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读Lean B2B(一)

读Lean B2B(一)

作者: 刘东利2020 | 来源:发表于2023-06-12 08:06 被阅读0次

本书中金句不断,非常值得反复琢磨。

创业公司就像大卫,想拿下大B的歌利亚,没那么容易:

In many ways, this modern David and Goliath story is what being a startup founder selling to the enterprise feels like.

You’re the little guy armed with sticks and stones trying to hit a giant between the eyes, and you only get a stone or two.

什么是创业公司的目标?

The goal of a startup is not to be a startup. A startup is a temporary organization designed to search for a repeatable and scalable business model.

– Steve Blank, Four Steps to the Epiphany Author

题眼:可重复(repeatable)和可扩张(scalable),这意味着要打造产品 —— 将公司打造为产品。

B2B与B2C的差别?

Many entrepreneurs make the mistake of thinking that B2B and B2C customer development are one and the same, but B2B turns P-M validation on its head.

啥意思?turns...on its head,换个角度,彻底改变 —— 也就是说,与B2C不同。不同在哪里?某种意义上,是M-P fit了:

In B2B, you seek to understand the market before finding a product or a solution; the entrepreneur’s vision is second to his ability to understand the needs of the customers.

Customers are driving the show; entrepreneurs need to focus entirely on what the business wants.

所以,更具体的说,是找到M中的Customer更加重要,要不断看到对方的需求:

Clients will feel they have a relationship with you only when they believe that you understand their needs, their situation, their vision, their constraints, their corporate goals and their career goals.

– Ken Morse, MIT Entrepreneurship Center Founding Managing Director, 1996-2009

要找到你的天使客户,并深刻拥抱。

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