I was recently on a call with a company that is currently in a sticky rice situation. It's one of those companies that has had a ton of debt in their capital structure and their current market capitalization is suffering. They are restructuring a lot of the org in order to free up cash flow in the short term. The upside of this company is their ability to garnish market share with product that people will pay top dollars for, but their current situation depicts highly on the Chinese consumer, which at the looks of it right now, is not in a good position to be in. The luxury market is undergoing what some believe to be a "paradigm shift" against a backdrop of the slowing Chinese consumption of high end goods driven by President Xi Jinping's anti-corruption drive. The future short-term upside of the company depends highly on increasing demand in China and a skyrocketing growth in their 4th Q to make up for a massive decline in 3Q.
Faced with such a profile, how do I get them to see our value?
- C-Level: “Yeah I know, we have a lot going on right now. We are exploring options that will help us elevate pressure in x, y, and z*. After seeing the agility of the cloud, the speed to market of your solution and a product that actually has such a rich UI, I have to admit that we haven't seen anything currently like this on the market. The connected excel option is a game changer. We sure would be interested in you taking us home.”
- Me: [Starry-eyes, fluttering-eyes]
Boom. There is not a problem in which we cannot solve. Take me home, Baby. Take me home.
Coco wears a Brunello Cucinelli Wool and Cashmere Dress, a Brunello Cucinelli Wools and Cashmere Double-breasted Boyfriend Coat, Haider Ackermann Embossed Ankle Boots, Hermes Heure H Watch, Fendi 2Jours Large Handbag (Medium size, mine is large) and a Vintage Pakistani Necklace. Long live Capitalism.
*Specific details have been omitted to protect the customer and their business. The quote has been quoted verbatim.