First Spherical’s Product Market Match Framework provides dimension & texture to an idea all of us use – Product Market Match (PMF).
PMF isn’t attained completely, however sustained over time as firms & complexities develop. As they scale, startups transfer up-market, increase into new geographies, add new product strains, & develop new buyer acquisition motions.
These complexities are initially linear however finally multiply. The thought is finest illustrated by instance.
Looker is likely one of the firms highlighted 🤗 & a portion of their journey is detailed right here :
(click on to zoom)
Within the early days of the corporate, the common value level was round $16k. The corporate bought to venture-backed expertise firms within the US with a single movement.
Throughout the Growing days, the enterprise pushed up-market diversifying from startups into the mid-market & outdoors of expertise into retail, healthcare, finance & different verticals ; Looker added a number of new gross sales motions & elevated the value level.
On the Sturdy stage, Looker bought into totally different geographies with groups in Europe & Asia. As well as, the embedded BI product grew to become an vital contributor to income & channel distribution (which had at all times been a power) scaled.
On the Excessive, Looker’s good staff constructed two product strains, bought throughout 5 geographies & by means of three totally different motions, and 5 totally different verticals : 150 permutations of closing an account.
The combinatorics of PMF explode rapidly. That’s why sustaining it with scale turns into tougher & tougher.