I sat down with Nick Francis, the Co-Founder and CEO of Help Scout. A few years ago I worked directly with Nick and his team to tighten up their positioning and brought him on to share their story. Together we discuss: • What the positioning of Help Scout looked like during the early days • How their positioning evolved over time • Why they utilized outside help • How he took the sales narrative he worked on with me and turned it into a pitch • How their strategy has changed as they’ve moved upmarket — In This Episode, I Cover: (00:00) About my guest, Nick Francis (02:05) The origin story of Help Scout (04:50) How Techstars informed their messaging early on (06:00) How they differentiated themselves from other help desk companies (08:28) Where early inbound customers came from (09:58) Copycat competitors, and how Help Scout thinks about competition (11:57) Identifying key differentiators (13:20) Why they decided to bring in outside help (me) and what they learned (15:29) The evolution of their sales pitch (18:42) Why you should always test your sales pitch first (20:27) Who was responsible for building the sales pitch (21:24) Signals it was time to revisit the pitch (24:58) The future of Help Scout (26:27) How the product itself reinforces their positioning (28:42) How their strategy has changed as they’ve moved upmarket (30:17) Why positioning is so important — Where To Find April Dunford: Podcast Website: https://www.positioning.show/ Personal Website: https://www.aprildunford.com/ LinkedIn: https://www.linkedin.com/in/aprildunford/ Instagram: https://www.instagram.com/aprildunford/ Twitter: https://twitter.com/aprildunford — Where To Find Nick Francis: Website: http://nickfranc.is/ LinkedIn: https://www.linkedin.com/in/nickfrancis1/ Twitter: https://twitter.com/nickfrancis?lang=en — Referenced: • Help Scout: https://www.helpscout.com/ • Techstars: https://www.techstars.com/ • David Cohen: https://www.linkedin.com/in/davidgcohen/ • Zendesk: https://www.zendesk.com/ • Intercom: https://www.intercom.com/ • Front: https://front.com/ Production and marketing by https://penname.co/