Am I About toSoar or Crash?
Quick Introduction toCustomer Development            Interviews  January Indianapolis Lean Startup Circle Meetup          ...
Ever tried. Ever failed.No matter. Try again.Fail again. Fail better.  - Samuel Beckett
Goal is to validate  or invalidate   Hypothesis
Test Our Vision Against The Market
Some Use CasesProblem DiscoverySolution ValidationMessage TestingUnderstand Decision Process
Why You Probably Won’t Do Them?
You love your idea too muchYou don’t want to be “wrong”It makes you uncomfortable   It takes too much time
If you are ready to try…
Identify the hypothesis you want to test:
Write Them Down
Write 4-5 Open Ended Ques. That Align to Each Hypothesis                            v                          What       ...
Problem Discovery         &Solution Validation    Should BeSeparate Interviews
Find People You Don’t Know
Let them know you are doing research.Speak only with a stated purpose.If you ask for 15 minutes, you will get 30.Ask for 3...
Make it feel like a conversation not           an interview:Gather demographics if appropriate    “Tell me about yourself…...
BE CURIOUS   Open-ended questions help make it a             conversation            Probe for behaviorLet them in/validat...
If possible, bring a co-pilotA second opinion helps prevent      Confirmation Bias
Take notesAt the end, ask if you can contact them          again to follow-up
Thanks to the photographers for sharing!                                    All photos used under a Creative Commons Licen...
Resource List for Further StudyBooks:“The Four Steps to the Epiphany” by Steve Blank“Entrepreneur’s Guide to Customer Deve...
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Quick Introduction to Customer Development Interviews

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This is a quick introduction to customer development interviews. This technique is used to identify:
-problems customers will pay you to solve
-a solution that people will pay use and pay for
-messages that communicate clearly to customers
-the buying process a customer employs

Published in: Business, Technology
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Quick Introduction to Customer Development Interviews

  1. 1. Am I About toSoar or Crash?
  2. 2. Quick Introduction toCustomer Development Interviews January Indianapolis Lean Startup Circle Meetup by Frank Dale
  3. 3. Ever tried. Ever failed.No matter. Try again.Fail again. Fail better. - Samuel Beckett
  4. 4. Goal is to validate or invalidate Hypothesis
  5. 5. Test Our Vision Against The Market
  6. 6. Some Use CasesProblem DiscoverySolution ValidationMessage TestingUnderstand Decision Process
  7. 7. Why You Probably Won’t Do Them?
  8. 8. You love your idea too muchYou don’t want to be “wrong”It makes you uncomfortable It takes too much time
  9. 9. If you are ready to try…
  10. 10. Identify the hypothesis you want to test:
  11. 11. Write Them Down
  12. 12. Write 4-5 Open Ended Ques. That Align to Each Hypothesis v What How Why Who
  13. 13. Problem Discovery &Solution Validation Should BeSeparate Interviews
  14. 14. Find People You Don’t Know
  15. 15. Let them know you are doing research.Speak only with a stated purpose.If you ask for 15 minutes, you will get 30.Ask for 30 minutes and you get 45.
  16. 16. Make it feel like a conversation not an interview:Gather demographics if appropriate “Tell me about yourself…”Engage in “small talk” to get them to relax (yes, it works)
  17. 17. BE CURIOUS Open-ended questions help make it a conversation Probe for behaviorLet them in/validate don’t lead them to your desired conclusion
  18. 18. If possible, bring a co-pilotA second opinion helps prevent Confirmation Bias
  19. 19. Take notesAt the end, ask if you can contact them again to follow-up
  20. 20. Thanks to the photographers for sharing! All photos used under a Creative Commons LicenseCredits1. “IMG_1427” by Liam Ryan http://www.flickr.com/photos/liam_ryan/2205258640/2. “20070919_001” by RadialMonster http://www.flickr.com/photos/radialmonster/1436548828/3. “Going Down” by Motograf http://www.flickr.com/photos/motograf/939192240/4. “Goal” by Robert Van Hilten http://www.flickr.com/photos/rogodoun/2059275363/5. “Sunset at Snowbird” by Frank Dale6. -7. “Roadside Sign on the Ring of Dingle” by Frank Dale8. CHF’s Library by Geekadelphia http://www.flickr.com/photos/geekadelphia/2781333941/9. “leaping” by beccaplusmolly http://www.flickr.com/photos/beccaplusmolly/3286709587/10. “Holmes” by GrahamC 99 http://www.flickr.com/photos/schnappi/2321628609/sizes/o/in/photostream/11. “Flickr Handwriting Meme” by Zadi Diaz http://www.flickr.com/photos/karmagrrrl/3196441086/12. -13. “The Fork in the Road” by i_yudai http://www.flickr.com/photos/y_i/2330044065/14. “Crowd” by Marc Wathieu http://www.flickr.com/photos/marcwathieu/4102945874/15. “Ask for Peace” by Ask? http://www.flickr.com/photos/ask-for-peace/1824414133/16. “Costa Conversation” by Lovestruck http://www.flickr.com/photos/lovestruck94/4080022888/17. “Curious Canine” by mpantluce http://www.flickr.com/photos/uncommonly_common/3602846134/18. “Happy Co-Pilots” by Randy Cox http://www.flickr.com/photos/randycox/303968489/19. “Nice Follow-Through!” by Dean6921 http://www.flickr.com/photos/33294494@N05/4667439962/
  21. 21. Resource List for Further StudyBooks:“The Four Steps to the Epiphany” by Steve Blank“Entrepreneur’s Guide to Customer Development” by Brant Cooper & Patrick Vlaskovits“Running Lean” by Ash MauryaBlog Posts:“Tips for B2B Customer Development Interviews” by Sean Murphy“12 Tips for Early Customer Development Interviews (revised)” by Giff Constable
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