How To Pick a Target Market For a B2B Startup (Part III – Interviews)

This post is Part III in series called “How To Pick a Target Market for a B2B Startup.” To start at the beginning, click here.

Marketing guru Regis McKenna once wrote, “marketing people should be on the road half the time–meeting customers, talking to people, building relationships, and seeing where the next product is going.” You know, actually speaking to live, flesh-and-blood human beings. Crazy.

While that much travel might not be feasible for everyone, his point was clear: understanding your market is key to successfully selling to it. As convenient as research and surveys are (which we discussed in Parts I and II) they simply cannot help you know your market really well.

That’s why interviews are the final (and most important) part of selecting a target market for your B2B startup. Continue reading

How To Pick a Target Market For a B2B Startup (Part II – Surveys)

This is Part II in a three-part series about finding your ideal target market. Click here if you’d like to start from the beginning.

In part I of this series, I showed you how to use brainstorming and a bit of research to build a short list of potential target markets for your B2B startup.

Now it’s time to narrow that list even further.

To do that, we’re going to use surveys to ask polarizing questions and find out even more about our targets. Continue reading

How To Pick A Target Market For A B2B Startup (Part I – Research)

In a B2B startup, there are two questions that you must answer before your company gets very far: what is the product, and who are you going to sell it to? In today’s post, I’m going to focus on the second question, and show you a 3-part process you can use to find the exact market niche to focus on. Continue reading