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Quick and Dirty Guide to Customer Development - HowToWeb 2011
 

Quick and Dirty Guide to Customer Development - HowToWeb 2011

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    Quick and Dirty Guide to Customer Development - HowToWeb 2011 Quick and Dirty Guide to Customer Development - HowToWeb 2011 Presentation Transcript

    • A quick and dirty guide to B2BCustomer Development Marcin Grodzicki @3marcin CoFounder, LinkFindr.com
    • Me• Enterprise B2B Marketing• Startups • Codility and Seedcamp • AdTaily• Agora• LinkFindr.com @3marcin
    • CustomerDevelopment @3marcin
    • The Origins• Steve Blank The Four Steps to the Epiphany• Eric Ries The Lean Startup @3marcin
    • The process CompanyDiscovery Validation Creation Building @3marcin
    • The process CompanyDiscovery Validation Creation Building @3marcin
    • Why• Startups don t execute, but search• Searching requires structure• Structure requires agreement @3marcin
    • Who• Founder• CEO @3marcin
    • Who else• Everyone @3marcin
    • Discovery @3marcin
    • Do yourhomework @3marcin
    • @3marcin
    • 10 000 hours @3marcin
    • @3marcin
    • Set assumptions• Problem• Product• Customer• Business Model @3marcin
    • Test @3marcin
    • Testing• meet friendly customers• not your friends• 10-20 companies• structure results @3marcin
    • Thank you! @3marcin
    • but... @3marcin
    • @3marcin
    • :( @3marcin
    • ReSet assumptions• Problem• Product• CUSTOMER• Business Model @3marcin
    • The process CompanyDiscovery Validation Creation Building @3marcin
    • @3marcin
    • Validation @3marcin
    • Tools• Slides• Channel• Salesperson @3marcin
    • SELL @3marcin
    • Clients• Rebels• Reputable• Small• Discovery subjects @3marcin
    • Traps @3marcin
    • If you onlyimplement... @3marcin
    • @3marcin
    • Do you have a free trial? @3marcin
    • @3marcin
    • Who else is buying? @3marcin
    • These aren t thebuyers you relooking for @3marcin
    • The process CompanyDiscovery Validation Creation Building @3marcin
    • Verify• Product• Sales plan• Channels• Business Model @3marcin
    • What you get• Proven product• Sustainable business model• Sales roadmap• Reference customers @3marcin
    • @3marcin
    • What next? @3marcin
    • The process CompanyDiscovery Validation Creation Building @3marcin
    • Sell or Raise @3marcin
    • @3marcingrodzicki@gmail.com @3marcin