Quick and Dirty Guide to Customer Development - HowToWeb 2011

354 views
303 views

Published on

Published in: Business, Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
354
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
7
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Quick and Dirty Guide to Customer Development - HowToWeb 2011

  1. 1. A quick and dirty guide to B2BCustomer Development Marcin Grodzicki @3marcin CoFounder, LinkFindr.com
  2. 2. Me• Enterprise B2B Marketing• Startups • Codility and Seedcamp • AdTaily• Agora• LinkFindr.com @3marcin
  3. 3. CustomerDevelopment @3marcin
  4. 4. The Origins• Steve Blank The Four Steps to the Epiphany• Eric Ries The Lean Startup @3marcin
  5. 5. The process CompanyDiscovery Validation Creation Building @3marcin
  6. 6. The process CompanyDiscovery Validation Creation Building @3marcin
  7. 7. Why• Startups don t execute, but search• Searching requires structure• Structure requires agreement @3marcin
  8. 8. Who• Founder• CEO @3marcin
  9. 9. Who else• Everyone @3marcin
  10. 10. Discovery @3marcin
  11. 11. Do yourhomework @3marcin
  12. 12. @3marcin
  13. 13. 10 000 hours @3marcin
  14. 14. @3marcin
  15. 15. Set assumptions• Problem• Product• Customer• Business Model @3marcin
  16. 16. Test @3marcin
  17. 17. Testing• meet friendly customers• not your friends• 10-20 companies• structure results @3marcin
  18. 18. Thank you! @3marcin
  19. 19. but... @3marcin
  20. 20. @3marcin
  21. 21. :( @3marcin
  22. 22. ReSet assumptions• Problem• Product• CUSTOMER• Business Model @3marcin
  23. 23. The process CompanyDiscovery Validation Creation Building @3marcin
  24. 24. @3marcin
  25. 25. Validation @3marcin
  26. 26. Tools• Slides• Channel• Salesperson @3marcin
  27. 27. SELL @3marcin
  28. 28. Clients• Rebels• Reputable• Small• Discovery subjects @3marcin
  29. 29. Traps @3marcin
  30. 30. If you onlyimplement... @3marcin
  31. 31. @3marcin
  32. 32. Do you have a free trial? @3marcin
  33. 33. @3marcin
  34. 34. Who else is buying? @3marcin
  35. 35. These aren t thebuyers you relooking for @3marcin
  36. 36. The process CompanyDiscovery Validation Creation Building @3marcin
  37. 37. Verify• Product• Sales plan• Channels• Business Model @3marcin
  38. 38. What you get• Proven product• Sustainable business model• Sales roadmap• Reference customers @3marcin
  39. 39. @3marcin
  40. 40. What next? @3marcin
  41. 41. The process CompanyDiscovery Validation Creation Building @3marcin
  42. 42. Sell or Raise @3marcin
  43. 43. @3marcingrodzicki@gmail.com @3marcin

×