Leanb2b reversim
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22-Oct-2014 -
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Transcript of Leanb2b reversim
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hellolean b2b early-stage
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Thank youour sponsors
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X
1999
2003
NOW
Helping software companies better engage their users
Oren RaboyStartups Ω Products Ω Cooking
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This presentation is for early stage b2b startups
Lean b2b
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Big Vision
Tiny budget
(and no customers yet)
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You don’t know what you need to build
Only customers can teach you
Find out before running out of cash
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2
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?
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What should we validate?
How do we validate it?
Where do we find
customers?
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Validate your
biggest risks first
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What is your customer acquisition
model?
Start here
NoTouc
h
Touch
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NoTouc
h
Touch
Customer finds you online
Goes through a self-served trial
Makes buying decision
Engage new prospects
Engage them during evaluation
Provide a quote and make a sale
$50 - $500 month $5,000 -
$10,000 month
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Biggest Risk is VOLUMENo
Touch
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Biggest Risk is VOLUMENo
Touch
Can you get 100 new trials a month?
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Biggest Risk is VOLUMENo
Touch
Can you get 100 new trials a month?
LandingPage
visitors New trials
SIGNUP
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NoTouc
hMVP - 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
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Biggest Risk is PRICETouch
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Biggest Risk is PRICETouch
Can you get 5 LOIs at $5,000/month ?
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Biggest Risk is PRICETouch
Pitch Demo LOI Deliver $
Can you get 5 LOIs at $5,000/month ?
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Touch
Finding users:* Friends of friends* Target account lists + cold calling (LinkedIn)* Events
Experiments / Iterations* Core feature set* Right message & buyer* Sales process
MVP - Experiment!
Steve Blank Customer Development
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ASK: How will I acquire customers?
To Summarize
THEN: Go find them Get them engaged