Étienne Garbugli's Blog, page 19
September 21, 2015
Why Founders Should Read Crossing the Chasm Before Starting Up
Geoffrey Moore’s Crossing the Chasm was initially published in 1991 to a small audience of Silicon Valley marketers. Since its publication, the book on bringing innovation to market has become mandatory reading for startups and marketing departments all over the world. The core theory behind Crossing the Chasm is that customers in any given market […]
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September 17, 2015
Why Entrepreneurs Should Innovate From The Customer-Out in B2B
We innovate by starting with the customer and working backwards. That becomes the touchstone for how we invent. – Jeff Bezos, Amazon Founder and CEO With my previous startup, HireVoice, we started with what we thought was a business problem. The problem we had identified as Human Resources outsiders was monitoring employer brand reputation. We […]
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September 15, 2015
Getting Out of Recruitment — The Story of B2B Startup HireVoice
This story was originally published August 15, 2012. Earlier this month, my business partner and I decided to close HireVoice, the business we started in November 2011. It’s surprisingly easy to close a business, but it comes with a grieving period. Hopefully, I’m not writing this too soon… How HireVoice came to be In 2011, […]
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September 10, 2015
How to Map Buying Influencers in B2B
Whether or not you’re able to quickly identify your jury’s buying influencers, remember that someone always plays the roles of the economic, technical and user buyers in B2B. Maybe a single person plays all roles in a small business, but those influences can always be found. Don’t make quick assumptions. The CEO is not always […]
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September 8, 2015
How to Deal with Gatekeepers and Saboteurs in B2B
In every organization, you’ll find saboteurs actively trying to block sales. A saboteur is an individual or team whose job feels threatened by new software or processes. The saboteur might be the business intelligence group inside IT or the CIO’s department which is currently trying to build its own solution. Saboteurs often fear losing their […]
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September 3, 2015
What I Learned Digging Up The Early Designs of 12 Startups That Became Billion-Dollar Companies
This past month, I took some time to research the evolution of 12 Billion-Dollar B2B startups looking at everything from their first website to their current product offering. It was a very time-consuming process looking at Wayback Machine updates, blog posts and archived press releases, but it proved to be very informative. Here are the […]
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September 1, 2015
Why Founders Should Not Outsource Sales in the Early Days of Startup
The best salesperson is the founder. Others won’t have the passion for it. – Bill Aulet, Disciplined Entrepreneurship author and serial entrepreneur There are different types of salespeople. There’s a kind that sells a clearly defined product following an established process, and then there’s another kind that helps define a product’s features, finds a market […]
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August 26, 2015
What Today’s Most Successful B2B Startups Looked Like in the Early Days
Out of curiosity, I dug up product screenshots for a lot of today’s most valuable (market valuation) B2B startups. There’s a lot of interesting insights that came out of this research, but… for now… here are the early product interfaces of Salesforce, Box, Marketo, Slack and many other well-know startups: Enjoy!
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August 25, 2015
Are Entrepreneurs Scared of the Enterprise Market?
In the last 10 years, there have been 56 IPOs in the enterprise space that have gotten north of a billion [dollars in market capitalization] and just 23 in consumer. – Jim Goetz, Sequoia Capital Venture Partner Enterprise is a major opportunity. Yet, for a lot of entrepreneurs, enterprise is scary. It looks like a […]
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August 13, 2015
How to Get from Consulting to a Scalable Product Business in B2B
Many entrepreneurs start off as consultants to pay the bills while they explore business opportunities. Working as consultants gives them visibility into business problems, build proximity with customers and allow them to develop domain expertise in their consulting field which can then be leveraged to build startup success. They can do customer discovery with their […]
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