022310 class 6

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022310 class 6

  1. Customer Development in the High Tech Enterprise Customer Discovery Part 3 Steve Blank sblank@kandsranch.com 5/24/10 1
  2. Class 6: Agenda   Logistics/Questions   Customer Discovery   Guest: Flowtown   CASE: Motive
  3. Customer Discovery: Step 1 Customer Customer Customer Company Discovery Validation Creation Building   Stop selling, start listening   Test your hypotheses   Two are fundamental: problem and product concept
  4. Customer Discovery Customer Phase 3 Phase 4 Discovery Test Verify, Iterate & Product Expand Hypothesis To Validation Phase 1 Phase 2 Author Test Hypothesis Problem Hypothesis
  5. Customer Discovery Hypotheses! Product Customer Distribution Demand Market Type Competitive Hypothesis & Problem & Pricing Creation Hypothesis Hypothesis Hypothesis Hypothesis Hypothesis Test “Problem” Hypothesis! Friendly “Problem” Customer Market First Contacts Presentation Understanding Knowledge Test “Product” Hypothesis! First Reality “Product” Yet More Second Check Presentation Customer Reality Check Visits Verify! Verify the Verify the Verify the Iterate or Product Problem Business Exit Model
  6. Customer Discovery - Web Source: ash maurya
  7. Customer Discovery Hypotheses! T h e i m Product Hypothesis Inside the Building! Customer & Problem Hypothesis Distribution & Pricing Hypothesis Demand Creation Hypothesis Market Type Hypothesis Competitive Hypothesis Test “Problem” Hypothesis! Friendly “Problem” Customer Market First Contacts Presentation Understanding Knowledge Outside the Building! Test “Product” Hypothesis! First Reality “Product” Yet More Second Check Presentation Customer Reality Check Verify! Visits Verify the Verify the Verify the Iterate or Product Problem Business Exit Model
  8. Phase 1: Author Hypothesis Phase 3 Product Phase 4 Iterate &   One-time writing exercise Concept Expand Testing   All other time spent in front of customers Phase 1   Assumes you’re smart but Phase 2 Test Author guessing Problem Hypothesis Hypothesis
  9. Phase 2: Test & Qualify Problem Hypothesis Phase 3 Phase 4 Test Product Iterate & Expand   Get out of the building Hypothesis   Test the problem   Become the customer Phase 1 Phase 2 Author   Solve a real problem Test Hypothesis Problem Hypothesis
  10. Phase 3: Test Product Hypothesis Phase 3 Phase 4   First reality check w/ Test Iterate & Expand product development Product Hypothesis   The product hits the street   Lots of customer visits Phase 1 Phase 2 Test Hypothesis   More doses of reality & Qualify Hypothesis
  11. Test Product Hypothesis   First Reality Check   Product Presentation   Yet More Customer Visits   Second Reality Check First Reality “Product” Yet More Second Check Presentation Customer Reality Check Visits
  12. Test Product Hypothesis: First Reality Check   Build a Workflow Map of customer   Before and after your product   Problem scale   Key insights   How did the product spec match needs?   Re-review product feature List   Why are you different
  13. Test Product Hypothesis: Product Presentation   Questionnaire   Start with a Problem Presentation   Then describe the Product   Demo if you have one
  14. Test Product Hypothesis: Yet More Customer Visits   Set up More Calls   Validate Solution   Validate Product   Validate Positioning   Understand Customer and Org. Pain   Validate Pricing and Budget   Understand “Whole Product” needs   Understand Approval Process   Update potential Advisory Board candidates
  15. Test Product Hypothesis: Second Reality Check   Does the product solve a problem?   Serious problem?   For a large scalable market?   How did the product spec match needs?   Re-review product Feature List
  16. Phase 4: Verify, Iterate & Expand Phase 3 Phase 4   The Problem Test Product Iterate &   The Product Hypothesis Expand   The Business Model   Iterate or Exit Phase 1 Phase 2 Hypothesis Test Problem Hypothesis Verify the Verify the Verify the Iterate or Product Problem Business Exit Model
  17. Verify, Iterate and Expand: The Problem   Problem Hypothesis Testing   Magnitude of customer needs   Rank customer problems   Summary of customer problem input
  18. Verify, Iterate and Expand: The Product   Product match Problem?   Feature list   Quantify customer problem   Summary of customer product input   Why are you different?   Review Product Spec
  19. Verify, Iterate and Expand: The Business Model   Customer Model   ROI   Market Size   Service   Development   Manufacturing   Customer Acquisition
  20. Customer Discovery: Exit Criteria   What are your customers top problems?   How much will they pay to solve them   Does your product concept solve them?   Do customers agree?   How much will they pay   Draw a day-in-the-life of a customer   before & after your product   Draw the org chart of users & buyers
  21. Verify- Iterate or Exit   Summarize   Iterate   Exit
  22. 3 Ways To FAIL At Customer Development Credit: cgldesign
  23. Flowtown’s Evolution

  24. Don’t Talk to Customers
  25. Solve Problems You’re Not Passionate About
  26. Sell Your Solution Before It’s Validated
  27. 3 Tips For A Successful CD Process
  28. Thanks! We’re twitter: @ebloch & @danmartell ethan@flowtown.com & dan@flowtown.com

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