✍️ Essay
Free
Intermediate
Garbugli, a three-time B2B founder, lays out the actual questions to ask about business drivers, pain intensity, and who owns the buying decision, which is more concrete than most generic interview guides. If your target is a B2B buyer rather than a consumer, this fills in the organizational questions The Mom Test doesn't cover in depth.
B2B Customer Discovery Interview Questions: A Master List
From Lean Startup Digest (Medium) by Etienne Garbugli 10 min read
- Ask who owns the problem inside the company, not just who feels the pain
- Run two passes: a wide discovery interview, then a narrow drill-down one
- Customers who recently switched from a competitor make the best case studies
