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Tag: small-business

The 18-Month Rule and the Small Business Problem

October 2, 2026 by tig
The 18-Month Rule and the Small Business Problem. The 18-Month Rule: Enterprises do not adopt new things on a clock shorter than about 18 months. The Small Business Problem: Fragmentation of reach: you cannot get in front of all 10,000 shops in a vertical.

I talk about this so often in coaching that I sometimes forget whether I ever wrote it down. I don’t think I have, so here goes… The 18-Month Rule Yesterday I asked a founder whether we … Read more

Categories Leadership, Product Management Tags enterprise-sales, go-to-market, product management, small-business, startups Leave a comment
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