Are You Targeting the Right Buyer Profiles?

The first — and most important — obstacle for a B2B startup is ‘we can do without it’. – David Chabot, B2B Technology Marketer Business problems that matter have owners who have budgets and a willingness to use those budgets to remove a pain. With

How To Contact Early Adopters For Customer Development Interviews

Customers don’t care about your solution. They care about their problems. – Dave McClure, 500 Startups Founding Partner and Investor As you prepare to engage with early adopters to validate your target market, it’s important to remember that you need their help and, not the

How to Generate Valuable Insights From a Solution Interview

It’s show time — time to start the solution interview phase and show what your team has been working on. Before showing your minimum viable product (MVP), it’s a good idea to ask, “What would be wonderful?” and listen carefully to the prospect’s wording. This

How to Work With Experts to Build Social Proof for Your B2B Startup

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