Lastly, as Andy notes, corporate narratives only work when the entire team supports the effort (have we mentioned something called the Subscription Economy?)Īgain, to see how Andy’s rules apply to our own corporate messaging, please download our sales deck here.Here’s your chance to show concrete, quantitative results from a relevant case study. Present evidence that makes the story come true.Product features are only interesting in context, and they only matter if they’re a means to an end. Introduce features as “magic gifts” for overcoming obstacles to the Promised Land.This helps in creating context for the next part, which is to: Our management team all believed we’d invented the best thing since sliced bread for insurance underwriting. I had just left my Q3 management offsite, and it ended in a shouting match. It was summer, and I was in a world of hurt. Avoid diving into product details, but describe an ideal future state as enabled by your solution. A Chat with Andy Raskin: All About Strategic Narratives. This helps in combating “loss aversion,” or the tendency to stick to the status quo in an effort to avoid loss, when in fact the cost of inaction is far greater. Show that there will be winners and losers.Don’t begin a presentation by talking about yourself - instead, describe an undeniable shift that raises the stakes and creates a sense of urgency. In his post, Andy spells out the 5 reasons he thinks. Name a big, relevant change in the world. Andy Raskin, a messaging and positioning expert responsible for crafting some of the most successful sales, marketing and investor pitches in Silicon Valley, was touting that a sales deck made by Zuora was the greatest sales deck he’s ever seen.' That’s high praise coming from Andy.I also encourage you to read Andy’s entire Medium piece, where he points out six key elements of a compelling corporate narrative: I’ve also led strategic narrative training. You can download the deck in question here. Clients include CEOs of publicly traded companies, as well as those at startups backed by top venture firms including Andreessen Horowitz, KPCB, GV. He’s also a big fan of the Zuora sales deck - on a recent Medium post he calls it the best he’s ever seen.
He’s worked with dozens of teams backed by Andreessen Horowitz, First Round Capital, GV, and other top venture firms. About Andy Raskin I help CEOs and leadership teams align around a strategic story to power sales, marketing, fundraising, product development, and recruiting. Andy Raskin helps companies develop strategic narratives.
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