Aug 2018 This is more of a continuing series of tips for B2B startups that are trying to develop pilot projects. A pilot project has some noticeable differences from the more standard sales and implementation processes you’ll encounter once you’re out of startup mode. In particular, as a startup, you are asking your pilot customers… Continue reading What do you want them to do?
April 2018 This is more of a continuing series of tips for B2B startups that are trying to develop pilot projects. A big question for B2B startups is, “how do you find your way into an organization?” This topic brings up a wide range of considerations such as who is the person most interested in… Continue reading Finding your way
March 2018 My friend, Todd Cohen, is famous for saying that “everyone’s in sales.” And he’s right. As a founder or co-founder, you are the lead salesperson in the company. Entrepreneurs sometimes think that sales is someone else’s job, but it isn’t. It’s yours. This is especially true for people who are not technical co-founders;… Continue reading Sales Tips for B2B Startups (yeah it matters)
March 2018 If you are an established organization that is considering running a pilot project with a startup, then you are seeing things from a somewhat different perspective than the startup. You know your industry, your business model, your priorities and your budget. Yet here’s this scrappy little startup telling you things that you may… Continue reading Five Tips for Working with Startups
Jan 2018 Goal setting and planning for early-stage entrepreneurs is very tricky, especially when you’re still trying to validate and de-risk your business model. You’re being told that you should have a plan but how’s that going to work when you still need to figure out where you’re heading? My advice is to think about… Continue reading Goal setting for the entrepreneur
Nov 2017 A continuing series on pilot project strategies for B2B startups… If you are an established organization, whether for-profit or not-for-profit, that is considering running a pilot project with a startup, then you are seeing things from a somewhat different perspective than the startup. You know your industry, your business model, your priorities and… Continue reading Why do established organizations want pilot projects?
Oct 2017 First in a series on pilot project strategies for B2B startups As a startup with a B2B idea, you “think” you know who your customer is, but, you don’t really know. If you have an EdTech startup, for example, how do you approach the market? You may think your customer base is comprised… Continue reading Piloting Your Go-to-Market Strategy