读Lean B2B（六）

为了在B2B领域成功，创业者需要做的事：

- Acquiring the Industry Context

- Building a Relevant Professional Network

- Understanding the Whole Product

- Estimating the Return on Investment (ROI)

- Reducing the Enterprise Risk

第一条很直白，就是领域知识（Domain Knowledge），而且作者特别强调深入内部：

Problems worth solving are typically invisible from the outside. Your task will be to get inside the enterprise, understand how the company thinks and find the real problems.

第二个类似，是强调信息网络。

第三个Whole Product，简而言之，如何进行定制化：

估计ROI，是为了说服B2B购买的必要步骤，不赘述。

最后，Reducing Enterprise Risk是打消决策者的顾虑：

A big part of selling to the enterprise is being able to understand the perception of risk (migration, change, costs, etc.).

Your task will be to understand the enterprise’s risks and establish processes to help diminish these risks and the perception of these risks.