#241 - Arnold Scherabon, CEO IURIO - on creating traction in a conservative industry

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This podcast interview focuses on product innovation that has the power for lawyers and tax advisors to handle mandates faster while leveraging the highest security standards. My guest is Arnold Scherabon, Co-founder and CEO IURIO. Arnold is a legal practitioner by heart, however, for the first 9 years of his career, Arnold operated in recruitment and training. During that time, he often met with Patrick Hoffman for a glass of beer - and that's where they ended up discussing how Lawers and Tax advisors are often not able to use commonly accepted tools - and how that's holding them back. This fueled the big idea behind IURIO - which they cofounded in July 2017. IURIO is on a mission to help lawyers and tax advisors grow profitably while working and communicating stress-free and confidently with clients. And this inspired me, and hence I invited Arnold to my podcast. We explore what's broken in the way lawyers and tax professionals have to deliver their best work. Arnold shares how he took his business from idea to repeatable traction. He digs into the big lessons learned on their journey towards product-market fit, how this influenced the way they segment the market, and why he believes he should have started selling much earlier. Here's one of his quotes: 'In hindsight, we could have probably done more research and try to find out whether this customer base would be big enough, but we took a little of risk and gut feeling and thought, 'Okay, let's just start this. We think the opportunity in the market as a whole is just very big because many products are already here. So and that's still what we experiencing - we don't have to pitch against another product.' During this interview, you will learn four things:

What to do differently to find a problem spot that's not solved before yet

How to go about creating traction within a segment of the market that's not willing to move

Why we often think we've niched down enough - but are still miles off

The value of starting to sell early - and how to avoid starting selling too late

For more information about the guest from this week:

Arnold Scherabon

Website IURIO

Leave a comment or a question for Ton or Arnold

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