Prasanna

Sales is often a symptom.

It's not the root cause.

The root cause could be that, you know, you've not done the positioning right.

You've not allowed the customer to have the conversation placed in the right box in their head.

So whenever having a positioning conversation, I say, think about x-axis and y-axis.

Plot a graph like this.

When thinking about positioning, remember this phrase, association and differentiation.

First association, then differentiation.

Association is what is that x-axis?

What is that category name?

If you don't have a category name, find a good analogy.

What is that analogy that people already understand around which you can hang the explanation about your product?

And then what is it that you will do to differentiate?

Not only do you want to make sure that you are in the right container in customer's head, but you want to make sure that your product is the one that gets placed in the container.

So you have to think about differentiation.

So associate and differentiate.

Now you could say, like, you know, existing blog.

So you could say, you know, existing blog with a certain height.

Don't do that.

Say chair on the x-axis or say CRM.