VECTOR Articles
Deep tech commercialisation,
from the trenches.
Frameworks, case studies, and hard-won lessons from helping deep tech founders find product-market fit.
Everyone Says It's Exciting, But Nothing's Happening
The disconnect between early excitement and actual sales is painful for deep tech founders. Here's why it happens — three critical disconnects — and how to bridge the gap between enthusiastic nods and signed contracts.
Goal Setting in Deep Tech: From Vague Aspirations to Measurable Momentum
Most founders set goals to impress investors, then miss them and lose team credibility. A practical framework combining OKRs, SMART goals, and confidence assessment — to set targets you can actually hit.
strategyDominate One Segment, Then Expand
Chasing multiple customer segments feels like the safe bet. It's usually the reason deals stall. Geoffrey Moore's advice from Crossing the Chasm still works - here's why, and how to apply it.
guideThe Founder's Guide to Senior Hires
Hiring senior talent at the wrong time or for the wrong reasons burns runway fast. When to hire your first VP of Sales or head of product, what to look for, and how to run a process that actually works.
frameworkFrom POC Failures to Predictable Sales: Using BANT and MEDDIC in Enterprise Sales
Your POCs aren't converting because you're qualifying on hope, not data. Here's how to use the MEDDIC framework with AI to score deals objectively - without hiring a £150K VP of Sales.
guide90-Day Sales Scorecard: Is Your Head of Sales Fit for Purpose?
You hired a head of sales but you're still missing targets. Five measurable metrics to evaluate whether the problem is your sales leader, your product-market fit, or both — before you make an expensive mistake.
frameworkUnderstanding Customer Progress Drives Product Adoption
Most deep tech founders lead with technology instead of customer progress. The Jobs to Be Done framework — and its Four Forces of Progress — helps you position your product around what customers actually hire you to do.
frameworkHow to Identify Your Customers' Burning Needs
Successful products satisfy burning needs, not interesting ones. A practical method for discovering, validating, and communicating customer needs — using JTBD interviews, needs surveys, and a framework that aligns your whole team.