This past month, I took some time to research the evolution of 12 Billion-Dollar B2B startups looking at everything from their early designs, first websites, and their current product offerings. It was a very time-consuming process looking at Wayback Machine updates, blog posts and archived
Although The Lean Startup methodology works really well, the book’s near-exclusive focus on consumer startups like IMVU, Zappos, Dropbox, and Grockit has led many big-ticket B2B entrepreneurs to misinterpret its lessons. The Challenges of Applying The Lean Startup in B2B While the core principles of
Last April, B2B entrepreneur and blogger Dillon Forrest decided to quit his full-time startup efforts in spite of having another 8-months of startup runway in the bank. His startup was in the user behaviour tracking market. It allowed businesses to replay user interactions on websites
As startup founders or B2B entrepreneurs, our ability to out-learn and out-pace the competition is one of our main competitive advantages. The right mentor, the right article, or the right startup book at the right time can make the difference between capitalizing on a great
Imagine you’re thinking of buying a tablet. What will make you decide whether to buy? What will make you decide which product to choose? Who do you have to consult with? How will you evaluate whether this is a good or a bad purchase? How
Although I strongly suggest selling to a profit center — Sales, Marketing or Engineering — with a hard value proposition — making money or saving money — not all startups will follow that model. The problem with selling to a cost center like Human Resources,
For the last 20 years, veteran B2B sales leader Vincent Guyaux has been selling to executives around the world. In 2006, Vincent was CEO of Imaginum, a fabless semiconductor manufacturer providing parts for LED televisions. The company was under-financed at the time Vincent had a
