With startups, the prospects get to meet with the CEO or the head of products, not just the salespeople, like Oracle or Cisco. The buyers are just people — they want to have fun at work. They’re trying to get smarter, they’re trying to have fun. –
Mario Bouchard founded iBwave Solutions in 2003. At the time, Mario had been an expert in in-building wireless systems for over 15 years working for telecommunication giants Bell and TELUS Mobility; he had niche expertise. His business partners were software developers who had the experience
The only things that matter early on are product/market fit and not running out of money. – Fred Lalonde, Hopper Co-Founder and CEO In the early days of your startup, customer development is the most important thing you can do. You can build a product,
DotCloud started up as a Platform-as-a-Service (PaaS) provider allowing app developers to focus on the code while they handled scaling, deployment and load balancing. In a busy space dominated by Heroku (Salesforce) and Cloud Foundry (Pivotal), DotCloud managed to get thousands of developers to build
B2B and B2C startups don’t attract the same kind of entrepreneurial profiles. A B2B entrepreneur is generally more pragmatic and process-driven. B2B entrepreneurs appreciate predictability and are usually more risk-averse than their B2C counterparts. B2C founders generally seek high-impact ventures. They want to build products
Your prospect said no? It doesn’t have to be final. Getting your offer rejected is part of the learning process. The key thing with rejection is to understand why customers don’t buy, and find a way to counter the objection. 13 Reasons Why Customers Don’t
“We cannot have a validated value proposition without a validated customer segment.” – Tristan Kromer, Innovation Consultant The ideal value proposition is one sentence long — the perfect length for word of mouth. It should never use the words ‘technology,’ ‘software’ or ‘platform’ because these
