All Problems are Solved, Single Principle Fundraising
Read time: 4 minutes
That's a first. A first Point-Blank. Just like with almost anything, there is only 1 (one) first step. I'm uncertain what exactly this means, but it always feels significant.
Anyway, let's get to the point.
All B2B Problems Are Solved
Yes, they are.
The problem your B2B solution is targeting is, in fact, solved. Somehow. That solution might be inefficient, slow, costly, rudimentary, weird or stupid. But it does solve the problem to some sufficient to a customer degree.
Or it might be too small to care. In which case, you've got problems.
So, how do you sell a B2B solution to a problem that is currently solved? Approach new customers with two things in mind:
1. Priority
It’s not just about having a problem; it's about its growth. If the problem isn’t increasing in frequency or intensity, it won't be a priority. The key lies in measuring and managing the problem. Have data on why this matters NOW. Be specific: if you’re not measuring the issue, how can you know how bad it really is? Question to ask: is the problem getting worse, stagnant, or going away?
2. Urgency
Buyers today need a clear implication of inaction. If you can’t show why solving it today matters, it’s easy to get pushed off to next quarter or worse, next year. Show customers the rising costs — whether in headcount, dollars, or time wasted. CFOs and buyers will find a much easier time to sign off on a deal that isn't "nice to have.” Question to ask: what happens to P&L if they do not solve it? What is the cost of doing nothing (i.e., leaving the current solution intact)?
Fundraising Principle
This fundraising principle is the only one early-stage startup needs, consisting of only 1 rule.
Rule #1: Never have to fundraise – and only fundraise if all the following are true:
It will speed us up.
We can use the money effectively.
The partner would improve our board.
The increased chance of success offsets dilution.
It reduces stress.
There is no Rule #2.
It's beautiful - absolute clarity and completeness. Source: PostHog Handbook.
Less is More
Less is more 92% of the time. Start with clear and concise messaging - it works. No worries, you can always complicate it later. Can you tell your story in less than 10 words?
Thank you for reading Point-Blank. I hope you found it valuable.
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Until next week, stay on point!
- Dmitri
LinkedIn | X@Hey_Dmitri | PreScaled.com
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