#upekkha’s hierarchy of B2B needs (aka Maslow for biz)
▻https://hackernoon.com/upekkhas-hierarchy-of-b2b-needs-aka-maslow-for-biz-16162fa95bf0?source=r
Every product bought by a business, meets one or more needs within the organisation. Founders who understand this hierarchy of needs make faster progress towards PMF in a B2B/SaaS context.I’ve found it useful to consider how a specific B2B product fits within an buying orgs hierarchy of needs, extrapolating how the buying behaviour changes based on where it is in the hierarchy. This is a simplified view most useful in the very early stages of PMF, #positioning, segmenting.Let’s take a look at the buying business’s hierarchy of needs.RegulationAny business must first get their regulatory ducks in line. CPA, CS, Accounting, finance, environment, approvals: governments extract their pound of compliance early. If you’re selling a product that addresses this need, you’re usually looking at low (...)