Étienne Garbugli's Blog, page 3

[ Interview ] Avo Co-Founder Stefanía Ólafsdóttir on Addressing Emerging Needs in Product Analytics

A few weeks back, I spoke to Stefanía Ólafsdóttir for The Lean B2B Podcast. We talked about entrepreneurship, data science, product analytics, customer research, and addressing emerging needs. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript …

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How to Map the Needs of the Decision-Making Unit (DMU) in B2B Sales

The decision-making unit or DMU is the group of stakeholders within an organisation that get involved in the purchase of a technology product. In complex sales, the DMU might include the decision-makers, the influencers, and your early adopters. As you were interacting with prospects inside …

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[ Interview ] EnjoyHQ Co-Founder Sofia Quintero on Building and Growing a Business Through Continuous Research

A few weeks back, I spoke to Sofia Quintero for The Lean B2B Podcast. We talked about entrepreneurship, customer development, user research, neuropsychology, and continuous research. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Etienne Garbugli: …

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Buying Triggers: How to Discover Why Your Best Customers Are Buying Your Product

“Feedback is just noise until you segment it.” – Des Traynor, Intercom Co-Founder By the end of this article, your users and customers—whether you have one or a thousand—will fit on a map like the following: They will be from different markets, they will have …

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[ Interview ] GSoft Co-Founder Simon De Baene on Scaling Product Innovation From $0 to $100M ARR

A few weeks back, I spoke to Simon De Baene for The Lean B2B Podcast. We talked about consulting, growth, product innovation, multi-product strategies, and customer development. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Etienne Garbugli: My guest today is Simon De Baene. Simon is […]

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[ Interview ] B2B Product Positioning Expert Nkiruka Nwasokwa on Creating Value Propositions That Sell

A few weeks back, I spoke to Nkiruka Nwasokwa for The Lean B2B Podcast. We talked about sales, disruptive innovation, value proposition design, B2B product positioning, and customer development. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Etienne Garbugli: My guest today is Nkiruka Nwasokwa. Nkiruka […]

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B2B Case Studies: How to Create Case Studies that Help You Land Your Ideal Customers

Documenting successful projects and sharing them can be helpful for any business. That’s why B2B case studies are so important for both selling and content marketing. Case studies are stories that describe successful customer relationships, about how your company managed to correctly identify your clients’ problems, proposed solutions, and finally how you solved these problems. […]

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How a Win/Loss Analysis Can Help You Find Product/Market Fit

Landing new clients and closing new deals feels great. And it’s equally upsetting when a customer turns down your offer or when they never get back to you at all. You won’t be able to improve unless you can figure out why some customers chose your product, and why others preferred the competition. That’s what […]

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[ Interview ] Superpowered Co-Founder Patrick Vlaskovits on the Importance of Focus and Anti-Personas in B2B

A few weeks back, I spoke to Patrick Vlaskovits for The Lean B2B Podcast. We talked about bootstrapping a business, niche markets, anti-personas, and go-to-market strategies for B2B startups. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript   Etienne Garbugli: My guest today is Patrick Vlaskovits. […]

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[ Interview ] Customer Development Expert Sean K Murphy on the 3 Capitals Driving Business Success

A few weeks back, I spoke to Sean Murphy for The Lean B2B Podcast. We talked about entrepreneurship, customer development, the importance of social capital, and the best time to start a business. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Etienne Garbugli: My guest today […]

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