Étienne Garbugli's Blog, page 8
May 6, 2018
The Best Technology Business to Start in 2018 is B2B
This content on the best technology business to start is part of the Lean B2B course
April 25, 2018
How to Identify Follow-on Markets (With a Great Bowling Analogy)
Let’s talk about bowling… If you imagine the move from early adopters to the mainstream audience as a bowling alley where each pin represents a niche market… As you knock over a pin – or capture a significant share of that niche – you can move on to adjacent markets… and then knock them over. […]
The post How to Identify Follow-on Markets (With a Great Bowling Analogy) appeared first on Lean B2B: Build Products Businesses Want.
April 11, 2018
How to Evaluate and Find the Best Customer Segment for your Startup
Great. Your product could be useful to different customer segments. Pharma, legal, marketing, construction… How do you go about selecting which one to focus on? First thing first, you need to create an hypothesis profile for whom you want to target. Have your company ever sold to businesses in those market segments? Are there specific […]
The post How to Evaluate and Find the Best Customer Segment for your Startup appeared first on Lean B2B: Build Products Businesses Want.
March 28, 2018
How to Calculate Your B2B Startup’s Total Addressable Market
In B2B, your beachhead market should be worth at least $10M… What does that mean actually? The measure typically used for market sizing is the Total Addressable Market or TAM. It’s basically the amount of annual revenue you could earn if you achieved 100% market share in your beachhead market… which is… not usually realistic. […]
The post How to Calculate Your B2B Startup’s Total Addressable Market appeared first on Lean B2B: Build Products Businesses Want.
March 14, 2018
To Grow Fast, You Need Outbound. Here’s Why:
Imagine this: Your team decides to focus on a segment in the farming industry. Maybe your company goes through a complete rebrand, uses some of the value propositions learned through discussions with prospects, but nothing really changes in terms of marketing strategy and acquisition channels. How long do you think it takes to get 10% […]
The post To Grow Fast, You Need Outbound. Here’s Why: appeared first on Lean B2B: Build Products Businesses Want.
Why Proactive Growth Fuels Growth Velocity in Niche Markets
Imagine this: Your team decides to focus on a segment in the farming industry. Maybe your company goes through a complete rebrand, uses some of the value propositions learned through discussions with prospects, but nothing really changes in terms of marketing strategy and acquisition channels. How long do you think it takes to get 10% […]
The post Why Proactive Growth Fuels Growth Velocity in Niche Markets appeared first on Lean B2B: Build Products Businesses Want.
March 8, 2018
Why Your Fear of Committing to Niche Markets Will Kill Your Startup
I get it. Limiting the size of your market is counter-intuitive. You started with a grand vision. You know how big your business can be. Going niche feels boring. It takes you away from the epic vision. By going niche, you’re excluding desirable clients that your product could help. It’s difficult to be “certain” that […]
The post Why Your Fear of Committing to Niche Markets Will Kill Your Startup appeared first on Lean B2B: Build Products Businesses Want.
February 28, 2018
Your Product Needs These 3 Features
No, this isn’t a post about feature creep. It’s a post about the features you’ll need to line up in order to make your Software as a Service (SaaS) business a success. SaaS is becoming more competitive each year. As competitivity increases, it becomes harder to convert and retain customers. In 2018, successful products need […]
The post Your Product Needs These 3 Features appeared first on Lean B2B: Build Products Businesses Want.
February 11, 2018
10 Signs You’re Targeting the Right Customers in B2B SaaS
In the early days, you’ll have both good and bad customers. You’ll deal with terrible companies, but also great ones. So, how do you make sure you’re targeting the right customers? The sooner you’re able to recognize what makes a great customer for your business, the faster you’ll be able to focus on them and […]
The post 10 Signs You’re Targeting the Right Customers in B2B SaaS appeared first on Lean B2B: Build Products Businesses Want.
February 4, 2018
The Guide to Crossing the Chasm for SaaS Startups
I’m creating the Find Your Target Market video course to help answer one of the most common questions I get from entrepreneurs: how do I find the right customers for my product? As a founder in the early days, you take what you can get. Maybe the businesses you serve don’t look like the businesses […]
The post The Guide to Crossing the Chasm for SaaS Startups appeared first on Lean B2B: Build Products Businesses Want.
