Rob Walling

And so you get to decide. But if you have consumers buying this, you probably already have that. I can't imagine selling to a small business. That process is going to be very different than selling to an individual.

And so you get to decide. But if you have consumers buying this, you probably already have that. I can't imagine selling to a small business. That process is going to be very different than selling to an individual.

Schools might be different, although private schools and language schools and that tend to operate like small businesses where they are for profit and certain people, managers or whatever, have credit cards and they often buy like a small business. If you get into public schools, K through 12, universities, the procurement and all that can be at annual, seasonal, budgetary cycles.

Schools might be different, although private schools and language schools and that tend to operate like small businesses where they are for profit and certain people, managers or whatever, have credit cards and they often buy like a small business. If you get into public schools, K through 12, universities, the procurement and all that can be at annual, seasonal, budgetary cycles.

There's several Chinese seed companies that deal with this and it is a bit more of a pain. But For me, if I were trying to decide whether to sell to them if they're already approaching me, I would give it a shot a few times and see what it's like. Targeting them is another question. Targeting them implies you maybe update your positioning, your H1, or you at least add some landing pages.

There's several Chinese seed companies that deal with this and it is a bit more of a pain. But For me, if I were trying to decide whether to sell to them if they're already approaching me, I would give it a shot a few times and see what it's like. Targeting them is another question. Targeting them implies you maybe update your positioning, your H1, or you at least add some landing pages.

You start doing some SEO work. for the terms they're searching for. Do you buy ads? You start marketing to these as an additional ICP. Right now, your ideal customer persona or ideal customer profile is consumers. Adding schools and small businesses as additional ICPs

You start doing some SEO work. for the terms they're searching for. Do you buy ads? You start marketing to these as an additional ICP. Right now, your ideal customer persona or ideal customer profile is consumers. Adding schools and small businesses as additional ICPs

can be good it can be good especially if you can charge more right if what if you have a personal plan and you have your small business plan and you have your academic plan and they whatever they have different pricing and they have different features and they have different amounts of the value metric you know that you're using if you have one

can be good it can be good especially if you can charge more right if what if you have a personal plan and you have your small business plan and you have your academic plan and they whatever they have different pricing and they have different features and they have different amounts of the value metric you know that you're using if you have one

And that does allow you to segment your users and segment that process. And then maybe schools get a demo. And if they're a one-call close and they pay you enough, it's worth it. And maybe consumers and small businesses don't. There can be some benefit to it. Now, the flip side of that is, well, don't you want to focus on a single ICP? There's arguments on both sides.

And that does allow you to segment your users and segment that process. And then maybe schools get a demo. And if they're a one-call close and they pay you enough, it's worth it. And maybe consumers and small businesses don't. There can be some benefit to it. Now, the flip side of that is, well, don't you want to focus on a single ICP? There's arguments on both sides.

I have had businesses where there's one, and I've had businesses where there were three or four. Drip actually launched with four different ICPs, and we actually narrowed over time. So I can see it both ways.

I have had businesses where there's one, and I've had businesses where there were three or four. Drip actually launched with four different ICPs, and we actually narrowed over time. So I can see it both ways.

And again, in your shoes, I would ask myself, am I interested in potentially making more money and learning more about how to deal with other audiences and other ICPs, potentially growing this business, making it a better business, because certainly consumers are not gonna pay as much as schools and small businesses. I'd ask myself, do I wanna do that? Do I wanna learn it?

And again, in your shoes, I would ask myself, am I interested in potentially making more money and learning more about how to deal with other audiences and other ICPs, potentially growing this business, making it a better business, because certainly consumers are not gonna pay as much as schools and small businesses. I'd ask myself, do I wanna do that? Do I wanna learn it?

And my answer, of course, would be yes, because I like trying new things. I'm a maximizer and I'm someone who likes to learn things. So that's my take, Benjamin. Hope it was helpful. And with that, this episode will come to a close. Thanks so much for joining me this week and every week. It's always great to be on the mic with you.

And my answer, of course, would be yes, because I like trying new things. I'm a maximizer and I'm someone who likes to learn things. So that's my take, Benjamin. Hope it was helpful. And with that, this episode will come to a close. Thanks so much for joining me this week and every week. It's always great to be on the mic with you.

If we're not connected on ex-Twitter, which is where I asked for these later stage questions, let's connect. I'm at Rob Walling. And of course, if you have later stage questions, feel free to ping me on Twitter or send them to questions at startupsfortherestofus.com. If you have early stage questions, feel free to send them there as well.

If we're not connected on ex-Twitter, which is where I asked for these later stage questions, let's connect. I'm at Rob Walling. And of course, if you have later stage questions, feel free to ping me on Twitter or send them to questions at startupsfortherestofus.com. If you have early stage questions, feel free to send them there as well.