Crypto has a BD prob^W opportunity.
Do a simple experiment - ask five random normie friends what they know about crypto and DeFi. Most likely, the answer you’ll get will be some variation of “buy Bitcoin low, sell high”. If they’re a bit closer to finance, they may also say something about stablecoins for payments, the difference between “crypto” and “digital assets”, and how “it” is the future, but if asked further they won’t be able to give many examples. If you ask them whether they know Aave, Morpho, Spark or even Uniswap, usually the best you’ll get is that they’ve heard the name but have never used it themselves. I’ve done this many times, sometimes, surprisingly, in groups that technically “should” know better because they are directly involved in work related to digital asset strategies for institutions.
Not to mention that for many of them, the mainstream narrative of the last few years has been a steady stream of scams, frauds, collapses, controversies, and terminally online drama.
Some may see this as a problem. I see it as an opportunity.
Because it’s pretty easily addressable. Not by another high-level deck. Not by another panel where everyone already agrees with each other. You address it by going into the rooms where these people actually are and showing them what people in crypto take for granted.
Some years ago I did several workshops for people in traditional finance - lawyers, managers, analysts, compliance people, traders, but also some technical folks - going with them through
@Speedethereum challenges, which back then was basically scaffold-eth plus playing with some burner wallets. They weren’t really writing any code. I was giving them snippets to copy-paste into Remix, but the code was short enough that they were able to grasp what was happening. You could literally see lightbulbs over people’s heads when they traded their custom-made ERC-20 tokens through a permissionless escrow.
Crypto projects need to do more of that. Much more.
You need to acknowledge that there is a word “development” in business development. It’s not just sales.
People need to know what you’re selling. The decision-maker is not the only audience. Their colleagues matter. Their lawyers matter. Their risk people matter. Their friends in other institutions matter. You want the person choosing your solution to look less like someone betting their career on weird unknown tech and more like someone experimenting with a new infrastructure category that serious people are already learning about.
That means meeting people where they are. I love Devcon and Token2049 as much as anyone. But if you want finance, fintech, payments, compliance, and institutional people to understand what you are building, maybe you also need to be at places like Singapore FinTech Festival.
People who have been in crypto for years forget how much they had to digest along the way. People arriving this year do not get that context by osmosis. The industry should not outsource all of the hard work to them. Crypto is already good enough from the tech side, now let's improve the BD.
I am putting together several hands-on workshops for non-crypto audiences this year. What should I show them?