Staying Focused

Many people would probably say that I can be pretty scattered, in a micro level that may be true. Just ask anyone that’s ever gotten into a conversation with me via instant messenger while I’m on the road. I’m practically on to the next though before the other person has had time to respond to my first one. But the key is that I’m scattered on a micro level; on a macro level I think I’m actually rather focused. In fact, and quite ironically, my experience with VC’s has been that I’m too focused and not thinking big enough. I don’t think they get quite me, but that’s another post.

I had a really great conversation with Chris Fletcher, a CRM research analyst from Gartner, the other day. One of the things he commented on was how impressed he was with our focus. He said that he’d seen so many “CRM” companies trying to be everything to everyone; to be a “platform” as Salesforce.com sees themselves. I think the best companies are able to define who they are and who they aren’t. Sometimes It’s just as important decide what not to do than what you should do.

Of course everyone wants’ to have a bigger company; more revenue, more clients, more more more. I’m no exception but I also want to be the best at what we do. I want to clobber our competition, eat their lunch and gloat about it. There is nothing wrong with being a big fish in a small pond. Maybe the guys one Sand Hill Road would crucify their entrepreneurs for thinking small, but I challenge them. Finding a niche, maximizing it, being the best, most focused company in the space is not small thinking, it’s just the opposite. It’s thinking big because being the best always leads to playing in a bigger pond; being mediocre sends you back to the minors.