Ep. 52 - CEO Yosh Eisbart talks about how Fulfilld is crossing their chasm

SaaS Backwards - Reverse Engineering SaaS Success

It’s estimated that 40 percent of all warehouse worker movement is wasteful. A simple example is a worker having to walk through and assemble 12 items that need to be shipped to a customer. What’s the optimal order of items to minimize the steps
That’s the problem Yosh Eisbart, CEO of Fullfilld is tackling with their warehouse management orchestration platform. Their system paints a “digital twin” of the physical warehouse, digitizes it, and ingests all that data into the software.
So instead of a static image (which doesn’t communicate any data about optimal flow), they’re able to use AI and ML to capture data around the entire buzz happening in the warehouse beehive, analyze the data and calculate the optimal workflow.
As compelling as this solution potentially is for warehouses, Fulfilld must overcome problem awareness issues and status quo bias to penetrate new accounts.
How are they doing it?
Eisbart shares his learnings about crossing that chasm including:

• Getting those first five customers to demonstrate product-market fit
• How they vetted “smart money” that could impact business development from the beginning.
• Overcoming “problem awareness” by launching smaller components and expanding based on use cases.
• Their strategy for scaling through channel partners.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
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