One way to think of it: your first customers are your first hires as marketers. You want them to be as good at their job as possible. Imagine all your customers as you did before (in terms of how valuable they’ll find you, and how easy they’ll be to attract). Then, consider that some of them have influence on others. You’ll find pockets where one kind of customer influences another, and some customer classes who are widely influential, or influential to several important adjacent customer classes. Think of this as a gradient of influence among your customers.
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