Archive for January, 2016

Recap Customer Development & Pricing For B2B Startups Jan-19-2016

Written by Sean Murphy. Posted in Customer Development, skmurphy

I led a very interactive session on customer development and pricing for startups on Jan-19-2016 with the Montreal Lean Startup Circle. I have included the slides and their text but they comprise only about 1/6 of the session, the bulk of which was having different entrepreneurs in the audience present their challenges with customer development and pricing and helping them to walk around the situation.

Rock Paper Scissors

Written by Sean Murphy. Posted in skmurphy

Technology markets look like a game of rock paper scissors. Startups have to find an effective counter to a competitor’s offering not just a slightly better version. Their pebble cannot beat the incumbent’s rock, they have to use paper (and scissors is a really bad idea). 

Alastair Hood: Lessons Learned Bootstrapping Verdafero

Written by Sean Murphy. Posted in skmurphy

Compare notes with entrepreneurs who eat problems for breakfast.Dr. Alastair Hood, PhD, CEO of Verdafero, was our featured attendee at this morning’s Bootstrapper Breakfast® in Palo Alto.

He offered a candid assessment of lessons learned bootstrapping Verdafero since 2009. The Verdafero platform is used by businesses to capture, analyze, visualize their waste, water, and energy utility bills. It allows them to compare locations normalized for temperature and key business transactions (e.g. nightly occupancy for a hotel, pizzas sold for a pizzeria, daily check-ins at a health club, etc..).

Here are my notes for his remarks:

How To Test Your Leap To A Solution

Written by Sean Murphy. Posted in 3 Early Customer Stage, checklist, Sales, skmurphy

In your early customer discovery conversations to assess demand for a new offering a wide range of customer needs and symptoms can trigger a leap to a solution, which just happens to be yours. Guard against this by probing to understand the root problem–have at least three questions that allow you to dig out the details–and consider questions that would disqualify your solution.

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