Étienne Garbugli's Blog, page 28
August 14, 2014
Do you have the profile of a B2B Entrepreneur?
B2B and B2C startups don’t attract the same kind of profiles. B2B founders are generally more pragmatic and process-driven. They appreciate predictability and are usually more risk-averse than their B2C counterparts. B2C founders generally seek high-impact ventures. They want to build products they would love to use. Their businesses typically require a lot of users […]
August 12, 2014
13 Reasons Why B2B Prospects Don’t Buy And What to Do About It
Your prospect said no? It doesn’t have to be final. Getting your offer rejected is part of the learning process. The key thing with rejection is to understand why and to find a way to counter that objection. Was the price too high? The perception of value is either too low to warrant the change […]
August 7, 2014
The Dangers of “Interesting” Product Features
“Interesting” is a distraction. Watch out. – Etienne Garbugli, HireVoice Co-Founder The problem When we started working on HireVoice, the HR and recruitment industry was buzzing about employer branding. There were books being published, conferences being organized and professionals were raving about the potential. For the first few months of the company, we pitched professionals […]
August 5, 2014
How to Quickly Build Social Proof in a Market
Vincent Guyaux joined Mindready Solutions following good success as VP of sales of Locus Dialogue, a speech-recognition startup. Mindready Solutions was a leading supplier of automation, embedded and test systems for the automotive, aerospace, industrial, medical and telecommunications industries. As General Manager of the embedded systems division, Vincent was responsible for bringing to market their […]
July 31, 2014
How to Quickly Test the Impact of your Value Proposition
The ideal value proposition is one sentence long — the perfect length for word of mouth. It should never use the words ‘technology,’ ‘software’ or ‘platform’ because these words are generic and add little value. Speak to what your prospects know. ‘Cloud’ is not a value proposition; it requires education. Think benefits and value, not […]
July 28, 2014
The Dangers of Building a Solution for a Single Customer
Thor Muller was one of the co-founders of customer support community startup Get Satisfaction. In 2007, Get Satisfaction generated a lot of buzz when they created customer communities hosted outside of businesses’ websites. The communities were very active and a lot of content was being created. Get Satisfaction now had to figure out how to […]
July 15, 2014
An exclusive interview with Ben Yoskovitz, Co-Author of Lean Analytics
For a long time, Ben was one of the pillars of the Montreal startup ecosystem. He co-founded B2B startup Standout Jobs, was a founding partner of early-stage accelerator Year One Labs and co-authored the book Lean Analytics. Now in Halifax, Nova Scotia, he is VP Product at GoInstant and author of the popular Instigator Blog. […]
