B2B Sales: A Lean Startup Approach

Grasshopper Herder

Have you thought about using Lean Startup to improve your sales process? The founder of Shipitwise reveals how he used lean principles to improve B2B sales. The post B2B Sales: A Lean Startup Approach appeared first on GrasshopperHerder.com. Customer Development Lean Startup B2B Evaluative Market Experiment Startup Tool

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Untangling B2B Sales Goals

Grasshopper Herder

When it comes to B2B sales, our ability to set concrete goals is lacking. Lean Startups Sales b2b B2B sales enterprise sales sales This is a fundamentally bad practice.

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Startup Risk: Working with large companies

Grasshopper Herder

Lean Startups Managing Entrepreneurship Minimum Viable Product Sales adopting lean startup B2B sales MVP (This is a guest post by Sean Murphy, who coaches early stage technology firms. You can find Sean on Twitter, LinkedIn or on his blog.)

Lean Innovation Leadership in the Enterprise

Moves the Needle

Questions Answered: Why is Lean Innovation Leadership Important? From a leadership perspective, how can you implement Lean Startup on physical products? How can you use Lean Innovation in a B2B vs B2C company? Video Interview with Aaron Eden Bringing an entrepreneurial spirit to large enterprise companies is something that we are passionate about here at Moves the Needle.

An Innovation Minute with Gregg Fraley

Gregg Fraley

Qualitative Research in B2B. The message of this edition of An Innovation Minute is simple: Use of qualitative research techniques in business to business companies (B2B) is woefully under-utilized. Edition #2 of An Innovation Minute. With Host, Gregg Fraley.

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Digital Technology MoshPit

Gregg Fraley

All frameworks (Agile, Lean, CPS, Design Thinking, Stage-Gate) require people to come up with fresh ideas, and MoshPit has a new and better way to do that. New Service Offering for Digital Technology Innovation. Discover Ideas for Long Term and Tactical Innovation Projects.

Key Innovation Issues for 2016 and Beyond

Integrative Innovation

It requires a more deliberated approach, such as the lean startup process, design thinking or a combination thereof. Tip: Tim Kastelle has posted a worthwile series on how to implement lean startup for innovation initiatives. The B2B marketplace has also been slow to catch on.

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5 Excuses of companies that don't innovate (and how to overcome them)

Moves the Needle

At Intuit, MTN Co-Founder Aaron Eden started the snowball by running “LeanStartIN” workshops under the radar to teach lean startup to small handfuls of colleagues. To get started: Run internal lean startup hackathons, where the process rewards iterative learning over solution building. Form a monthly meetup (like a happy hour) for all employees interested in design thinking and lean startup ideas. Invite operational colleagues – legal, HR, IT – to your lean innovation group.

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Value Stream Discovery: What to test & how to measure [Airbnb example]

Moves the Needle

Ash Maurya’s Lean Canvas and Osterwalder’s Business Model Canvas come to mind. Similar tools have been around for ages, by the way; used in lean manufacturing processes, Agile, kanban, scrum, etc. Those steps might correlate to a classic b2b sales funnel. Lean Innovation

Innovation That Transforms Us

100%Open

Adrian Wong, Decidedly: What to use instead of Lean Startup in the B2B market. 100%Open Spring Union Report. Given that our Spring Union was hosted on the night before Brexit was supposed to happen we weren’t hopeful of either great numbers or maximum attention! Happily we were proved wrong on both counts with 80 Unionistas turning up, 9 excellent 5 minute presentations and a real buzz afterwards. Thanks @phillirose for the prototyped warm-up!

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Customer Co-Creation: A Deeper Path to Empathic Understanding

Legacy Innovation Group

But to make the process work, there are several important considerations that have to be taken into account, primarily around the specific steps to be used in a B2B versus B2C scenario. Customer co-creation is a powerful emerging method for lean and frugal innovation.

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Top 10 Innovation Links of the Week: 12.4.15

Planview Spigit

Lean Innovation Management – Making Corporate Innovation Work. The skinny: Steve Blank outlines how lean innovation practices can drive 10 times the number of initiatives in a fifth of the time. The Role of the B2B CMO in Innovation.

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5 Excuses of Companies that Don’t Innovate (And How to Overcome Them)

Moves the Needle

At Intuit, MTN Co-Founder Aaron Eden started the snowball by running “LeanStartIN” workshops under the radar to teach lean startup to small handfuls of colleagues. To get started: Run internal lean startup hackathons, where the process rewards iterative learning over solution building.

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Key Issues in Innovation Management – Revisited – Part 2

Tim Kastelle

Tim’s Comment: There’s one other way that this idea plays out too – figuring out how to use lean startup techniques inside of established organisations. The B2B marketplace has also been slow to catch on.

Déjà vu all over again: Corporate innovation is stuck in a rut

The Future Shapers

I think that B2C provides more focus and discipline for innovators because of the proximity to end customers and the insights that proximity produces that many business to business (B2B) companies lack. This isn’t to say that B2B companies don’t innovate; rather they often lack visibility or insight into their customer’s customer and thus feel it is difficult to innovate beyond lower cost. When the emphasis is on speed or lean approaches, the innovation scope can shrink.

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Finding a Viable Market – Quantifying the True Opportunity for Your Innovation

Taivara

His experience in launching and growing new business in both B2B and B2C categories include efforts for Hanna-Barbera Studios, Emerson Network Power and Turner Broadcasting. How to Become a Great Product Manager – Lean Lab Recap: Jay Clouse. Finding a Viable Market.

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In defense of industry-agnostic innovation management

David Marks

Many technology companies, particularly in the B2B space, find that an undignified experience. Sales would lean on their channels to ensure better exposure to the new product.

Feeling the Pain – Articulating the Problem your Business Solves

Taivara

His experience in launching and growing new business in both B2B and B2C categories include efforts for Hanna-Barbera Studios, Emerson Network Power and Turner Broadcasting. How to Become a Great Product Manager – Lean Lab Recap: Jay Clouse. Feeling the Pain.

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How to Nail Your Most Valuable Metrics Using the Customer Journey

Moves the Needle

You apply the 3 E’s of lean innovation , develop empathy, run rapid experiments, analyze evidence -- data + insights -- to find the right actions the business must do to illicit the behavior. The Customer Journey Everyone is on a journey.

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The only two measures that matter

David Marks

Chief among these are the Blue Ocean strategy, Business Model Generation and Lean Startup methodologies that deservedly attracted many followers. In the B2B world, there are many companies that control a section of market and remain mostly unknown to the greater public.

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Digital Innovation Units: Recommendations, Trends and Conclusions

Integrative Innovation

What is really important, however, is that the newly acquired skills also become an integral part of the corporation and penetrate into existing organizational structures through Lean Change experiments and viral infection.

Why take an industry-agnostic approach to innovation

David Marks

Many technology companies, particularly in the B2B space, find that an undignified experience. Sales would lean on their channels to ensure better exposure to the new product.

From product to business model innovation: TICK, the laundry on demand service from Migros.

The BMI Lab Blog

It changed the customer dimension (from B2B to B2C), offers a new value proposition, leverages partners in a new value chain, and earns money with a new revenue model (pay per bag instead of pay per KG).

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35 Ways to Use Idea Management Software to Drive Business Results

The Future Shapers

Thus, it shouldn’t be a surprise that different methods, such as Lean Six Sigma , that seek to systematically find ways to lower defect rates have become so popular in the last couple of decades.

The Key to Effective Value Proposition Development

Taivara

If you’re selling a B2B product, start in the middle of the organization hierarchy. But in the lean startup methodology, all we’re looking for the one point of extreme frustration that we can eliminate. Key Activities are one of the categories of the lean business model canvas.

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