*** THE SAAS BUYER who gets zero touches in a simple solution (tools) that’s under $200/month. The lifestyle appeal works for them, especially in the IM (Internet Marketing) crowd that we know so well (unfortunately or fortunately). 

-They will keep buying products over and over, switching gears– susceptible to “launches”, shiny objects, and Lamborghinis.

*** THE ENTERPRISE BUYER who doesn’t appreciate charismatic, infomercial-style gimmicks and will happily pay $5K+ per month for results (services), backed by a sturdy process and authority from similar-style clients.   

-They not only pay more, but they are long-term keepers.

// Small businesses and entrepreneurs typically fall in the former category on budget, but have enterprise expectations, which is why they live in the “dead zone”.

Who are you serving?