Business Concept – then Customers – then Marketing Base – THEN Business Model
Keep in mind that the Customer always resides at the center of the pyramid.
Before your B2B startup has a product available you’ll want a few – but not too many – metrics to help you steer the ship in the right direction.
Customer Development conversations
It doesn’t matter what your startup is building if customers don’t want it.
Get out of the building and make sure you are talking to potential customers often. This is the only way you’ll get a deep understanding of your potential customers’ needs.
When you’re getting started a good pace is somewhere on the order of 1-2 conversations (new potential customers) per business day. Once you reach 25-50 conversations you should have a good sense of whether or not your product idea has legs.
Don’t cheat on this metric by counting conversations with potential partners or investors as…
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