读Lean B2B（一）

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。