“If there could have ever been a magical time to build an enterprise software company, now is absolutely that time.” – Aaron Levie, Box Co-Founder & CEO When I was writing the first edition of Lean B2B, most of the fastest-growing startups were business to
“The first prototype isn’t meant to show a solution. It’s to show that you don’t yet understand the problem.” – Clay Shirky, Author Silicon Valley Group founder and product management expert Marty Cagan says that there are two inconvenient truths in products: At least half
To be able to get a sale through, you need to start by finding the person with the motivation to get the solution purchased. That person is often the internal change agent—sometimes called the champion, or coach. Change agents are willing to stick their necks
A few weeks back, I spoke to Bruno Pešec for The Lean B2B Podcast. We talked about corporate innovators, innovation, strategies, The Lean Startup, and portfolio management. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript Étienne
A lot of customer development literature—including the first edition of Lean B2B—focuses on finding problems. Although problems can help to identify opportunities, there are a few reasons why I no longer recommend starting by looking for problems to solve: Problems lead to missed opportunities: As
“You’re not obligated to serve every possible customer. The products and services you develop should match your company’s overall financial and commercial goals.” – Madhavan Ramanujam and Georg Tacke, Authors of Monetizing Innovation You’ve been able to identify a few dozen markets. Many look promising.
A few weeks back, I spoke to Jason Knight for The Lean B2B Podcast. We talked about customer discovery, the enterprise, product/market fit, startups, and B2B product management. You can watch the full interview below, or access it on iTunes, Google, or Spotify. Interview Transcript