Étienne Garbugli's Blog, page 2
July 27, 2022
How to Shorten the Time to Value (TTV) of a Product in B2B
You may have launched a full product or, agreed on terms for a conditional purchase, or a customer might have purchased your product in full. But if your product takes a long time to demonstrate value, it will significantly impact your ability to learn, and
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July 7, 2022
Does Your Startup’s Founding Team Stand a Chance? Here’s How to Tell…
When building a startup, time is the great unknown. You may be able to find an opportunity, validate it, and reach product/market fit in three months. Or, it might take years. Investor Andrew Chen calls this time variable Time to Product/Market Fit (TTPMF). And unfortunately,
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June 24, 2022
Why I Wrote the Second Edition of Lean B2B (And What You Can Find in the New Edition)
“If there could have ever been a magical time to build an enterprise software company, now is absolutely that time.” – Aaron Levie, Box Co-Founder & CEO When I was writing the first edition of Lean B2B, most of the fastest-growing startups were business to
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June 2, 2022
How to Iterate Product Value to Reach Product/Market Fit In B2B
“The first prototype isn’t meant to show a solution. It’s to show that you don’t yet understand the problem.” – Clay Shirky, Author Silicon Valley Group founder and product management expert Marty Cagan says that there are two inconvenient truths in products: At least half
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May 19, 2022
How to Find an Internal Change Agent to Make the Sale in B2B
To be able to get a sale through, you need to start by finding the person with the motivation to get the solution purchased. That person is often the internal change agent—sometimes called the champion, or coach. Change agents are willing to stick their necks
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April 20, 2022
[ Interview ] Innovation Expert Bruno Pešec on *How* Corporate Innovators Can Manage Innovation
A few weeks back, I spoke to Bruno Pešec for The Lean B2B Podcast. We talked about corporate innovators, innovation, strategies, The Lean Startup, and portfolio management. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Étienne
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April 14, 2022
4 Reasons Why ‘Solving Customer Problems’ Isn’t the Right Lens for B2B Customer Development Early on
A lot of customer development literature—including the first edition of Lean B2B—focuses on finding problems. Although problems can help to identify opportunities, there are a few reasons why I no longer recommend starting by looking for problems to solve: Problems lead to missed opportunities: As
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How to Prioritize Market Assumptions and Markets for Your Product or Innovation
“You’re not obligated to serve every possible customer. The products and services you develop should match your company’s overall financial and commercial goals.” – Madhavan Ramanujam and Georg Tacke, Authors of Monetizing Innovation You’ve been able to identify a few dozen markets. Many look promising.
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March 6, 2022
[ Interview ] B2B Product Management Expert Jason Knight on What to Do After Reaching Product/Market Fit
A few weeks back, I spoke to Jason Knight for The Lean B2B Podcast. We talked about customer discovery, the enterprise, product/market fit, startups, and B2B product management. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript
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February 2, 2022
[ Interview ] Testlio Co-Founder Kristel Kruustük on Creating an Enterprise Marketplace for Software Testing
A few weeks back, I spoke to Kristel Kruustük for The Lean B2B Podcast. We talked about entrepreneurship, focus, resilience, business models, and quality assurance (QA) testing. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Etienne …
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