Étienne Garbugli's Blog, page 18
October 29, 2015
Recruit the Right Talent, Speed up Your Customer Validation
In B2B, nothing beats deep industry knowledge. If you’re an expert or have one on your team, you’ll gain ground faster than any startups founded by people who are outsiders to the market they’re trying to capture. However, even outsiders can find ways to gain insight. As a founder, you should always ask yourself: Who […]
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October 26, 2015
12 VC Funds and Accelerators Every B2B SaaS Entrepreneur Should Know
Although there are fewer investors and accelerators available to B2B entrepreneurs than B2C founders, there are a lot of ways for ambitious entrepreneurs to take a business to the next level. To help B2B founders understand their options, I created a list of the leading B2B venture capital firms and accelerators: Investors Accel Partners: VC […]
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October 22, 2015
Why Your Early Pricing is Wrong (And It Doesn’t Really Matter)
“Pricing is all about setting the right perception.” – Neil Davidson, Don’t Just Roll the Dice Author A pricing model is one of the business assumptions that changes the most. The price you choose initially will certainly be wrong, but it won’t be final. You can mark this loss of profitability as a tax on […]
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October 20, 2015
13 Posts You Should Read If You’re Serious About Making it as a B2B Entrepreneur
Everyday, dozens of articles are published to help startup founders succeed. Entrepreneurs are overwhelmed by the amount of—often conflicting—lessons, ideas and advices they receive. It makes it hard to move forward and avoid decision-paralysis. Having founded 2 startups (Flagback and HireVoice) and spent more than a year researching B2B Customer Development to write Lean B2B, […]
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October 15, 2015
Why Building a Product Businesses Like is Not Enough
“We cannot go after thousands of men until we learn how to win one.” – Claude Hopkins, Scientific Advertising Author It’s a counterintuitive idea, but early on, building a product that a few people love is better than building a product that a lot of people like. Y Combinator president Sam Altman explains the idea […]
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October 12, 2015
The Real Odds of Success for B2B Entrepreneurs
“93% of products that ultimately became successful started off in the wrong direction.” – Clayton Christensen, The Innovator’s Dilemma Author Unfortunately, the best validation model doesn’t guarantee success. You can still fail to find Product-Market fit in an industry you know building technology you own. Building a successful business is extremely hard. Perhaps you have […]
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September 30, 2015
How to Create the Profile of Your Ideal Customer in B2B
It’s about being very focused on the problem you’re solving, your exact target personas, your total addressable market, your beachhead market, and then executing on that. – Scott Barrington, Modlar CEO Initially, you must be laser-focused on a single market, a single problem and a single customer profile. Absolute focus is the key to reaching […]
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September 29, 2015
What’s Your Startup’s Minimum Viable Vision?
Your vision should rarely change. Your strategy should occasionally change. Your tactics should regularly change. – Aaron Levie, Box Co-Founder and CEO Alistair Croll, co-author of the book Lean Analytics, coined the term Minimum Viable Vision (MVV) as a way to help identify the minimum criteria a business idea should meet. Although a passionate founding […]
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September 28, 2015
How to Use VCs to Explore B2B Market Opportunities
Visit VCs for fun, to find the influencers. These guys always know guys who compete in that space. VCs love giving their opinions. – Steve Smith, CakeMail Co-Founder Investors, industry bloggers, journalists and market analysts often get contacted by startups and established companies trying to get funding or boost their visibility. These people are on […]
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September 24, 2015
Why Your Next B2B Startup Might Need to Focus on Mobile
Earlier this month, enterprise-focused VC firm Emergence Capital published a really insightful analysis of the mobile SaaS and enterprise market: Looking at the deck, a few things quickly jump to mind: IT budgets are shifting to mobile … Key aspects of the mobile experience are context of use and simplicity of user interface; two things […]
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