Nikki Parker

Last night, Boston-based go-to-market professionals met on Newbury Street and discussed critical topics shaping effective strategies. Here are some insights from the conversation: EMBRACE CONSTANT CHANGE AND EVOLUTION One of the primary themes of the discussion was the necessity of adapting to an ever-changing market. Executives acknowledge that remaining static is not an option. Markets evolve, customer needs shift, and new competitors emerge. To stay ahead of revenue goals, go-to-market strategies must be dynamic and flexible. EXPANDING YOUR IDEAL CUSTOMER PROFILE (ICP) FOR GROWTH Traditionally, businesses have had a loose view of their ICP. However, it is essential to expand and refine this view for growth. Understanding who is buying your product and what competitors you are losing to. By broadening the ICP, companies can tap into new markets and customer segments they previously overlooked. DIFFERENT DEFINITIONS OF ICP Our discussion highlighted the varying definitions of ICP, ranging from broad to narrow. The ICP might be more expansive to showcase market potential when pitching to investors. Conversely, for sales teams, a narrower ICP might be more practical to effectively target specific ideal buyers. ALIGNING ICP WITH PROBLEM SOLVING A critical takeaway was the importance of aligning the ICP with the specific problems your product or solution solves. The ICP should be dynamic and reflect the use cases and outcomes desired by different customer segments. This alignment ensures the messaging resonates with potential buyers and addresses their unique pain points. THE LANGUAGE OF VALUE Crafting a compelling story and appropriate use cases is essential to capturing the interest of potential customers. Your narrative should be tailored to demonstrate how your product solves their problems. This involves communicating your product's benefits and value proposition to existing customers and prospects. Recognizing why customers are leaving and addressing those issues proactively is equally essential. ADDRESSING THE READINESS OF PROSPECTS A significant point of discussion was the importance of disqualifying leads early in the sales process. Half of a business's effort often goes towards prospects who are not ready to buy. By refining the lead qualification process and focusing on educating and nurturing prospects, companies can ensure that they are engaging with leads who are more likely to convert. Thank you for sharing your expertise and experiences. Your insights underscore the importance of adaptability, a well-defined and flexible ICP, compelling storytelling, and early lead qualification in crafting effective go-to-market strategies. By focusing on these areas, go-to-market leaders can drive growth, enhance customer retention, and improve overall market effectiveness. It's that easy! 🤣

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Strategic and corporate venture funds are increasingly playing a bigger in role earlier stage startups, particularly for #deeptech companies needing design partners to build and test their beta products. Looking forward to discussing some lessons learned for earlier stage companies seeking strategic investment with my fellow panelists Michael (Mick) Gilbert, Kenzie Weston Mucci, Katerina Fialkovskaya, Adarsh Sowcar, Jianyu (Jerrold) Wang, MBA, Maria G. Manrique and moderator Stephen Brook. Thanks to Peter Walker and the team for organizing the annual New England Venture Summit. Definitely recommend the youngStartup Ventures conferences. #vc #cvc #startups #investment

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Wonderful article about Emily Knight and the whole The Engine Accelerator team on the amazing work their doing changing the world with #ToughTech!

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We’re joining NY Tech Week for a second year, this June. It’s a panel discussion with Q+A. Bring your questions and insights. If you are experienced in BD / Corp Dev / M&A / Distressed Assets / PE: What are you seeing in the market in 2024 and how will this change in 2025? What are common mistakes that founders and investors make, and how to avoid them? If you are a founder: How do you plan for selling your startup at a successful exit or at a distressed price? If you are an investor as an angel / emerging manager / VC / PE / secondaries: What do you do to best support your founders? Last year, we had 50 seats and 500 people sign up. We are very grateful to have your interest in joining our conversation this year. https://lu.ma/4950c6z2

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For Jason U. and me, being at Grand Central Tech has been game changing for Sunrise AI. The beautiful space is a boon, but integrating into the NYC tech ecosystem has been an absolute blessing -- more tangibly, there's 2 huge pluses: - the idea sharing when surrounded by all-star founders @ 22 Vanderbilt is incomparable; and - it's done wonders for our pipeline 😉 Run, don't walk (or rather click below) for the application: https://bit.ly/4abteEH

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At BBG Ventures we continue to think about changing demographic shifts and the groups of overlooked Americans at the centre of those shifts. We ask: what are the opportunities to build something valuable for those groups across the biggest areas of the economy to drive prosperity, growth and wellbeing for all Americans, not just some. Future of Work and underserved workers is an arena we've long dug into. This summer, my partner Susan Lyne and investor Carol Magalhães Isaacs, CFA went deeper on Boomers - by 2030, Boomers will outnumber under 18s - living longer, working longer, spending longer - what will their Third Act be? How might AI supercharge their productivity? Check out their post below and share your thoughts with us. Longevity and Prosperity > Death and Decay. If you're building at the intersection of Aging x Work reach out!

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Brad Vynalek, Jennifer Rupkey, and Ed Lovatt discuss the vital link between firm leadership and business development. Learn how their collaborative approach drives firm success. #LegalBusiness #Leadership #BusinessDevelopment

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Join me at HIGHER’s The State of TA breakfast briefing on the 19th of June at Soho House Dean Street, London! I’m looking forward to connecting with executive colleagues to discuss challenges we’re all facing across the industry. HIGHER’s The State of TA is grounded in detailed analysis from interviews with TA leaders across the US and Europe, alongside additional context provided by the panel. Here’s some of the topics we’ll cover; Hiring and turnover: is this holding steady? Talent quality: can this be defined and what key metrics do others use? Talent teams: are we reaching the threshold for capacity and how do you bridge the gap between technology, efficiency, and capacity? DEIB: is this falling down the priority list? Register today to secure your place: <https://lnkd.in/eRE7a7kf> See you there with Ryan Broad Brian Evje Alice Glen (née Roper) and Phillip Blaydes

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If you believe that #Diversity and #Inclusion matter, specifically in times like this, join us on October 30th. We will discuss the challenges and success stories of promoting Diversity in 2024. With me you will find industry leaders who were able to pull it off (!) 💥💥💥 Dorit Dor, Hasan Abasi, Vered Raviv Schwarz, Gal Shaul Guesty, Augury, HAAT Delivery, Check Point Software Power in Diversity Glilot Capital Partners Poalim Tech, Meitar | Law Offices, ESOP - Phoenix, Microsoft, Calcalist כלכליסט #nomatterwhat

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I don't have any speculation to add to the news of REA Group's proposed bid for Rightmove, but I can offer a multitude of evidence-based research on both portals. These two companies are the giants of the global industry; just look at the raw profit power compared to global peers (and U.S. real estate companies). Cash Flows of the Rich and Famous: https://lnkd.in/ghjFnjes The Real Estate Portal Strategy Handbook: https://lnkd.in/gUn4zbBQ Millions More Buyers: A Real Estate Portal’s Competitive Advantage: https://lnkd.in/gN6_uiVT

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Our #SXSW panel audience Q&A went on for so long they had to kick us out of the room! Thanks to Michael Kron, Casey Flint and Richard Cooney for a great discussion on what we all look for in founder characteristics. Investing in early stage companies is less about the product, which we know can and will pivot and change, and more about the founder (team) and the market opportunity. I loved the discussion on the confusing combination of paradoxical characteristics. For e.g. Startup founders should be bold risk-takers, but they should also avoid the cowboy mentality by backing their decisions with solid data and analysis. Would love to hear your thoughts on what makes a great founder! Sprint Ventures #founderdna

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Elevate your networking game with our #SiliconValley VC contact list. Access 200+ #VC firms and 1800+ professionals, along with 1500 emails to help you make valuable connections. Learn more: https://payhip.com/b/eUIyc #venturecapital #startups #funding #startupfunding #startupinvestors #privateequity #founders #entrepreneurs

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Free case-study webinar on July 25th. Al Transformation: Overcoming Adoption Challenges How Al Accelerator Addresses Key Obstacles to Full Integration? Register with the QR Code.

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This week, I had the incredible opportunity to brainstorm with the brilliant Bobbie Armstrong while walking through the breathtaking Niagara Falls State Park. As two ecosystem developers with a global perspective on venture development, we found ourselves reflecting on the future of Western New York. Our conclusion? It’s time for WNY to think globally again and bridge the gap between local organizations and global networks to drive economic empowerment. Standing beside such an iconic natural wonder, I couldn’t help but think about how just down the Niagara River, one of the world’s most significant clean energy projects—New York Power Authority’s Niagara Power Project —was developed by the legendary innovator Nikola Tesla. His groundbreaking contributions over a century ago set the foundation for clean energy technology, positioning the Greater Niagara region to potentially become a global hub for innovation, much like what Silicon Valley is today. However, something went wrong after the Industrial Revolution. Despite WNY’s early leadership in the mass adoption of electrical power, the region lost its momentum in producing global solutions. Whether it was the rise of electronic product manufacturing, the dawn of the computer age, or the explosion of software development—WNY could have been at the forefront of it all. Now, with technologies like AI, BioTech, CleanTech, Robotics, Quantum Computing, and Blockchain rapidly evolving, Bobbie and I firmly believe it’s time for WNY to seize the opportunity. Together, we can reignite the region’s innovative spirit and reclaim our place as a global leader in technological advancement. #WNYInnovation #GlobalThinking #CleanTech #AI #EcosystemDevelopment #VentureGrowth #NiagaraFallsInnovation

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🚀 Scaling climate tech innovations requires more than just technological breakthroughs. The Adoption Readiness Level (ARL) framework, introduced by the @USDepartmentofEnergy, provides the building blocks to ensure commercialization and mitigate risks early on.   In collaboration with B Capital ’s Jeff Johnson and Mia Nixon, and dear colleagues from Boston Consulting Group (BCG), Parham Peiroo and Vinay Shandal, we explore lessons learned from scaling success stories, showing how aligning technical development with commercial strategies is key to unlocking growth. Check out their latest insights on scaling climate tech: https://lnkd.in/g_3KJcet #ClimateTech #GreenGrowth #Sustainability #ClimateFinance #Scalability

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What role will AI have on the future of work? How can you prepare yourself to remain competitive with job roles that have not been created yet? In my exclusive interview with Dan Adler Managing Partner of D Squared Capital, we discuss how AI is reshaping industries and transforming the workplace. Discover key insights on adapting to these changes and leveraging technology for success. Dan also discussed how to navigate and attract co-investment opportunities. I thoroughly enjoyed this conversation. What are you doing to participate or prepare in the AI revolution to build sustainable businesses that stand the test of time? #FutureOfWork #AI #Technology

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Thanks to Eleanor Hawkins at Axios for giving me and Nick Merrill a chance to debunk the conventional wisdom that the era of employee activism is over. "Companies are underestimating the cross pressure they're going to face" when Trump starts actually implementing his extreme agenda. "People are tired now, but they are going to find a second wind." Companies and organizations that resist the pressure to dump their values and lose their voice will be better prepared for what's to come. That's why Evergreen Strategy Group is helping clients lead with clarity and purpose in both internal and external communications. https://lnkd.in/eaT4t_pb

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