You’ve been collecting a lot of information during customer interviews about business problems you can solve and problems you can’t solve; customers you can have and customers you’ll never have. The next step of B2B customer development is about making decisions and deciding which prospects
To many first-time entrepreneurs, organizing and conducting one-on-one interviews feels unproductive. It takes away from product development, design and sales; it’s time-consuming. Maybe they have access to hundreds of email addresses from their website or have a following on social media, so the temptation is
Für Lean B2B habe ich alle B2B Fragen zusammengefasst, welche Unternehmer während der problematischen Interview Phase beantworten müssen, wenn Sie Kunden im frühen Stadium entdecken. Es ist wichtig einen Plan zu haben und ein Interviewskript zu befolgen um gleichmäßige Daten aller Kandidaten zu sammeln (Sie
For the writing of Lean B2B, I consolidated all the questions B2B entrepreneurs need to answer during the problem interview phase when doing early B2B customer discovery. It’s important to have a plan and follow an interview script to gather consistent data points on all
Pet problems are, by definition, problems that only matter to one or a few stakeholders. Having to deal with pet problems is a common challenge in product-validation stemming from interacting first with technologists and early adopters. It’s not uncommon to meet with early adopters that
The customer development process in Lean B2B alternates between divergent and convergent phases allowing founders to explore, refine, and validate the elements of their business plans. The UK Design Council created the Double Diamond design process in 2005 to capture this innovation process. It has
Steve Jobs famously said that people don’t know what they want until you show it to them. But, if no one knew what they wanted until others started using it, how would new solutions get traction in the first place? In 1962, Everett Rogers, a
