Lessons learned in SMB fintech

In the last post, I highlighted that SMB’s are mostly a long tail business with a majority of the market at the smaller end of the spectrum. An insight that I did not appreciate going into this market is the amount of sensitivity to price. The statement that “There are three things that are most […]

Cross-sell is dead

Every companies’ strategy mentions owning the full customer relationship as a key goal. The thinking goes somewhat like this. We have identified a customer need in a super specific niche area inside a large industry vertical. Once we acquire this customer for this super specific need, we want to continue serving them and building a […]