Étienne Garbugli's Blog, page 13

The 18 Best Quotes from Lean B2B: Build Products Businesses Want

One of the best things about writing a book like Lean B2B is getting to speak with dozens of entrepreneurs trying to understand what challenges they had to overcome and what made them successful. Writing Lean B2B was life-changing. The research and writing process taught me so much about entrepreneurship, success, failure, B2B customer development, […]

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How to Go From Targeting a Market to Finding the Buyers

Startups are often selling too low… they get to people who live the pain they solve, get lots of feedback, but the people they try to sell to don’t understand the needs of the whole department and don’t end up buying. Try to target top down or middle out. – Jeff Ernst, SlapFive Co-Founder and […]

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This is Why I Wrote Lean B2B: Build Products Businesses Want

At the time my ex-business partner and I started working on the company that would eventually become HireVoice, I had already been through the ups and downs of a startup with Flagback and two other companies. Flagback Demo I had experienced business success and failure, and had a wide network of talent and mentors. My […]

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How to Make the Most of Every Problem Interview

If you don’t want to lose a ton of money and time, your ideas should be guilty until proven innocent. – Trevor Owens, Lean Startup Machine CEO You were able to schedule meetings with early adopters all through next week; great opportunity to start selling, right? The worst thing you can do with problem interviews […]

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How to Make the Most of Every Problem Interview?

If you don’t want to lose a ton of money and time, your ideas should be guilty until proven innocent. – Trevor Owens, Lean Startup Machine CEO You were able to schedule meetings with early adopters all through next week; great opportunity to start selling, right? The worst thing you can do with problem interviews […]

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Can a Game Help Entrepreneurs Build Better Businesses?

Earlier this week, I launched the Control Alt Deceit game on Kickstarter. It all started with this game on Tesla and Edison. It got me thinking about luck in entrepreneurship, how the best companies don’t always win the market and how cruel competition can be. Working in a tech startup, I kept thinking that everything […]

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Do You Have Product-Market Fit? Here’s How to Tell…

The life of any startup can be divided into two parts – before product/market fit and after product/market fit. – Marc Andreessen, Andreessen Horowitz General Partner and Serial Entrepreneur You were able to make some sales, get a few case studies and learn about the value of your solution — does that mean you have […]

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How to Make the Most of Every Solution Interview With Prospects

The solution interview phase is another opportunity to deepen your relationship with early adopters. With sometimes as little as 30 minutes per meeting, you want to spend the bulk of your time exploring the solution (your product) and testing the pricing model. Since you know their pain, meetings with prospects that you already met will […]

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How to Find Out How Much Prospects Would be Willing to Pay for Your Product?

Let’s suppose that we could build this and it was that cheap… you could put it on your credit card. Would you buy it? – Jason Cohen, WP Engine Founder The goal with closing during solution interviews is to find out if your prospects are willing to pay and also how much they would be […]

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Why Entrepreneurs Need to Fully Commit to Their MVPs

I want to solve this, I’m committed and I have no job. – Jason Cohen, WP Engine Founder MIT Entrepreneurship Center Founder Ken Morse famously said: “Entrepreneurs should be pigsnotchickens.” What he meant by this is that entrepreneurs need to be committed like the pig in the breakfast. The pig, who provides the bacon, gives […]

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