0
Customer Development
Model
The Four Steps to Epiphany
07/25/2013
Concept/
Concept/
Seed
Seed
Round
Round

Product
Product
Dev.
Dev.

Alpha/Beta
Alpha/Beta
Test
Test

Product Development
M...
Concept/
Concept/
Seed
Seed
Round
Round

Product
Product
Dev.
Dev.
•

Marketing

Sales
Business
Development

•

Create Mar...
• Only true for life and death products
• i.e. Biotech Cancer Cure
• Issues are development risks and distribution,
not cu...
• Sales & Marketing costs are front loaded
• focused on execution vs. learning & discovery
• First Customer Shipment becom...
If
Startups Fail from a Lack of customers
not Product Development Failure
Then why do we have
process to manage product de...
An Inexpensive Fix
Focus on Customers and
Markets from Day One
How?
Product Development
Concept/
Concept/
Seed
Seed
Round
Round

Product
Product
Dev.
Dev.

Alpha/Beta
Alpha/Beta
Test
Test

C...
Product Development
Concept/
Concept/
Seed
Seed
Round
Round

Product
Product
Dev.
Dev.

Alpha/Beta
Alpha/Beta
Test
Test

C...
• Parallel process to Product Development
• Measurable Checkpoints
• Not tied to FCS, but to customer milestones
• Notion ...
•
•
•

There are no facts inside your building, so get outside
Develop for the Few, not the Many
Earlyvangelists make your...
• Stop selling, start listening
• There are no facts inside your building, so get outside

• Test your hypotheses
• Two ar...
• Develop a repeatable sales process
• Only earlyvangelists are crazy enough to buy

Customer Validation:
Step 2
Customer Validation:
Step 2
•
•
•

Creation comes after proof of sales
Creation is where you “cross the chasm”
It is a strategy not a tactic

Customer...
• (Re)build your company’s organization & management
• Re look at your mission

Company Building:
Step 4
•
•
•
•

Parallel process to Product Development
Hypothesis Testing
Measurable Checkpoints
Not tied to FCS, but to custome...
Customer Development Model: A Brief Presentation
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Customer Development Model: A Brief Presentation

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A brief presentation about Steve Blank's methodology

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Transcript of "Customer Development Model: A Brief Presentation"

  1. 1. Customer Development Model The Four Steps to Epiphany 07/25/2013
  2. 2. Concept/ Concept/ Seed Seed Round Round Product Product Dev. Dev. Alpha/Beta Alpha/Beta Test Test Product Development Model Launch/ 1st Ship
  3. 3. Concept/ Concept/ Seed Seed Round Round Product Product Dev. Dev. • Marketing Sales Business Development • Create Marcom Materials Create Positioning Alpha/Beta Alpha/Beta Test Test • • Hire PR Agency Early Buzz • • Hire Sales VP Hire 1st Sales Staff • Hire 1st Business Developer Launch/ 1st Ship • • • Create Demand Launch Event “Branding” • Build Sales Organization • Do deals for FCS (1st Customer Shipment) Product Development Model
  4. 4. • Only true for life and death products • i.e. Biotech Cancer Cure • Issues are development risks and distribution, not customer acceptance • Not true for most other products • Software, Consumer, Web • Issues are customer acceptance and market adoption Build It And They Will Come
  5. 5. • Sales & Marketing costs are front loaded • focused on execution vs. learning & discovery • First Customer Shipment becomes the goal • Execution & hiring predicated on business plan hypothesis • Heavy spending hit if product launch is wrong • Financial projections, assumes all startups are the same = You don’t know if you’re wrong until you’re out of business/money Chasing The FCS Date
  6. 6. If Startups Fail from a Lack of customers not Product Development Failure Then why do we have process to manage product development no process to manage customer development
  7. 7. An Inexpensive Fix Focus on Customers and Markets from Day One How?
  8. 8. Product Development Concept/ Concept/ Seed Seed Round Round Product Product Dev. Dev. Alpha/Beta Alpha/Beta Test Test Customer Development Launch/ 1st Ship
  9. 9. Product Development Concept/ Concept/ Seed Seed Round Round Product Product Dev. Dev. Alpha/Beta Alpha/Beta Test Test Customer Development Launch/ 1st Ship
  10. 10. • Parallel process to Product Development • Measurable Checkpoints • Not tied to FCS, but to customer milestones • Notion of Market Types to represent reality • Emphasis is on learning & discovery before execution Customer Development: Big Ideas
  11. 11. • • • There are no facts inside your building, so get outside Develop for the Few, not the Many Earlyvangelists make your company • And are smarter than you • Focus Groups are for big companies, not startups • The goal for release 1 is the minimum feature set for earlyvangelists Customer Development Heuristics
  12. 12. • Stop selling, start listening • There are no facts inside your building, so get outside • Test your hypotheses • Two are fundamental: problem and product concept Customer Discovery: Step 1
  13. 13. • Develop a repeatable sales process • Only earlyvangelists are crazy enough to buy Customer Validation: Step 2
  14. 14. Customer Validation: Step 2
  15. 15. • • • Creation comes after proof of sales Creation is where you “cross the chasm” It is a strategy not a tactic Customer Creation: Step 3
  16. 16. • (Re)build your company’s organization & management • Re look at your mission Company Building: Step 4
  17. 17. • • • • Parallel process to Product Development Hypothesis Testing Measurable Checkpoints Not tied to FCS, but to customer milestones • Notion of Market Types to represent reality • Emphasis is on learning & discovery before execution Wrap up
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