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Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
Leanb2b reversim
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Leanb2b reversim

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getting started with lean principles in early stage b2b startups

getting started with lean principles in early stage b2b startups

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Transcript

  • 1. hellolean b2b early-stage
  • 2. Thank you our sponsors
  • 3. Oren RaboyStartups Ω Products Ω Cooking 1999 2003 NOW Helping software companies better engage their users
  • 4. Lean b2b This presentation is forearly stage b2b startups
  • 5. Big Vision Tiny budget (and no customers yet)
  • 6. 1 You don’t know what you need to build2 Only customers can teach you3 Find out before running out of cash
  • 7. ?
  • 8. What should we validate?How do we validate it?Where do we find customers?
  • 9. Validate yourbiggest risks first
  • 10. Start here What is your customer acquisition model? No Touch Touch
  • 11. No Touch TouchCustomer finds you online Engage new prospectsGoes through a self-served trial Engage them during evaluationMakes buying decision Provide a quote and make a sale $50 - $500 $5,000 - $10,000 month month
  • 12. NoTouch Biggest Risk is VOLUME
  • 13. NoTouch Biggest Risk is VOLUMECan you get 100 new trials a month?
  • 14. NoTouch Biggest Risk is VOLUMECan you get 100 new trials a month? Landing Page visitors New trials SIGNUP
  • 15. No Touch MVP - Experiment!Finding users: * Identify and participate in relevant forums (LinkedIn) * Answer questions on Quora * Target market blogs/listings * Start a relevant blog * Paid advertising * Viral landing pages (SlideRocket) * In-product viral loopsSignup conversion: * Landing page copy * Screencast / Demo / Feature tour Gabriel Weinberg traction blueprint Unbounce.com
  • 16. Touch Biggest Risk is PRICE
  • 17. Touch Biggest Risk is PRICECan you get 5 LOIs at $5,000/month ?
  • 18. Touch Biggest Risk is PRICECan you get 5 LOIs at $5,000/month ? Pitch Demo LOI Deliver $
  • 19. Touch MVP - Experiment!Finding users: * Friends of friends * Target account lists + cold calling (LinkedIn) * EventsExperiments / Iterations * Core feature set * Right message & buyer * Sales process Steve Blank Customer Development
  • 20. To SummarizeASK:How will I acquire customers?THEN: Go find them Get them engaged
  • 21. Thanks! oren@totango.com  we’re hiring!

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