Prioritizing which customers get resources and which don’t
When Verkindt started OMX, she thought big corporations would love it. They have huge procurement reporting obligations and little technology to help them.
Perhaps foolishly, Verkindt assumed these large corporates would love her. She was wrong. She would jokingly come to know the first 12 customers she interviewed in 2013, when OMX was getting started, as “The 12 Angry Men”.
“We went into this meeting one day with 12 super users – they were from huge corporations that would make up our revenue base,” Verkindt said. “And they attacked us for areas of the platform they couldn’t stand or would never use.”