Rob Walling

Or you can follow Jen Abel, Matt Wolock, Steli Efti, you know, some of the sales folks in the SaaS space and learn, hey, how do I kind of navigate this? And if the school comes back and says, well, we need you to sign a big security checklist or fill out this 30-page doc to close the deal.

Then depending on what you've charged, you know, if you've undercharged and you need to turn down the deal or if you've charged, you know, what, 30 grand a year, then it becomes worth your time to fill out all of that and deal with procurement. So that's the real danger is that you get into a sales cycle or a sales process and you realize it's more headache than is worth it.

Then depending on what you've charged, you know, if you've undercharged and you need to turn down the deal or if you've charged, you know, what, 30 grand a year, then it becomes worth your time to fill out all of that and deal with procurement. So that's the real danger is that you get into a sales cycle or a sales process and you realize it's more headache than is worth it.

And frankly, it's going to be hard to know until you try it. The biggest thing, though, whether it's schools or small businesses, is charge enough to make it worthwhile. So charge a little more, especially if you're resistant to doing it. Charge a little more. Charge a lot more than you think you need to. And if they say no, what are you out? Nothing, a conversation.

And frankly, it's going to be hard to know until you try it. The biggest thing, though, whether it's schools or small businesses, is charge enough to make it worthwhile. So charge a little more, especially if you're resistant to doing it. Charge a little more. Charge a lot more than you think you need to. And if they say no, what are you out? Nothing, a conversation.

And if they say yes, make sure it's worth it. My dad, who was an electrician for 42 years and became a project manager, used to say, there are no bad jobs. There are only jobs without enough money in them. And what that meant is no matter how grindy a project was, if you had enough profit in that, then it was worth it. Similarly, when you're selling to schools or businesses or enterprises, you're

And if they say yes, make sure it's worth it. My dad, who was an electrician for 42 years and became a project manager, used to say, there are no bad jobs. There are only jobs without enough money in them. And what that meant is no matter how grindy a project was, if you had enough profit in that, then it was worth it. Similarly, when you're selling to schools or businesses or enterprises, you're

There are no bad deals. There are only deals that aren't worth it because you didn't charge enough. I will tell you that most small businesses, when they have a single decision maker, they're relatively easy to sell to. But if they're non-technical, I don't know what your product is, if they're non-technical, then there can be the onboarding headaches. This is customer pain versus competitor pain.

There are no bad deals. There are only deals that aren't worth it because you didn't charge enough. I will tell you that most small businesses, when they have a single decision maker, they're relatively easy to sell to. But if they're non-technical, I don't know what your product is, if they're non-technical, then there can be the onboarding headaches. This is customer pain versus competitor pain.

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.