Still fascinated! Couple ideas using Crossing the Chasm (CtC):
1. Your vision is crucial to your determination. Your vision is disrupting SMB CLM with "huge gains in accuracy and efficiency". You can only start the fire with those also inflamed with your vision - those who care. It seems only CIO's (anyone else?). The CtC idea is to target those few adventurous CIO's ("visionaries") who want to leapfrog the competition with this new, unproven approach. Reach them through those very, very few CIO's who are excited by the idea itself ("enthusiasts") - just because it's a clever, efficient, elegant approach to a broken process. They exist, just not many.
So: if you try to appeal to users, it must be those users who are excited by what causes the "huge gains in accuracy and efficiency". Otherwise they'll carry the wrong torch to the CIO.
2. The other CtC idea is "niches": pick out the types of customer who would really benefit from your solution. e.g.
inaccuracy causes chronic problems for them/losing customers/bad publicity; CLM is a dangerously high cost center; they can't keep up with sudden demand and are losing sales; they can't adjust to changing contracts, and lose opportunities; (new) regulations/legislation makes inaccuracy very expensive. Plus, it would open up a new market; overtake a competitor; resist a competitor. These also excite upper management.
Applying it gratifying users: are some businesses constantly approving contracts, and importing templates (or should be)? Maybe during M&A; law/consultancy firms?
1. Your vision is crucial to your determination. Your vision is disrupting SMB CLM with "huge gains in accuracy and efficiency". You can only start the fire with those also inflamed with your vision - those who care. It seems only CIO's (anyone else?). The CtC idea is to target those few adventurous CIO's ("visionaries") who want to leapfrog the competition with this new, unproven approach. Reach them through those very, very few CIO's who are excited by the idea itself ("enthusiasts") - just because it's a clever, efficient, elegant approach to a broken process. They exist, just not many.
So: if you try to appeal to users, it must be those users who are excited by what causes the "huge gains in accuracy and efficiency". Otherwise they'll carry the wrong torch to the CIO.
2. The other CtC idea is "niches": pick out the types of customer who would really benefit from your solution. e.g. inaccuracy causes chronic problems for them/losing customers/bad publicity; CLM is a dangerously high cost center; they can't keep up with sudden demand and are losing sales; they can't adjust to changing contracts, and lose opportunities; (new) regulations/legislation makes inaccuracy very expensive. Plus, it would open up a new market; overtake a competitor; resist a competitor. These also excite upper management.
Applying it gratifying users: are some businesses constantly approving contracts, and importing templates (or should be)? Maybe during M&A; law/consultancy firms?
Choose your customers to suit you.