The hottest Customers Substack posts right now

Oxford Nanopore is showing 31% revenue growth, but this excludes some major projects like the Emirati Genome Project and COVID-related work. This might not give a full picture of their earnings.
The company seems to rely heavily on a single new large customer for much of its revenue growth. This could be a risk if that customer changes or goes away.
Historically, large customers can disappear when their projects finish, meaning Oxford Nanopore needs a steady influx of new clients to maintain growth.

Analytics provides an imperfect view of customers.
Customers are complicated and analytics may not fully capture their behavior.
Despite its limitations, analytics remain a valuable tool for business processes.

In a world of hyperbole, everything is either the best or the worst.
Critiques and recommendations lack nuance and balance, with extreme ratings becoming the norm.
Being the favorite is more important than striving to be the best.

When considering a market, focus not just on the total value but also on the volume of potential customers or personas.
High volume of target customers provides more opportunities for learning and growth in a business.
A larger TAM (volume) allows for more chances to adjust strategies and learn from mistakes compared to low volume markets.

Quick wins are practical tactics delivering tangible results in a short time frame.
Quick wins in marketing build trust, validate strategies, and earn the right to take bigger risks.
Quick wins should have high success rate, low effort & budget, demonstrable results, and short time to value.

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Focusing on larger customers with bigger contracts may not solve all your business problems.
The decision-making process and needs of larger customers can be vastly different from smaller ones.
Shifting to target larger customers requires significant time and changes across your marketing, sales process, and team.

In the restaurant industry, the customers are considered the product, not the food.
There is a trend of new restaurants having similar setups and menus, which can make the customer experience less unique.
The analogy of customers as 'workpieces' in workshops questions what happens when all establishments start to look the same.

When pricing software, focus on value over cost. It's vital to find the right balance and not undervalue your product.
Adapt pricing based on customer segments. Small businesses and larger enterprises have different budgets and needs, so consider offering various editions or plans.
Avoid commodity pricing and aim for a pricing model customers can easily understand. Make sure pricing generates positive margins and evolves with your company.

Having a good co-founder can make starting a company less lonely and more successful.
Relying on funding or accelerators as preconditions to starting may show a lack of commitment to building a successful startup.
Starting with customers before seeking investors can lead to faster validation, more successful fundraising, and show commitment to the company's growth.

Positioning and displaying pricing on websites requires careful thought to avoid overwhelming visitors. Highlighting value propositions, using tier layouts effectively, and integrating FAQs can enhance clarity.
Incorporating pricing details into sales materials like pitch decks and business case templates reinforces the value proposition and aids in presenting a clear investment summary to potential clients.
For complex products, consider creating in-depth documents or web pages that outline proposed options with detailed inclusions, FAQs, and explanations to assist customers in making informed decisions.