Putting On the Advisory Hat

My days used to be built around two things: working with the development team and meeting with advisors. That has changed. My calendar is now filling up with demos and pre-onboarding conversations with people and organizations who have shown interest.

Back in the early 2000s, I wore the sales hat for my company. Cold calls were part of every day. Early mornings and late evenings worked best because that is when I had the highest percentage of conversations with decision-makers. I also drove up and down the Mid-Atlantic to meet prospects face-to-face.

It was the right approach for that product, that buyer, and that time.

BessWave will be different. Not because the old approach does not work, but because we are building a different type of platform for a different type of user. Starting in July, anyone will be able to request access to BessWave and try it themselves. For some early users, that starts in June.

I have been here several times before. The first few months after launching a new software product can be intense, and I have always enjoyed that phase. Watching users do something they did not think was possible. Getting feedback, both good and bad. Either way, you know the product is being used. And when it is being used, you can address what needs addressing.

Starting in June, the most common ask will be, “Show me.” That is fine by me. It is exactly what I would ask if I were sitting on the other side of the table.

To get ready for what is coming, I have put the sales hat back in the closet. The advisory hat is a better fit for me now.

At this stage, the job is not to convince someone they have a problem. The job is to listen, show them what is possible, and help them recognize how BessWave can be useful to them.