Hacking Customer Development
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This document outlines various techniques for customer development (CustDev) when starting a new tech startup. It discusses the core principles of CustDev which are to question assumptions, get out of the building to talk to customers, and iterate based on customer feedback. Various tactics are then presented for conducting "smoke tests", getting customer feedback through interviews, testing pricing and messaging, and gathering insights to build the right product.
![[Your competition] SUCKS! Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews. PRO-TIP: Do UX review on their products. Source: In Witness Protection Program](https://image.slidesharecdn.com/hackingcustdevnyc-110303210350-phpapp01/85/Hacking-Customer-Development-18-320.jpg)
Hacking Customer Development
- 1. Hacking CustDev: The Open-Source Playbook Lean Startup NYC March 1, 2011 Patrick Vlaskovits @vlaskovits vlaskovits.com
- 2. Intro
- 4. Why bother? Avoid building things nobody actually wants.
- 5. Risk mitigation in the context of an early stage tech startup is WHY you should do Customer Development . PS If that doesn’t make sense to you, don’t do CustDev/Lean Startups. Seriously. PPS I am not kidding.
- 6. 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate. The Three CustDev Meta-Principles
- 7. 0) There are NO rules… 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate.
- 8. 0) There are NO rules… Hacking CustDev = CustDev + MMA
- 9. The Classic Smoke Test/MVP from 1975
- 10. Sophisticated Variants of the ‘Smoke Test’ Traffic MVT/Landing Page Conversion
- 11. Learning about your customers is a lot like fishing… Source/Referral/Channel Messaging/Positioning Pricing/CAC Conversion Rate
- 12. B2B/Enterprise: Screenshots + LOI
- 13. Outside of Tech Startups Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
- 14. Outside of Tech Startups
- 15. Kickstarter
- 17. Best Practices: Concierge/“Manual”-ation
- 18. [Your competition] SUCKS! Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews. PRO-TIP: Do UX review on their products. Source: In Witness Protection Program
- 19. The Magic Wand Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?” Source: Cindy Alvarez http://www.slideshare.net/cindyalvarez/kissinsights-customer-development-tactics
- 20. The Magic Word Ask the subject of your CustDev interview for “advice” and don’t sell.
- 21. Price testing without charging
- 22. Confuse to Clarify Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position. Source: Sachin Agarwal
- 23. “ Phone Support” Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name. Source: Dan Martell
- 24. Now, what you got for me? Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7
- 25. PDF http://www.CustDev.com Paperback (AMAZON) http://bit.ly/EGCDPaperback Kindle (AMAZON) http://bit.ly/EGCDKindle An Intro to Customer Development
Editor's Notes
- #19: The biggest risk you face is building something no one wants.
- #20: The biggest risk you face is building something no one wants.
- #21: The biggest risk you face is building something no one wants.
- #22: The biggest risk you face is building something no one wants.
- #23: The biggest risk you face is building something no one wants.
- #24: The biggest risk you face is building something no one wants.
- #25: The biggest risk you face is building something no one wants.
- #26: By now, you know what it is. Customer Development + Agile Development.