Quick and Dirty Guide to Customer Development - HowToWeb 2011
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This document provides a quick guide to the customer development process for B2B startups. It describes the four steps as discovery, validation, creation, and building a company. In discovery, founders do research, test assumptions about customers and problems, and meet with potential customers. Validation involves creating sales tools, selling to "rebel" customers, and verifying the product and business model work. After validation, startups have a proven product and sales process and can raise funds to enter the creation and building a company phases. The guide emphasizes continuously testing assumptions and adapting based on customer feedback.
Quick and Dirty Guide to Customer Development - HowToWeb 2011
- 1. A quick and dirty guide to B2B Customer Development Marcin Grodzicki @3marcin CoFounder, LinkFindr.com
- 2. Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp • AdTaily • Agora • LinkFindr.com @3marcin
- 3. Customer Development @3marcin
- 4. The Origins • Steve Blank The Four Steps to the Epiphany • Eric Ries The Lean Startup @3marcin
- 5. The process Company Discovery Validation Creation Building @3marcin
- 6. The process Company Discovery Validation Creation Building @3marcin
- 7. Why • Startups don t execute, but search • Searching requires structure • Structure requires agreement @3marcin
- 8. Who • Founder • CEO @3marcin
- 9. Who else • Everyone @3marcin
- 10. Discovery @3marcin
- 11. Do your homework @3marcin
- 12. @3marcin
- 13. 10 000 hours @3marcin
- 14. @3marcin
- 16. Test @3marcin
- 17. Testing • meet friendly customers • not your friends • 10-20 companies • structure results @3marcin
- 18. Thank you! @3marcin
- 19. but... @3marcin
- 20. @3marcin
- 21. :( @3marcin
- 22. ReSet assumptions • Problem • Product • CUSTOMER • Business Model @3marcin
- 23. The process Company Discovery Validation Creation Building @3marcin
- 24. @3marcin
- 25. Validation @3marcin
- 26. Tools • Slides • Channel • Salesperson @3marcin
- 27. SELL @3marcin
- 29. Traps @3marcin
- 30. If you only implement... @3marcin
- 31. @3marcin
- 32. Do you have a free trial? @3marcin
- 33. @3marcin
- 34. Who else is buying? @3marcin
- 35. These aren t the buyers you re looking for @3marcin
- 36. The process Company Discovery Validation Creation Building @3marcin
- 38. What you get • Proven product • Sustainable business model • Sales roadmap • Reference customers @3marcin
- 39. @3marcin
- 40. What next? @3marcin
- 41. The process Company Discovery Validation Creation Building @3marcin
- 42. Sell or Raise @3marcin
- 43. @3marcin grodzicki@gmail.com @3marcin