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24 THINGS YOU CAN
LEARN READING...
Etienne Garbugli
2x Startup Founder (Flagback & HireVoice)
Recognized Usability & UX Research expert
2013 Most-Liked Slide...
Etienne Garbugli
2x Startup Founder (Flagback & HireVoice)
Recognized Usability & UX Research Expert
2013 Most-Liked Slide...
There are 3 reasons
why businesses buy ...
To increase revenue
To decrease costs
To increase customer
satisfaction
1
Your passion, domain expertise and
your ability to build products are the
3 things in your control to reduce the
risk of s...
You can find great business
ideas right where you work.
That’s what 50% of the Inc. 500
Founders did (Source: Amar Bhidé).
3
Alcohol and the telephone are
great tools to test your value
proposition.
You will learn whether your value
prop is sharea...
VCs, industry bloggers,
journalists and market
analysts are fast-tracks to
understanding markets.
They have an horizontal ...
Annual reports can tell you if a
company has an early adopter
mindset.
What can you
learn from a financial ?
6
Your story - or the story of
your founding team - can help
get you through the doors of
enterprises.
Britelynx founder, Pe...
Competitors often tell you who
you should be speaking with.
Start here
8
The early adopters that get the
new iPhones are not the same
people that go and try the new
coffee shop. - Brant Cooper, L...
Meeting people in their work
environment can sometimes
lead to great insights.
Interviewing IT professionals, Jason Cohen ...
Finding where your prospects
gather for pleasure or for work
can significantly increase your
odds of success.
Where do IT e...
Proximity to customers is key. Moving
in with them can be a great idea.
Having development teams at client offices,
helps y...
In the long run, the people that
seek problems out-perform
the people that seek solutions.
Drs. Jacob Getzels and Mihaly C...
To win, your solution must be
at least 2 times faster, 2 times
better and 2 times cheaper
than the known alternatives.
14
...
... though rarely perceived as a
competitor, Excel is almost
always an actual competitor
for software startups.
“
- Joshua...
Frequency is about the worst way
to pick a problem to address.
Cables have been getting tangled up all over the world for
...
To keep your focus, sometimes
it’s best to turn down paying
customers.
You won’t convince large enterprises to sign with
y...
You can generate revenue and
still fail. If revenue is the first form of
validation in B2B, (user)
engagement is the ultima...
93% of products that ultimately
became successful started off in
the wrong direction.
“
- Clayton Christensen, Innovation ...
The average age of successful
B2B founders is 40.
20
Not 19, 25, 28 or 32
(Source: Vivek Wadhwa).
The average number of attempts
needed to make a sale is eight to ten.
If you’re trying to reach C-level
executives it's 12...
Nobody ever got fired for
buying IBM...
“
22
Nobody ever got fired for
buying IBM...
“
...said the IBM marketing team
22
The CIA has its own
investment fund.
In-Q-Tel is slowly becoming the stamp
of approval for technologies secure
enough for ...
You should never optimize
before product-market fit.
With time on your side,
everything can be improved.
24
«This is a must read for every B2B entrepreneur, SaaS creator or
consultant and business school student. It's the kind of ...
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Frequency is about the worst way
to pick a problem to address.
Cables have been getting tangled up all over the world for
decades – it’s a very common problem — but very few people
would pay to have that pain removed.
16

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