Leanb2b reversim
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This presentation provides guidance for early-stage B2B startups with limited budgets on how to validate their ideas before running out of cash. It recommends startups identify their biggest risks, such as customer acquisition volume or pricing, and conduct experiments to test assumptions. For example, a startup concerned with acquisition volume could create a landing page and aim to get 100 free trials per month, while one worried about pricing could seek 5 letters of intent at a $5,000 monthly price. Throughout, it stresses the importance of engaging customers to learn what needs to be built and iterating based on customer feedback.
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Leanb2b reversim
- 1. hello lean b2b early-stage
- 2. Thank you our sponsors
- 3. Oren Raboy Startups 立 Products 立 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 dont 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 (際際滷Rocket) * 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 were hiring!