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Sales playbook
Due to COVID, startups are relying on new channels, geographies and reps
- 35% Shift sales online
- 30% Partner with distributors
- 21% Change target geography
- 14% Hire new sales reps
PRODUCT
The abrupt disappearance of markets forces startups to recreate their products
55%
OF STARTUPS
CHANGED THEIR CORE PRODUCT
INVESTMENT
In order to stay relevant, startups are increasing their investment in product development, moving quickly to adapt their products to the changing market needs
-
14% Significantly higher investment
-
66% Slightly higher investment
-
20% Lower investment
Remote work
The remote shift: A potential cost saver as startups cancel office space
44%
OF STARTUPS
REDUCED OFFICE SPACE OR CANCELLED LEASES
CLIENT RELATIONSHIP
74% of founders report online customer service will become a main competitive differentiator
With today’s intensifying market competition, the growing necessity to create a direct relationship with clients is becoming increasingly clear. More than ever, startups must strive to better understand their clients’ needs, adapting their product and service to fit what clients are expecting. The strengthening of the company-client bond has been evolving for years, yet the trend has been greatly accelerated by the COVID pandemic. To retain increasingly savvy clients, startups are striving to perfect their level of online customer support, becoming more attuned to the needs of the clients and creating a long-term direct relationship.
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