读Lean B2B（二）

为什么需要Lean B2B？尤其是 vs. Lean Startup：

While the core principles of the Lean Startup apply just as well to B2B (the goal is also to reduce waste), the techniques used are very different.

In B2B, you’re building fewer relationships and thus can’t change the product overnight.

具体来说：

In large B2B, you seek more proximity with customers.

The more proximity you have, the more likely you are to succeed.

Although analytics will be part of the validation later, they play a lesser role in the early days of the startup. B2B validation is more relational.

说白了，就是要和客户泡在一起，非常紧密的泡在一起，达到什么效果呢？

Clients should be perceived as coworkers and not just customers. They should have the same goals as your business.

– Don Charlton, The Resumator Founder and CEO

题眼是coworker —— 自己人。