Death & Taxes in B2B
In the B2B domain, between buying into a vision of your product and actually fulfilling that vision / achieving real value, there are a slew of hurdles that your prospects and customers face, and these add up to a total cost of ownership (TCO) that you should be focused on minimizing as a company and product team.
Evaluating a tool and doing a pilot is work - there is an appraisal tax
Using a tool means procuring software - there is a licensing cost
Initial setup and deployment is work - there is a configuration cost
Ongoing GRC management is work - there is an administration tax
Getting teams to utilize the tool is work - there is an adoption cost
Upskilling users to leverage the tool is work - there is a literacy tax
Integrating a new tool operationally is work - there is a toolchain tax
(GRC = Governance, Risk, Compliance, basically enterprise concerns)
But why the delineation between costs vs taxes?
Costs are easy to explain but hard to reduce - you should do your best to manage
Taxes are ea…
