Étienne Garbugli's Blog, page 16
February 17, 2016
How to Truly Validate a Solution in B2B
You have to really be ruthless with your idea; trying to find any reason to disprove it and not being too emotional with what you’re building. – Pete Koomen, Optimizely Co-Founder The solution interview phase is about learning — learning the value that your solution provides and its place in your prospects’ technology mix while […]
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February 5, 2016
Can You Validate Multiple Products At the Same Time in B2B?
After completing a second round of problem interviews with my previous startup, HireVoice, my business partner and I had identified that the core problem for Human Resources (HR) specialists was candidate attraction. In the year to come, our prospects were planning to invest in sourcing, social media recruiting and hiring through their employee network. We […]
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February 2, 2016
The Risks and Dangers of Building Features for Early Adopters
There’s an important bias built into the customer development processes of early stage companies. Not only do you need to make sure you get your data from people that fit similar profiles, you also need to avoid being pigeonholed with early adopters. You’re interested in innovators and early adopters because they have a better grasp […]
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January 26, 2016
Why Finding Case Studies Matters in B2B Customer Development
Case studies are an essential currency in B2B. Being endorsed by a prominent customer in your target market can put your technology on the map almost overnight. But, as you don’t write testimonies for everything you buy, business people don’t provide references for every solution they try. There’s a risk associated with putting your name […]
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January 21, 2016
How to Build Credibility With B2B Customers As First-Time Entrepreneurs
If you’re small, admit that you’re small. You look small by acting big. People can see straight through that. – Chris Savage, Wistia Co-Founder and CEO If you don’t have a PhD or haven’t been blogging on your target industry for the last five years, don’t worry; there are many other ways to build personal […]
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January 14, 2016
How to Perfect Your Skills at Interviewing Prospects And Customers
I train almost a hundred people every year on user research techniques. The exercise we do in class is interviewing people for ten to fifteen minutes to understand how they use email (just email in general). Although some people do really well, most people struggle to keep the discussion going without leading the interviewee on. […]
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January 12, 2016
The Problem With Startup Methodologies And Silver Bullets
Good entrepreneurs learn from their own mistakes. Great entrepreneurs learn from others’ mistakes. – Dave McClure, 500 Startups Founding Partner and Investor Unfortunately, following a system doesn’t guarantee success. In the same way you can fail cooking a meal with the recipe right in front of you, you can fail getting your business off the […]
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January 5, 2016
What is Your B2B Product Replacing?
Though rarely perceived as a competitor, Microsoft Excel is almost always an actual competitor for software startups. – Joshua Porter, Ex-HubSpot Director of User Experience In large companies, the core business functions are well served by technology vendors. There’s Intuit for finance, Taleo for recruitment, Salesforce for CRM and Microsoft for almost everything else. But, […]
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December 21, 2015
The Most Popular Lean B2B Content of 2015
This year, a lot happened in the Lean B2B community. Talks, trainings, startup successes and failures. As we prepare to take things to the next level in 2016, it’s good to look back at what we learned. Here are the top Lean B2B posts of 2015. It’s an opportunity to re-read favourites and catch up […]
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December 10, 2015
Keep an Eye Out for These 3 Things When Doing Customer Interviews
Becoming an expert at interviewing customers takes time and practice. We’ve already covered some of the basics of great customer interviews, but there’s still more to learn from face to face interviews. The body language, attitude and office space of your early adopters can give give you great cues to improve your interviewing techniques. Here’s […]
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