We innovate by starting with the customer and working backwards. That becomes the touchstone for how we invent. – Jeff Bezos, Amazon Founder and CEO
With my previous startup, HireVoice, we started with what we thought was a business problem. The problem we had identified as Human Resources outsiders was monitoring employer brand reputation. We just didn’t know whose problem that was.
Early on, we had to identify industries and stakeholders that could have this problem to validate their needs and the fit with our solution. Ultimately, this process proved to be backwards.
Starting from a problem made us try to match our problem — our view of the world — with target markets. Six months in the business, we realized that, although employer brand monitoring was a problem, it was not a major pain.
The day we decided to solve HR recruiters’ problems is the day we instantly became more relevant. It was easier to work from their problems than to come up with pains we thought they had.
One solution, many problems.
In my book, Lean B2B: Build Products Businesses Want, I recommend that entrepreneurs focus on the people and the market before creating any hypotheses around the problem or the solution.
By starting with people, entrepreneurs are much less likely to invent a problem and start with false assumptions than if they start with a solution or a problem.
Save yourself 6 months… Get out of the building and meet with your target market. B2B is people-first.
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This sampler covers the differences between B2B and Business-to-Customer (B2C) product-market validation, shows you how to define your vision for success, find early adopters, select market opportunities and assess a venture's risk. Download The First 6 Chapters Today »