If you ask B2B customers the right questions, you can replicate their experience within your operation. Learn which outcomes they care about, which test methods simulate those outcomes, and how much satisfaction would be delivered by any test result. Do this properly and you’ll know how they’ll react before they react.
More in white paper, Catch the Innovation Wave (page 11).
Lean Startup methodology refers to “Leap of Faith Assumptions,” and recommends testing assumptions with customers at the first opportunity. For B2B, this “first opportunity” to learn comes before a prototype is created… through VOC interviews to mine the foresight of knowledgeable customers. Don’t miss this B2B adjustment to Lean Startup.
Read more in this white paper, Lean Startup for B2B (page 6).