The distance

You have spent resources improving your product with features analysts said are necessary in your category.

You have hired hundreds of new employees and built an organization that can sustain higher revenue.

You have rolled out a new tool because the old one was clunky and not providing enough flexibility.

You have gone all-in on that campaign because your experience and guts told you that was the right thing to do.

You have increased your marketing spend to better feed sales pipeline, investing in ads that interrupt people and are clicked only by robots.

You have changed your management team because the targets were not met.

And in the meantime, out there a potential customer is still wondering how to fix the issue your product is supposed to solve.

The distance between what happens within companies and what happens in the market is often shocking. Organisations and the people they are supposed to serve play in different fields, sometimes in completely different sports. The only way to fill such gap is to religiously do two things over time: figuring out who your customer is and understanding their world better than they do.

It is a strategy, not a tactic. And for this reason the distance continues to grow. And grow. And grow.

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