#LeanCoffeeKL 41 - Enterprise focused Customer Development.

This is a past event

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Accelerate Okanagan

1405 St. Paul Street · Kelowna, BC

How to find us

Up the flight of stairs and all the way to the end of the hall. Look for the CoLab sign.

Location image of event venue


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!