Validation

The Importance of Lean Business Model Hypotheses in B2B Cust Dev

You need to have a vision and the willingness to change your direction. Don’t go at it without a vision and hoping to find a market. You need a base assumption. – Hiten Shah, Crazy Egg Co-Founder Everything that goes through your head before the

How to Recontact Prospects to Get Your First 10 Customers in B2B

There’s always an excuse to get in front of a customer and show something. – Michael Wolfe, Vontu Co-Founder and Startup Advisor It’s best to always keep the initiative with prospects. To land your first 10 customers, don’t expect to be called back to meet

Can You Validate Multiple Products At the Same Time in B2B?

After completing a second round of problem interviews with my previous startup, HireVoice, my business partner and I had identified that the core problem for Human Resources (HR) specialists was candidate attraction. In the year to come, our prospects were planning to invest in sourcing,

How Coveo Used Ethnographic Research Methods to Validate a Product

One of the ideas that came out of The Lean Startup by Eric Ries is to engage customers as consultants to solve their problems before creating a commercial version of the solution. The founders of enterprise search startup Coveo are seasoned entrepreneurs with a lot

The *Real* Metrics of B2B Product-Market Fit for Startups

Although analytics play a lesser role in the early days of B2B startups, there’s a point – usually when your pilot is in the hands of customers – when analytics help you understand the drivers of B2B product-market fit (revenue, engagement and growth). Throw away