Early adopters are great for opinions, but they’re lousy for growth. The best early adopters are early advocates or champions for your startup (“earlyvangelists” in the words of Steve Blank). Advocates want to be first using a product and they like to brag about their
One of the most promising companies in America. – Forbes, on enterprise survey company Qualtrics How much credibility do you think a quote like this would give to your startup? A recommendation from Forbes, Forrester Research, Gartner or another well-respected industry analyst can help burst
B2B buyers are not buying your product, they’re buying into your approach to solving their problem. They’re not just buying from the best feature provider, they’re buying from the company that is most aligned with their view of the world. – Jeff Ernst, Forrester Research
If you can’t find early adopters, you can’t build a business. – Trevor Owens, Lean Startup Machine CEO Marketing has traditionally been concerned with demographics — quantifiable and measurable statistics of a given population — like gender, age, ethnicity, knowledge of languages, income, employment status,
Think of your ideal customers… What do they look like? Sounds amazing, no? Well, those customers do exist. They’re your ideal customers. As a founder or marketer, it’s your job to define your ideal customer profile in B2B (your product’s ICP), find customers like them,
When doing customer development, selling is not enough. You need to learn why clients buy to be able to reproduce sales in the same market with the same model and the same pitch. In other words, you’re looking for a repeatable and predictable model. To
There’s been a lot of buzz around pivots ever since Eric Ries coined the term in a blog post in 2009. Ries says that a pivot is a structured course correction designed to test a new fundamental hypothesis about the product, strategy, and engine of
