Lean Startup Machine

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Presentation to Lean Startup Machine NYC event, July 23, 2010

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Lean Startup Machine

  1. 1. Customer Development in the Trenches<br />Giff Constable<br />Co-Founder & CEO, Aprizi<br />July 23, 2010<br />
  2. 2. Who am I?<br />Startups<br />Trilogy<br />Envive<br />Ithority*, acq by Opus360<br />Electric Sheep Company<br />Aprizi*<br />I blog here giffconstable.com<br />*co-founder<br />
  3. 3. The Context<br />
  4. 4. The first rule of lean startup<br />
  5. 5. There are no rules<br />
  6. 6. Idea Validation<br /><ul><li>Is it stupid?
  7. 7. Surveys, discussions
  8. 8. Market and competitive research</li></li></ul><li>Customer Development<br /><ul><li>Cast a wide net
  9. 9. Paper mockups
  10. 10. 1 on 1 meetings</li></li></ul><li>Our Alpha(do they give a damn)(say vs do)<br />
  11. 11. Open Beta<br />(high velocity learning)<br />(in-person and phone best)<br />(don’t make snap decisions)<br />(don’t optimize for the wrong things)<br />
  12. 12. The first rule of lean startup<br />
  13. 13. But here is some advice*<br />*worth the paper it is printed on, maybe<br />
  14. 14. Doing a Customer Interview<br />Work to their schedule<br />Get psyched to hear things you don’t want to hear<br />Disarm “politeness” training<br />Start with behavior, not feedback<br />Ask open ended questions<br />Listen, don’t talk<br />Encourage but don’t influence<br />Follow your nose and drill down<br />Parrot back to confirm<br />Thank them<br />Ask for introductions<br />Write up your notes as quickly as possible<br />
  15. 15. Learning Comes in Waves<br />
  16. 16. Strip Out Everything But the Core Value Proposition<br />
  17. 17. vs<br />Pre-PM Fit, It’s All About People<br />
  18. 18. Questions?<br />Contact Info<br />giff.constable@gmail.com<br />http://giffconstable.com<br />http://www.aprizi.com<br />

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