Étienne Garbugli's Blog, page 17
December 8, 2015
Why So Many Startups Die Before Reaching Product-Market Fit
You don’t know until someone actually swipes a credit card. – Mehdi Ait Oufkir, Co-Founder of PunchTab The Solution Interview phase is a startup graveyard. It’s not uncommon to meet entrepreneurs who have been in this phase for the last two or three years and who eventually run out of money. It’s a common tale; […]
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December 1, 2015
The Different Kinds of Problems Your Startup Could be Solving
If I had asked people what they wanted, they would have said faster horses. – Unknown (Falsely attributed to Henry Ford) The earlier you are in your validation process, the more open-ended you need to be. As there are explicit and implicit needs, there are explicit and implicit problems. There are problems you know you […]
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November 27, 2015
How to Use Social Media to Find Early Adopters
There are many ways to find early adopters beyond your professional network. Although the people working for enterprises are often less active on social media than their small and medium-sized businesses (SMB) counterparts, social media is one of the best ways to find early adopters. Using a tool like Twitter, spend time looking at the […]
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November 26, 2015
How to Leverage Your Network to Find Early Adopters
The best way to find internal champions is through your network, no further than one link away (i.e., friends of friends). – Steve Blank, The Four Steps to the Epiphany Author The best way to find early adopters is to start with the people you know, through your personal network at one degree of separation. […]
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November 19, 2015
Why Your Next Startup Should Target the Enterprise
While the enterprise can be boring as hell, the whole thing is paved with gold. – Alex Williams, TechCrunch Writer Enterprises can’t innovate like startups and that’s a major opportunity for entrepreneurs. They may have the budget to fund large innovation projects, but they don’t see the industry the way hungry startup founders do; they […]
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November 17, 2015
There’s No Such Thing as a Free Product in B2B
Even if your product has a low startup fee — or if it’s completely free (freemium or free trial) — it has a cost. Time is an investment. Training and implementation is always needed. Mobilizing a team to use a new solution is a risk. The early risk for prospective buyers of a startup’s product […]
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November 12, 2015
Why You Shouldn’t Quit Your Day Job to Start a B2B Startup
Good news, you don’t have to quit your day job to start a business. In B2B, it takes a while to get on people’s calendars and there’s a lot of waiting involved in the early days of your company (contacting prospects, scheduling, follow-up, analysis, etc.). For this reason, it doesn’t make sense to leave your […]
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November 10, 2015
15 B2B Entrepreneurs and Influencers You Should Be Following
Entrepreneurs get bombarded with advice from friends, investors, family, founders and the media. Receiving conflicting ideas and opinions has a negative impact on their ability to focus and make quick decisions. Although too much advice can lead to decision paralysis, listening to the right voices can open growth opportunities for a startup. To help founders […]
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November 5, 2015
The Dos and Don’ts of Minimum Viable Products
If you add a great user experience to a product no one wants, they will just realize faster that they don’t want it. – Eric Ries, The Lean Startup Author There are three parts to a valuable Minimum Viable Product (MVP): The experiment – What are you trying to learn with this particular MVP? The […]
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November 3, 2015
When to Stick and When to Quit in B2B
When you stop failing you stop being a startup. – Fred Lalonde, Serial Entrepreneur Funded or not, your company may not have the runway to go through infinite iterations of products for your market. Pivots eventually take their toll and your startup can lose momentum trying to find the right product for the right decision-makers. […]
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