Arnen Blog
Practical guides on pricing, positioning, and sales strategy for B2B startups creating new categories.
A data-backed guide for category-creating founders at Seed to Series B. Covers value discovery, willingness-to-pay interviews, pricing model selection, and the six mistakes that kill category creators.
When you are building something genuinely new, you cannot just look up your ideal customer profile. This guide covers bottom-up ICP discovery, the Adjacent User Theory, anti-personas, and how the best category creators from Gong to Figma found buyers nobody expected.
Gong analyzed 67,149 sales demos and found that 74% of objections are covered by the top 5. This guide covers how to forecast every objection before your first call, handle status quo bias, and use simulation to close more deals.