Leanb2b reversim
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getting started with lean principles in early stage b2b startups
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Leanb2b reversim
- 1. hello lean b2b early-stage
- 2. Thank you our sponsors
- 3. Oren Raboy Startups Ω Products Ω Cooking 1999 2003 NOW Helping software companies better engage their users
- 4. Lean b2b This presentation is for early stage b2b startups
- 5. Big Vision Tiny budget (and no customers yet)
- 6. 1 You don’t know what you need to build 2 Only customers can teach you 3 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 your biggest risks first
- 10. Start here What is your customer acquisition model? No Touch Touch
- 11. No Touch Touch Customer finds you online Engage new prospects Goes through a self-served trial Engage them during evaluation Makes buying decision Provide a quote and make a sale $50 - $500 $5,000 - $10,000 month month
- 12. No Touch Biggest Risk is VOLUME
- 13. No Touch Biggest Risk is VOLUME Can you get 100 new trials a month?
- 14. No Touch Biggest Risk is VOLUME Can 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 loops Signup 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 PRICE Can you get 5 LOIs at $5,000/month ?
- 18. Touch Biggest Risk is PRICE Can 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) * Events Experiments / Iterations * Core feature set * Right message & buyer * Sales process Steve Blank Customer Development
- 20. To Summarize ASK: How will I acquire customers? THEN: Go find them Get them engaged
- 21. Thanks! oren@totango.com we’re hiring!