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About the Book
The Great Story Gap: Why brilliant products fail when their stories don’t scale.
I was running Product Growth for a promising B2B SaaS platform focused on supply chain optimization. The technology was a marvel. It used proprietary machine learning to reduce logistics costs by an average of 18% for pilot users. Our engineers had cracked a genuinely hard problem.
Yet, our sales cycles were painfully slow, and our marketing spend yielded diminishing returns. In North America, prospects understood the ROI but were confused about where we fit: were we ERP, a logistics tool, or a data platform? In Europe, the conversation immediately shifted to data governance and compliance, which our generic marketing copy barely touched. In a nascent market like Nigeria, where trust is paramount and infrastructure unreliable, people needed to understand our narrative of reliability and risk mitigation before they cared about 18%.
The product was excellent. The problem was the Story Gap: we had built a cathedral of code but a shack of a narrative. Our messaging was a collection of features and claims, not a coherent, scalable Product Narrative Architecture that could resonate across diverse psychological and regional contexts.
This is the core challenge. Brilliant products fail not because they are functionally inferior, but because their stories are unstructured, unscalable, and emotionally inert. A feature can be copied; a great, well-architected story cannot.
About the Author
