For the writing of Lean B2B, I consolidated all the questions B2B entrepreneurs need to answer during the problem interview phase when doing early B2B customer discovery. It’s important to have a plan and follow an interview script to gather consistent data points on all
Discounts (or added services) are a marketing investment to help land early customers. Your initial offer should take into consideration the value businesses provide and the reduction in marketing costs that your first few case studies will bring. Perhaps discounts can help sweeten the deal,
There are three ways you can sell your first product to prospects: By giving it for free / starting freemium; By signing a letter of intent; By asking for money up-front. Here are the pros and cons of each approach: Giving it for Free /
As startup founders or B2B entrepreneurs, our ability to out-learn and out-pace the competition is one of our main competitive advantages. The right mentor, the right article, or the right startup book at the right time can make the difference between capitalizing on a great
You can’t define Product-Market fit, but you know when you see it. There are no specific KPIs, but you feel it. – Richard Aberman, WePay Co-Founder There is no clear definition for what Product-Market fit really is. The reason for that is not because it
Pet problems are, by definition, problems that only matter to one or a few stakeholders. Having to deal with pet problems is a common challenge in product-validation stemming from interacting first with technologists and early adopters. It’s not uncommon to meet with early adopters that
The customer development process in Lean B2B alternates between divergent and convergent phases allowing founders to explore, refine, and validate the elements of their business plans. The UK Design Council created the Double Diamond design process in 2005 to capture this innovation process. It has
