Étienne Garbugli's Blog, page 7
October 17, 2018
Company Focus = Growth: Here’s How to Focus Your Business to Win Your Market
Once you select a beachhead market, you have to put your entire company focus on it. It doesn’t mean you need to drop your customers outside that segment, but there’s definitely a re-prioritization that needs to occur. You want to put yourself in a “thought leadership” position as quickly as possible. The more customers trust […]
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October 11, 2018
How to Find Your Best Customers with a Market Segmentation Analysis
B2B entrepreneur and investor Jason Lemkin says that there are 4 stages to a business: First customers: when you’re looking for Product-Market fit; Under $1M: when it’s not really repeatable, but you have revenue coming in; Over $2M: when the engine is starting to work and you can start spending; Over $10M: when you’ve sortof […]
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September 27, 2018
3 Reasons Why B2B SaaS Companies Fail to Scale Past Early Adopters
There are countless reasons why B2B SaaS companies fail to scale. According to CB Insights’ analysis of 269 startup post-mortems, the top reasons for startup failure are lack of market demand, competition, team, cashflow, and pricing: CB Insights – Top 5 Reasons for Startup Failure With this post, I wanted to highlight the 3 main […]
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September 18, 2018
When’s the Best Time for My Company to Enter a New Market Segment?
You chose a beachhead market. Aligned internal stakeholders. Repositioned the business and external messaging. Wrote amazing case studies. Tightened your product-market fit. Switched to a proactive growth model. And business is booming. Don’t stop. It takes discipline to expand gradually. Now, there’s 2 things that’ll need to happen: When the timing’s right, you’ll transition your messaging […]
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September 12, 2018
How to Truly Own Your Beachhead Market in B2B
In B2B, you need to change your mindset to truly dominate your beachhead market. Your marketing, your distribution, your whole product, your focus — everything has to change. Your value proposition has to change from ‘look at all the great things that can happen with our product’ to ‘here are the specific problems we can solve’. It’s […]
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August 24, 2018
How to Find Business Opportunities by Analyzing B2B SaaS Pricing Pages
A lot can be learned by studying B2B SaaS pricing pages. Once you’ve honed in on a market, you can find business opportunities by analyzing the technology landscape, looking at what business customers are already buying. You can speed up product-market validation by identifying gaps in the product offerings on the market and capitalizing on […]
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August 2, 2018
How to Run Customer Exit Surveys to Improve Product Retention
No matter how great your product is, it is very likely that 40-60% of your free trial users never see the product a second time. – Samuel Hulick, Author of ‘The Elements of User Onboarding’ Whether you’ve found product-market fit or not, your business will be confronted daily with: Visitors coming to your site and […]
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July 11, 2018
The 9 Best Innovation Books for Innovators, Entrepreneurs & Intrapreneurs
I wrote Lean B2B to help entrepreneurs apply the Lean Startup methodology in B2B. It’s something I had struggled with, and a reality I was aware of. Among the happy discoveries that followed the publication of the book was the realization that the second largest group of buyers (after B2B founders) was innovation consultants and […]
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June 20, 2018
17 Fundamental SaaS Frameworks B2B Entrepreneurs Should Use
Startup founders are notoriously self-reflective. They, along with their investors, spend a lot of time thinking through and creating Software-as-a-Service/SaaS frameworks to help improve their processes. As a self-reflective founder myself, I spend a lot of time comparing and studying frameworks to find the best ways to understand and grow my business. In SaaS, frameworks […]
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May 20, 2018
Ideal Customer Profile: What Makes a Great Customer in B2B?
Think of your ideal customers… What do they look like? They found you organically. They cost next to nothing to acquire. They have the problem you’re solving… When they land on your site, they go: “Oh, that’s for me.”. They experience the value of your product right away; it gets them the business outcome they […]
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