I wrote Lean B2B to help entrepreneurs apply the Lean Startup methodology in B2B. It’s something I had struggled with, and a reality I was aware of. Among the happy discoveries that followed the publication of the book was the realization that the second largest
Startup founders are notoriously self-reflective. They, along with their investors, spend a lot of time thinking through and creating Software-as-a-Service/SaaS frameworks to help improve their processes. As a self-reflective founder myself, I spend a lot of time comparing and studying frameworks to find the best
This content on the best technology business to start is part of the Lean B2B Masterclass 🔓. Learn to validate your B2B SaaS startup with the Lean B2B Masterclass! All of my jobs have been in B2C. I worked in retail, I worked in loyalty,
Let’s talk about bowling… If you imagine the move from early adopters to the mainstream audience as a bowling alley where each pin represents a niche market… As you knock over a pin – or capture a significant share of that niche – you can
Great. Your product could be useful to different B2B customer segments. Pharma, legal, marketing, construction… How do you go about selecting which one to focus on? Use this B2B customer segmentation analysis to find out: First thing first, you need to create an hypothesis profile
In B2B, your beachhead market should be worth at least $10M… What does that mean actually? The measure typically used for market sizing is the Total Addressable Market or TAM. It’s basically the amount of annual revenue you could earn if you achieved 100% market
Imagine this: Your team decides to focus on a segment in the farming industry. Maybe your company goes through a complete rebrand, uses some of the value propositions learned through discussions with prospects, but nothing really changes in terms of marketing strategy and acquisition channels.
