You’ve been collecting a lot of information during customer interviews about business problems you can solve and problems you can’t solve; customers you can have and customers you’ll never have. The next step of B2B customer development is about making decisions and deciding which prospects
As a rule of thumb, you can only capture a portion of the value that your customers get from your product. In other words, if your customers save $500k a year because of your product, you can only ask for a fraction of that amount.
The best time to be an entrepreneur is when you, and your team, have really learned about an unmet need, understand the customer’s pain and you are ready to take the plunge. – Ken Morse, Serial Entrepreneur The most successful startups are the work of
Last April, B2B entrepreneur and blogger Dillon Forrest decided to quit his full-time startup efforts in spite of having another 8-months of startup runway in the bank. His startup was in the user behaviour tracking market. It allowed businesses to replay user interactions on websites
B2C consumers are accustomed to ‘what you see is what you get.’ They can choose to use it or not. Businesses have higher expectations (customization, integration, security, etc.). Startups need to entirely focus on what the business wants. – Richard Aberman, WePay Co-Founder In enterprise,
Long-time supporter and Lean B2B community creator, Arne Van Balen put together the following deck to help entrepreneurs and innovators explore and evaluate B2B revenue models: Arne’s presentation is very dense with a lot of great examples. What a Revenue Model Is Revenue models
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
