Leanb2b reversim

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

Thanks!oren@totango.com

we’re hiring!