Despite Overwhelming Advantages, Seattle’s Most Promising Startup Failed

At the Early Stage Investment Forum in Seattle, 250 accredited investors and venture capitalists voted Ansyr Technology as “the region’s most promising technology startup.”

This accolade was based on both market and company advantages including: a thriving new ecosystem called mobile computing, partnerships with both Microsoft and Adobe, and plenty of money provided by local investors.

Despite these significant advantages, Ansyr Technology failed because management neglected the most important element of long-term success: staying aligned with the motivational characteristics of customers as they evolve.

One primary example of customer misalignment was the mis-match between the selling skills and techniques of the sales team, and the requirements of early customers.

Please visit the Infographic Tools page on this website to see how customer requirements change in the areas of: buyer characteristics, value proposition, product expectations, sales channels, positioning messages and cost-benefit alignment.

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