Étienne Garbugli's Blog, page 20
August 11, 2015
Why The Lean Startup Techniques Don’t Work in B2B
Although the Lean Startup methodology works really well, the book’s near exclusive focus on consumer startups like IMVU, Zappos, Dropbox and Grockit has led many big-ticket B2B entrepreneurs to misinterpret its lessons. While the core principles of The Lean Startup apply just as well to B2B (the goal is to reduce waste), the techniques used […]
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August 5, 2015
How to Uncover Why Clients Buy Using the Five Why Technique
When doing customer development, selling is not enough. You need to learn why clients buy to be able to reproduce sales in the same market with the same model and the same pitch. In other words, you’re looking for a repeatable and predictable model. To do that, you have to understand why people pay, how […]
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August 3, 2015
The 5 Ways to Score Business Problems When Doing Customer Development
You’ve been collecting a lot of information during customer interviews about problems you can solve and problems you can’t solve; customers you can have and customers you’ll never have. The next step is about making decisions and deciding which prospects to listen to. It doesn’t matter how painful pollution in China is to your prospects; […]
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July 29, 2015
How Much Money Can You Charge for Your B2B Product
As a rule of thumb, you can only capture a portion of the value that your customers get from your product. In other words, if your customers save $500k a year with your solution, you can only ask for a fraction of that amount. To understand the value of your solution means understanding its organizational […]
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July 20, 2015
Where Business Ideas Come From in B2B
The best time to be an entrepreneur is when you, and your team, have really learned about an unmet need, understand the customer’s pain and you are ready to take the plunge. – Ken Morse, Serial Entrepreneur The most successful startups are the work of entrepreneurs with previous experience in the industry they’re targeting and […]
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July 16, 2015
[Discussion] When is the Right Time to Quit your Startup?
Last April, entrepreneur and blogger Dillon Forrest decided to quit his full-time startup efforts in spite of having another 8-months of runway in the bank. His startup was in the user behaviour tracking market. It allowed businesses to re-play user interactions on websites to diagnose UX mistakes or sale funnel problems. Since Dillon mentioned that […]
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July 14, 2015
Why You Can’t Neglect the “Whole Product” in B2B
B2C consumers are accustomed to ‘what you see is what you get.’ They can choose to use it or not. Businesses have higher expectations (customization, integration, security, etc.). Startups need to entirely focus on what the business wants. – Richard Aberman, WePay Co-Founder In enterprise, the bar is set high for a product. There are […]
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July 7, 2015
27 Ways to Generate Revenue in B2B
Long-time Lean B2B supporter and Twitter community creator, Arne Van Balen put together the following deck to help entrepreneurs create sustainable revenue models. It’s very dense with a lot of examples. Have a read through, you’ll certainly find it very interesting: Enjoy!
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June 25, 2015
How Moving in with Customers Can Help Speed up Your Customer Development
One of the ideas that came out of The Lean Startup by Eric Ries is to engage customers as consultants to solve their problems before creating a commercial version of the solution. The founders of enterprise search startup Coveo are seasoned entrepreneurs with a lot of experience selling to large businesses (part of their team […]
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June 23, 2015
The Metrics of B2B Product-Market Fit
Although analytics play a lesser role in the early days of B2B startups, there’s a point – usually when your pilot is in the hands of customers – when analytics help you understand the drivers of product-market fit (revenue, engagement and growth). Throw away all the things that people say and look at what clients […]
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