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getting started with lean principles in early stage b2b startups
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hellolean b2b early-stage
Thank youour sponsors
X
1999
2003
NOW
Helping software companies better engage their users
Oren RaboyStartups Ω Products Ω Cooking
This presentation is for early stage b2b startups
Lean b2b
Big Vision
Tiny budget
(and no customers yet)
You don’t know what you need to build
Only customers can teach you
Find out before running out of cash
1
2
3
?
What should we validate?
How do we validate it?
Where do we find
customers?
Validate your
biggest risks first
What is your customer acquisition
model?
Start here
NoTouc
h
Touch
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
Biggest Risk is VOLUMENo
Touch
Biggest Risk is VOLUMENo
Touch
Can you get 100 new trials a month?
Biggest Risk is VOLUMENo
Touch
Can you get 100 new trials a month?
LandingPage
visitors New trials
SIGNUP
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
Biggest Risk is PRICETouch
Biggest Risk is PRICETouch
Can you get 5 LOIs at $5,000/month ?
Biggest Risk is PRICETouch
Pitch Demo LOI Deliver $
Can you get 5 LOIs at $5,000/month ?
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
ASK: How will I acquire customers?
To Summarize
THEN: Go find them Get them engaged
