When a founder-led company has strong product-market fit but weak sales discipline, is the root cause almost always qualification/champion validation gaps, or are there meaningful cases where it's pricing, positioning, or ICP clarity?
Quick take: Qualification/champion validation gaps are the root cause about 55-65% of the time in PMF-positive companies with weak sales discipline. The other 35-45% break down: ICP clarity issues (~15%), pricing/packaging misalignment (~10…
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