#LeanCoffeeKL 41 - Enterprise focused Customer Development.
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Hi all,
This week we'll be looking into the world of lean customer development focused at enterprise business. (idea graciously borrowed from our good friends at #leancoffeeto). Specifically, how much of the traditional customer development approach is still applicable if you can't get thousands of free, beta, test users? E.g. are smoke tests still viable?
Our intro question: Give an example (good or bad) of an enterprise-focused product you've encountered or are building yourself. We will analyze...
What are some strategies & tactics for finding early enterprise adopters? How should your sales strategy / expectations change based on the size of enterprise you're selling to? How important are "inside sales" and what are some strategies to make this happen? Whose problem/solution are you focused on first? The person that will use the product, a committee behind it or the one with the cheque book? What are some successful customer discovery/sales channels people have used? When do you start testing the sales/marketing channel you plan to use in your business model? How do you apply lean startup methodologies when you have a small number of big value accounts? (e.g. you don't have million of hits a day to your site).
Here's some material for possible inspiration:
http://market-by-numbers.com/2010/09/b2b-customer-development/ http://www.prudentcloud.com/saas/saas-sales-strategy-25062009/
See you Tuesday @ 8 AM!
Brent