What I’d Tell My Team About Competition

A lot of people simply don’t understand the degree to which competition matters in B2B software, and what competing effectively feels like. Competition is simply the art of increasing your win-rate when you and a competitor vie for the same customer’s business, and this is what I would tell my team if I had to motivate them to compete hard and win: *** If our market has any value at all, we’re going to have competitors. Many of them will be formidable, because the thermodynamics of capitalism dictate that competition always eventually appears. If it didn’t, it would mean that we were doing something useless. If our market is as large as we think it is, competitors will continue to spring up and get funded until there’s no longer positive expected value in trying to own it. VCs need to make money, and they will pay an endless train of Stanford dropouts to try to kick our ass. Our goal is to instead kick their asses so quickly, decisively, and publicly that people stop signing up to…