Original thinking on deep tech commercialisation, founder-led sales, and building GTM engines for complex B2B startups.https://usevector.tech/https://usevector.tech/articles/goal-setting-in-deep-tech/https://usevector.tech/articles/goal-setting-in-deep-tech/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.Tue, 23 Dec 2025 00:00:00 GMTdeep-techleadershipokrsproduct-managementb2bNick Blackhttps://usevector.tech/articles/2025-12-23-dominate-one-segment-then-expand/https://usevector.tech/articles/2025-12-23-dominate-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.Tue, 23 Dec 2025 00:00:00 GMTdeep-techsalesproduct-market-fitgo-to-marketicpNick Blackhttps://usevector.tech/articles/the-founders-guide-to-senior-hires/https://usevector.tech/articles/the-founders-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.Wed, 30 Apr 2025 00:00:00 GMTdeep-techhiringleadershipsalesb2bNick Blackhttps://usevector.tech/articles/bridging-gap-between-product-excitement-and-market-traction/https://usevector.tech/articles/bridging-gap-between-product-excitement-and-market-traction/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.Thu, 03 Apr 2025 00:00:00 GMTdeep-techsalesproduct-market-fitgo-to-marketb2bNick Blackhttps://usevector.tech/articles/2025-04-02-from-poc-failures-to-predictable-sales/https://usevector.tech/articles/2025-04-02-from-poc-failures-to-predictable-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.Wed, 02 Apr 2025 00:00:00 GMTdeep-techsalesmeddicgo-to-marketb2bNick Blackhttps://usevector.tech/articles/90-day-sales-scorecard/https://usevector.tech/articles/90-day-sales-scorecard/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.Mon, 31 Mar 2025 00:00:00 GMTdeep-techsaleshiringleadershipb2bNick Blackhttps://usevector.tech/articles/understanding-customer-progress-drives-product-adoption/https://usevector.tech/articles/understanding-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.Mon, 14 Oct 2024 00:00:00 GMTdeep-techproduct-market-fitjtbdgo-to-marketb2bNick Blackhttps://usevector.tech/articles/identifying-your-customers-burning-needs/https://usevector.tech/articles/identifying-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.Thu, 31 Mar 2022 00:00:00 GMTdeep-techproduct-market-fitjtbdvalue-propositionb2bNick Black