What’s a Rich Text element?
The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.
Static and dynamic content editing
A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!
How to customize formatting for each rich text
Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.
When the CEO of a $50M technology consulting firm told me "Differentiating ourselves has been challenging," it wasn't just another positioning conversation. It was the beginning of a systematic transformation that would generate $2.3M in pipeline within 90 days.
This isn't just another "differentiation" story. This is a detailed breakdown of exactly how we did it, with frameworks and templates you can use in your own business.
The Initial Diagnosis: Beyond Surface Symptoms
The Presenting Problem
First, let's look at their key metrics before we began:
- Win rate: 12% (industry average: 25%)
- Average sales cycle: 94 days
- Lead-to-opportunity conversion: 8%
- Average deal size: $175,000
- Marketing-sourced pipeline: $800,000/quarter
The Deep-Dive Analysis
We conducted a comprehensive audit using our Market Position Assessment Framework (MPAF):
Customer Voice Analysis
We interviewed 25 customers using our Customer Value Discovery Protocol:
Core Questions:
1. What problem were you trying to solve when you found [Company]?
2. What alternatives did you consider?
3. What made you choose [Company]?
4. What almost prevented you from choosing [Company]?
5. What's the main value you get from working with [Company]?
6. How would you describe [Company] to a peer?
Key Findings:
- 68% mentioned regulatory compliance as a key challenge
- 72% valued their technical depth in regulated environments
- 82% were attracted to their risk mitigation approach
- Only 15% mentioned general GTM capabilities as decisive
Win-Loss Pattern Recognition
We analyzed 50 recent deals using our Deal DNA Framework:
Won Deals Pattern:
- Average deal size: $425,000
- Industry breakdown:
- Fintech: 35%
- Healthcare: 28%
- Enterprise SaaS: 19%
- Others: 18%
- Common characteristics:
- Regulatory requirements: 91%
- Rapid growth phase: 85%
- Multi-market expansion: 76%
Lost Deals Pattern:
- Average deal size: $175,000
- Industry breakdown:
- General tech: 45%
- Retail: 25%
- Manufacturing: 20%
- Others: 10%
- Common characteristics:
- No regulatory requirements: 75%
- Price sensitivity: 82%
- Single market focus: 68%
Competitive Analysis Matrix
We mapped 15 competitors across 20 capabilities:
Capability Categories:
- Technical Experience
- Industry Knowledge
- Geographic Reach
- Service Delivery
- Regulatory Expertise
Key Finding: Only 2 competitors claimed regulatory expertise, and neither focused on high-growth scenarios.
The Strategy Development Process
Phase 1: Foundation Building (Days 1-30)
Market Position Refinement
Value Proposition Engineering
We created the "Compliant Growth Matrix™":
Components:
- Growth Velocity Score (GVS)
- ARR growth rate
- Market expansion rate
- Team growth rate
- Product release velocity
- Regulatory Complexity Index (RCI)
- Number of regulations
- Geographic complexity
- Data sensitivity
- Industry requirements
- Risk Mitigation Quotient (RMQ)
- Compliance protocols
- Security measures
- Documentation systems
- Audit readiness
Phase 2: Execution Framework (Days 31-60)
Content Architecture
We built industry-specific content tracks:
Fintech Track:
- Foundations
- SEC compliance basics
- FINRA requirements
- State regulations
- International considerations
- Growth Stages
- Seed to Series A
- Series A to B
- B to C
- Exit preparation
Sales Enablement System
We developed the "Regulatory Ready Selling" framework:
Components:
- Conversation Guides
- Discovery questions
- Technical validation
- Risk assessment
- Value alignment
- ROI Calculator
- Value = (Growth Rate × Risk Reduction) + (Compliance Cost Savings × Time to Market)
Phase 3: Market Activation (Days 61-90)
Lead Generation Engine
We built the "Regulatory Growth Flywheel":
Components:
- Content Triggers
- Industry-specific whitepapers
- Compliance checklists
- Risk assessment tools
- Case studies
- Conversion Paths
- Website optimization
- Email nurture sequences
- Sales enablement
- Partner activation
- Activation Metrics
- Lead scoring
- Engagement tracking
- Pipeline velocity
- Conversion rates
The Results: Detailed Breakdown
Pipeline Growth
- Total new pipeline: $2.3M
- Fintech: $980,000
- Healthcare: $750,000
- Enterprise SaaS: $570,000
Lead Generation
- 127% increase in qualified leads
- Industry-specific: 82%
- Referral-based: 12%
- Partner-sourced: 6%
Sales Efficiency
- 31% shorter sales cycle
- Discovery: -40%
- Technical validation: -25%
- Contract negotiation: -28%
Deal Quality
- 35% larger average deals
- Multi-year contracts: +45%
- Service expansion: +28%
- Reference potential: +65%
