Do you need more clarity before you sell your digital product? Listen as Tom and Yana discuss living off the revenues of consulting and treating your digital product as a hobby versus having the discipline and focus on knowing that consulting is a financing vehicle and something you do because you want to avoid the investor path. Listen to their opinions and insights as they tend to disagree but still share some great nuggets of information.

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Today's Episode:

• [00:24] Hello, everybody!
• [00:49] How are they linked?
• [01:23] Yana speaks about how many digital tools she purchases for marketing projects.
• [02:30] Do you feel like a consultant when trying to show your B2B client how to use your product?
• [04:40] Tom shares that there are many breaking points in every medium to large-scale organization, and you must prepare.
• [06:10] Yana disagrees and says that you need to be ready for a very long presale consulting cycle.
• [07:54] Do you mean you have to cater to one or the other?
• [09:35] Yana shares that if she were a startup, she wouldn't look at sales tools that are focused on banks.
• [10:13] Tom discusses the digital processes that startups use, similar to large companies.
• [11:41] Yana says that if you want to play these games, have the resources to do it; otherwise, it will not work.
• [12:17] Tom says that this is where the crossroads between product and solution development and consulting come together.
• [13:00] Yana shares that she believes that consulting becomes your primary revenue source.
• [15:38] Yana speaks about why she would not be a consultant for a bank.
• [16:32] Tom says that Yana is saying don't even bother trying to change client organizations because they are too stuck in their path.
• [19:46] Tom asks Yana if she would suggest a friend of his sells her product to a company that isn't the use she had envisioned.
• [21:06] Tom shares his final thoughts on consultancy as a stepping stone to enterprise sales as opposed to I don't want to sell to corporate customers.
• [22:22] Yana concludes with lessons and learnings they saw in some recent workshops.
• [24:43] On both paths, you need to learn to adapt and pivot.
• [25:34] Thank you for listening to the show.

Show links:

• How to get in touch with us, if you'd like to tell your startup story: Yana on Instagram, Tom on LinkedIn