Étienne Garbugli's Blog, page 12
July 31, 2017
What Makes a Great Value Proposition in B2B Customer Development
A great value proposition is compelling, quantifiable, provable, referencable and easily explainable. Although your value proposition might not be all of this when you start, it’s one thing you should always be refining. There are two types of benefits that can usually be attributed to a value proposition: Soft benefits can’t be quantified. They’re harder […]
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June 30, 2017
When to Stop Interviewing Prospects in B2B Customer Development
In B2B customer development, Problem interviews are about emerging patterns, not numbers. You should go through problem interviews until opportunities start to appear and you stop learning, not until you’ve interviewed a certain number of prospects. Sometimes, with a varied set of profiles it can take up to 40 interviews before seeing any patterns emerge. […]
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May 31, 2017
Why The Business Problem You Choose to Solve Will Make or Break Your Startup
It’s hard to get honest feedback. Hearing, “It’s interesting” is not really validating a product. There’s a scale of comments with or without value. Entrepreneurs need to judge if the feedback is valuable and stay skeptical. – Pete Koomen, Optimizely Co-Founder and CEO Choosing a problem to solve is one of the most vital decisions […]
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April 30, 2017
How to Find Your First Customers When Your Startup is Ready to Sell
The place you should start any Complex Sale is the place where you have the greatest degree of credibility. – Robert Miller and Stephen Heiman, Strategic Selling Authors You met with a lot of stakeholders in the business. At what level do you start selling? Do you sell high to executives? Or low to the […]
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March 29, 2017
What The Best Startup Founders Have in Common
Don’t worry about failure; you only have to be right once. – Drew Houston, Dropbox Co-Founder and CEO Many of the world’s most successful B2B entrepreneurs didn’t initially set out to do what you now know them for. Hiten Shah, Co-Founder of KISSmetrics famously spent a million dollars on a web hosting company that never […]
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February 28, 2017
How to Find Early Advocates for Your B2B Startup
Early adopters are great for opinions, but they’re lousy for growth. The best early adopters are also advocates or champions for your startup (“earlyvangelists” in the words of Steve Blank). Advocates want to be first using a product and they like to brag about their discoveries. They’re in a position to benefit from fresh innovation […]
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January 31, 2017
How to Look Like a B2B Market Expert Using Secondary Research
Total immersion in the market is extremely important. Read everything you can to understand what you can do better than the competition. – Martin Huard, Ex-Admetric Co-Founder and CEO With so many magazines, reports, surveys, whitepapers and blogs available online, it’s very hard to justify not doing a minimum of research on your target market. […]
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December 26, 2016
The Most Popular Lean B2B Customer Development Content of 2016
It was another busy year for the Lean B2B community. Lots of innovation, learnings and a new game. The community grew significantly and will soon expand into Vietnam and South Korea with the release of Korean and Vietnamese-language versions of the book. Here are the top Lean B2B posts of 2016. It’s an opportunity to […]
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December 20, 2016
How Strong Are Your Startup’s Competitive Advantages?
The only real competitive advantage is that which cannot be copied and cannot be bought. – Jason Cohen, WP Engine Founder and CTO Since the market is global, competitors are quick to copy features, ideas and products. Nowadays, the only competitive advantages that still stand a chance are, as Jason Cohen mentioned, that which cannot […]
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December 13, 2016
How Taleo Landed a Fortune 20 Company as an Early Adopter
The story of how talent management startup Taleo landed Hewlett-Packard as an early client is inspiring. It’s a modern David and Goliath story. The CEO of a small Canadian startup goes to Silicon Valley armed only with a vision and wins over an enterprise giant. Follows success, growth and a flurry of clients around the […]
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