In concentrated B2B markets, the top ten buying accounts may represent 50-100% of the buying potential. Unlike B2C—with deep pools of potential prototype testers—B2B suppliers can wear out their welcome by lobbing sloppy “minimum viable products.” If you use Lean Startup, be sure to begin with proper B2B customer interviews.
More in white paper, www.leanstartupforb2b.com (page 7)
Lean Startup is a powerful approach for quickly testing assumptions and minimum viable products. But B2B customers can articulate their needs in amazing detail—if you know how to ask. If you start with your ideas, instead of diverging to all customer outcomes, you may be converging prematurely and limiting your possibilities.
More in white paper, Lean Startup for B2B (page 2).
In concentrated B2B markets, the top ten buying accounts may represent 50-100% of the buying potential. Unlike B2C—with deep pools of potential prototype testers—B2B suppliers can wear out their welcome by lobbing sloppy “minimum viable products.” If you use Lean Startup, be sure to begin with proper B2B customer interviews.
More in white paper, Lean Startup for B2B (page 7).