Étienne Garbugli's Blog, page 15
May 4, 2016
The Deadly Sins Your B2B Startup Should Avoid
Good entrepreneurs learn from their own mistakes. Great entrepreneurs learn from others’ mistakes. – Dave McClure, 500 Startups Founding Partner and Investor There are reasons why nine out of ten B2B startups fail to find a profitable market. And the great thing about starting a SaaS company in 2016, is that you don’t have to […]
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April 14, 2016
The Importance of Creating a Compelling Story For Your Startup
B2B buyers are not buying your product, they’re buying into your approach to solving their problem. They’re not just buying from the best feature provider, they’re buying from the company that is most aligned with their view of the world. – Jeff Ernst, Forrester Research VP of Marketing When a company agrees on the definition […]
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April 12, 2016
Why Selecting the Right Early Adopters is Key for Startup Founders
If you can’t find early adopters, you can’t build a business. – Trevor Owens, Lean Startup Machine CEO Marketing has traditionally been concerned with demographics — quantifiable and measurable statistics of a given population — like gender, age, ethnicity, knowledge of languages, income, employment status, etc, but these broad categorizations make it difficult to target […]
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March 22, 2016
How to Reduce Friction, Reach the Influencers and Close Sales in B2B
When trying to land your first few customers for your startup, the best thing to do is to get an insider – someone in the business – to recommend your product. The coach (the recommender) desires your success. He’s convinced that your solution will help his company and wants to make sure it gets implemented. […]
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March 17, 2016
Why Being a Great Salesman Hurts Your Customer Development Process
You don’t learn through sales calls, it’s not customer validation. – Jason Cohen, SmartBear Software Founder and CEO Being too good of a salesperson can hurt your validation process. Initially, learning and customer references should be prioritized over making money. You want prospects to honestly need and use your product. Your plan is not to […]
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March 16, 2016
The Importance of Creating Testable Hypotheses in B2B Customer Development
Don’t put limits too early. Don’t close yourself off to new discoveries. – Martin Huard, Admetric Co-Founder and CEO As you make progress with your startup, there are things you know, but there are many things you have yet to figure out. Although you’re putting together a solution to a real problem (I hope!), almost […]
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March 11, 2016
Why You Want to Consider Doing Pilot Projects With Your Customers
You need to think small, not big. Basically, your goal should be to get an initial project that gives you a chance to prove your value and establish a relationship with someone in the company. – Jill Konrath, Selling to Big Companies Author Although you may decide to sell a product without doing a pilot […]
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March 9, 2016
The Importance of Hypotheses in B2B Customer Development
You need to have a vision and the willingness to change your direction. Don’t go at it without a vision and hoping to find a market. You need a base assumption. – Hiten Shah, KISSmetrics Co-Founder Everything that goes through your head before the first customer interactions is just hypotheses. You need to go and […]
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March 1, 2016
How to Reengage Prospects When Your MVP is Ready
There’s always an excuse to get in front of a customer and show something. – Michael Wolfe, Vontu Co-Founder and Startup Advisor It’s best to always keep the initiative with prospects. Don’t expect to be called back to meet again. If you’re tackling your prospects’ top two or three problems and you left a good […]
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February 23, 2016
How the Best Companies Reduce Risk to Win in B2B
One of the reasons why I love B2B is that products with predictable and calculable ROI literally sell themselves. For a large company, buying a solution that saves $500,000 a month is a near no-brainer. However, it’s not because your company helps save $6M a year that you can charge that amount. You have to […]
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