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Job Into a B2B Business
(Flagback & HireVoice)
Recognized Usability &
UX Research Expert
Author of Lean B2B:
founders find their business ideas?
their previous employer
* Study by University professor Amar Bhidé for The Origins
and Evolution of New Business (2000)
The Insider’s Competitive Edge
Easy access to customers
Start a business where you can
get access to customers easily.
- Max Cameron, Kera Co-Founder and CEO
You know the initiatives
& business priorities
If you don’t, you can ask...
You can define the problem owner,
the buyers & figure out where to
You get credibility and expertise
because you're from the market
If not, you can fake it...
You can run ROI calculations
and start with real data
You understand the risks & what it
takes to sell to large businesses
To overcome the “Status Quo Coefficient”,
your solution should be at least two times
faster, two times better and two times
cheaper than the known alternatives.
You can build a relevant professional
network on company hours
You can pivot on the cheap at
the idea level
It takes a while to get on people’s calendars [...]
For this reason, it doesn’t make sense to leave
your job before having a good indication that
you are working on a real business opportunity.
You can turbo-charge long sales
cycles by starting with a paying
Other people have done it
Pyramid Digital Solutions Sells Assets to SunGard Business Systems
iBwave Makes PROFIT 200 List of Canada’s Fastest-Growing Companies for Third Consecutive Year
Can it be productized?
employee to entrepreneur if
How to do it
and implicit problems.
problems. The moment that you’re
talking about a person’s problems,
- Brant Cooper, The Lean Entrepreneur Co-Author
problem. Get different inputs.
by pain, budget availability and
watering holes, influencers, risks,
buyers, buying processes, etc.
Leave on good terms.
Key Takeaways & Conclusion
Which makes most sense?
when you, and your team, have really
learned about an unmet need,
understand the customer’s pain and you
are ready to take the plunge.
- Ken Morse, Serial Entrepreneur &
MIT Entrepreneurship Founder
entrepreneurship is what you already
know. Start there.
around the world use
« This is a must read for every B2B entrepreneur, SaaS creator or
consultant and business school student. It's the kind of book you
don't read once, you go back to it on a regular basis. » - Carmen
Gerea, CEO & Co-founder, UsabilityChefs
« Treat this book like a map to show you where you are and a
compass to show you the direction. I wish I could have read it 2
or 3 years ago. » – Jonathan Gebauer, Founder, exploreB2B
« Lean B2B is filled with rock-solid advice for technology
entrepreneurs who want a rapid-growth trajectory. Read it to
increase your certainty and your success rate. » - Jill Konrath,
Author of AGILE SELLING and Selling to Big Companies
« The book I read of which I have learned the most. » - Etienne
Thouin, Founder and CTO, SQLNext Software
« This book is essential reading for would-be entrepreneurs who
face the daunting task of entering B2B markets. » – Paul Gillin,
Co-Author, Social Marketing to the Business Customer