3 Early Customer Stage

40 Tips for B2B Customer Development Interviews

This post on B2B customer development interviews builds on one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews, contact us. Here are my lessons learned from taking part in interviews where the startup planned to offer a product or service to a business. …

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Q: Help! I Can Only Find Laggards in My Target Customer Segment

Entrepreneurs are often quick to characterize prospects who don’t see the benefits of their new shiny technology as laggards. Sometimes that’s the case, but often the product presentation does not present benefits that are either relevant or compelling. Laggards get a lot of bad press in the startup community, but their reasons not to change …

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Q: Kissing Frogs

Finding the right customers is not just a matter of kissing frogs until one turns into a prince, but a methodical search guided by an experimentation perspective where your selection criteria are continually refined and re-evaluated.

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