R O DE O
on wild horses and crazy cowboys



          #openagilero
    Octav Druta (@octavdruta)
         octavdruta.com
How do you minimize the risk of failing?
Exploration vs. Exploitation
Exploration vs. Exploitation




Company: Spec, develop & refine product for known customers
                             v...
How?
Biz Founder            Tech Founder
    “envisions”       &   defines solution
customers that have
     a problem
FAIL:
 Concept
SeedRound
              Product
            Development
                          Beta
                    ...
Biz Founder            Tech Founder
    “envisions”       &   defines solution
customers that have
     a problem
FAIL:
 Concept
SeedRound
            Agile Product
            Development
                            Beta
              ...
Customer            Customer
Discovery           Validation


            Pivot



    Biz Founder:                   Tech...
Customer Discovery:
Stop Selling, Start Listening
Customer Validation
Develop a repeatable and scalable sales process
if Customer Validation fails then Pivot



A few examples:

• Customer need pivot: same customer segment, different need/
...
More info about Customer Development
Thank you!
Octav druta-openagilero-may-14-2010
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Octav druta-openagilero-may-14-2010

  1. 1. R O DE O on wild horses and crazy cowboys #openagilero Octav Druta (@octavdruta) octavdruta.com
  2. 2. How do you minimize the risk of failing?
  3. 3. Exploration vs. Exploitation
  4. 4. Exploration vs. Exploitation Company: Spec, develop & refine product for known customers vs. Startup: Find customers for a spec’d product via @dvitanov
  5. 5. How?
  6. 6. Biz Founder Tech Founder “envisions” & defines solution customers that have a problem
  7. 7. FAIL: Concept SeedRound Product Development Beta Test Launch 1st Version Lack of customers
  8. 8. Biz Founder Tech Founder “envisions” & defines solution customers that have a problem
  9. 9. FAIL: Concept SeedRound Agile Product Development Beta Test Launch 1st Version Lack of customers
  10. 10. Customer Customer Discovery Validation Pivot Biz Founder: Tech Founder: defines & tests defines solution problem hypothesis (MVP) via @sgblank
  11. 11. Customer Discovery: Stop Selling, Start Listening
  12. 12. Customer Validation Develop a repeatable and scalable sales process
  13. 13. if Customer Validation fails then Pivot A few examples: • Customer need pivot: same customer segment, different need/ problem • Technology pivot: solve same problem but with different technology stack • Channel pivot: same problem, same solution, different path to customers via @ericries
  14. 14. More info about Customer Development
  15. 15. Thank you!
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