Through Lean B2B: Build Products Businesses Want, I get to talk with a lot of smart and ambitious founders. They’ve either begun by building a MVP or by doing customer discovery within their relevant network, and because their end-game is enterprise, the opportunity only seems
This is a post about a missing part in Lean B2B: Build Products Businesses Want. I stumbled on this concept a little after book publication and would have loved to include it to explain product-market fit. I’ve never seen a (B2B) company get to anything
A great B2B value proposition is compelling, quantifiable, provable, referencable and easily explainable. Although your value proposition might not be all of this when you start, it’s one thing you should always be refining. The Two Types of Benefits a B2B Value Proposition Can Have
It’s hard to get honest feedback. Hearing, “It’s interesting” is not really validating a product. There’s a scale of comments with or without value. Entrepreneurs need to judge if the feedback is valuable and stay skeptical. – Pete Koomen, Optimizely Co-Founder and CEO Choosing a
The place you should start any Complex Sale is the place where you have the greatest degree of credibility. – Robert Miller and Stephen Heiman, Strategic Selling Authors You met with a lot of stakeholders in the business. At what level do you start selling?
Don’t worry about failure; you only have to be right once. – Drew Houston, Dropbox Co-Founder and CEO Many of the world’s best B2B entrepreneurs didn’t initially set out to do what you now know them for. Hiten Shah, Co-Founder of KISSmetrics famously spent a
Pour l’écriture de Lean B2B, j’ai consolidé toutes les questions auxquelles les entrepreneurs B2B doivent répondre lors des entrevues sur les problèmes d’affaires au début de la phase de découverte de la clientèle. Ces questions découverte client vont grandement aider à clarifier leur modèle d’affaires.
