Editors Choice

Startup School: Understanding Customers, Painting your Mona Lisa or who is the hero in your movie?

1 Comment

6 mins read

Who is the Hero in your movie/pitch? No it is not you, nor the investor, nor the product. Your pitch is best delivered in third person and the pain your are documenting is the pain of the customer. And the story you really want to tell is the how badly he or she wants this pain to get fixed, addressed, nuked and neutralized. Somewhere in there, maybe towards the end is space for production credits (your profile) and maybe a sexy placement for your product (showing the hero using it in exactly the right context and scene where the audience is aware of the sub text and would love the usage). But all of that comes later; this movie is primarily about your customer.

Fuel Hedging Question Marks

Frontier and Emerging Markets Enterprise Risk Management: A practical perspective

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10 mins read

Once upon a time in a different world, the profitability generated by regional banks in the union of city states known as the Emirates surpassed the combined profitability of the same banks in India, Pakistan, Sri Lanka and Bangladesh.

The year was 2006. I had just stepped into the treasury of one of the largest banks in the Middle East. The treasurer I was meeting was a referred lead. Our conversation started of pleasantly, but then I mentioned that I built and sold risk systems for a living