If the problem is real, people are dealing with it somehow. Maybe they’re doing something manually, because they don’t have a better way. The current solution, whatever it is, will be your biggest competitor at first, because it’s the path of least resistance for people.
FoxMeyer’s Logo FoxMeyer Drug was a $5 billion company and the United States’ fourth largest drug wholesaler. In 1993, with the support of the company’s CEO and CIO, the company began a $100M project to implement SAP’s R/3 ERP software. To implement the software, FoxMeyer chose
Find companies targeting your market, get close to them. – Steve Blank, The Four Steps to the Epiphany Author Unless you’re creating a completely new market, which is very difficult for a start up, you’ll find that there are already people selling to your prospects.
Last week, I was fortunate to be invited to present at the Lean Startup Meetup in Berlin and Leancamp Stuttgart – “Corporate Entrepreneurs meet Startups”. I met a lot of passionate entrepreneurs with very inspiring B2B (and B2C) projects and gave a talk on How
If you made your app easier to use I would start using it. I’m really busy right now but I’ll start using your app soon. If your app was cheaper I would start using it. – David Cancel, Drift Co-Founder and CEO The Problem You
The goal of any customer interaction is to help move the relationship forward. To make sure that it is during your pilot projects, it’s essential to include terms for a conditional purchase of software. To avoid endless periods of pilot trial, it’s best to build
As a rule of thumb, the bigger the sale amount, the longer the sales cycle. For startup founders who have never experienced an enterprise sales cycle, this can be quite unsettling. Yet, the average number of attempts needed to make a sale is eight to
