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Lucid Drone

window-washing drone startup

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#45Drones Washing Windows, Airpod Guided Tours & Mario Kart VR with Furqan Rydhan2×

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In the moments

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Framework

Lucid Drone: sell the incumbent an efficiency tool, don't try to replace them

Window-washing drone startup Lucid couldn't sell building owners directly, so they sold the existing window-washing service companies instead: lease our drone, do 5x more jobs per crew. They made the incumbent's business more valuable rather than disrupting it.

“So they went to the guys who were servicing the building. They're like, hey, I can make your business more efficient. Instead of sending 5 guys out per job, you could do 5 more jobs. Instead of renting this crazy scaffold, you just lease our drone. And it's like you make their business more valuable. You're not taking their business and then you don't have to go do all the building to building sales.”

Steal thisSell your tech to the incumbent service provider as an efficiency multiplier instead of competing with them.

EP 45 · 39:29 · FURQAN RYDHAN
Read at 39:29
mfmindex.com№ 0045-2369
Framework

One sale gets you 50 buildings: sell the aggregator, not each customer

Shaan's distribution insight on Lucid Drone: selling building-by-building is brutal, but a single window-washing company may already have 50 clients, so one sale instantly puts your drones on 50 buildings.

“The other genius thing about that is if you wanted to do this, you would either have to go sell every building, and, and that's a lot of sales, or if you go to the company, like you said, the company that already does the window washing, they might have already 50 clients. So now one sale gets you 50”

Steal thisSell to the party that already aggregates your end customers so one deal unlocks many.

EP 45 · 40:16 · SHAAN
Read at 40:16
mfmindex.com№ 0045-2416