s a business advantage. Systemic trust reduces friction and increases speed. So what should small businesses do? Here’s a simple roadmap: Step 1: Build personal trust Be dependable. Deliver consistently. Build goodwill. Step 2: Create repeatable systems Document your way of working. Make quality non-negotiable and consistent. Step 3: Use technology to scale CRMs, ERPs, customer apps — these help you deliver the same experience to 10 or 10,000 customers. Step 4: Monitor, learn, and evolve Systems aren’t static. Update them based on customer feedback, market shifts, and internal audits. Trust may begin with a person. But to grow, it must live in a system. That’s the difference between a local legend and a national brand. And that’s the journey every small business can take — from Pen to the world. What are you doing in your business to build trust that scales? Let’s share and learn from each other. Subodh #SmallBusiness #Scalability #Trust #SystemsThinking #GoodToGreat #EMyth #Entrepreneurship #DigitalTransformation