Customer development

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Presented this at the Lean Startup Machine Chicago weekend event. The presentation goes over the basics of the four phases of Customer development and touches up on some of the core Lean Startup Principles.

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Customer development

  1. 1. CUSTOMER DEVELOPMENT @sonalpmane Startup Technologist - Microsoft
  2. 2. Customer Development?
  3. 3. Here’s how I did it!!
  4. 4. Focus on Customers and Markets from Day One Find out if your potential customers suffer from a problem before you decide on the solution
  5. 5.
  6. 6. 1. FAIL FAST 2. BUILD THE MVP 3. ACQUIRE CUSTOMERS  Build it and they will…. Come! They may not!  Heavy spending hit if product launch goes wrong  Hiring and execution is based on hypothesis, not learning  You won’t know you’re wrong until you’re OUT OF BUSINESS
  7. 7. Not All Startups Are Alike
  8. 8.  Start listening  Test your hypotheses  Truly know your customer  Customer need  Market opportunity
  9. 9.  Problem – Solution Fit  Split tests, Rapid deployment, Five Whys  Sales  Marketing  Distribution channels
  10. 10. CUSTOMER CREATION  It is a strategy, not a tactic  Start small and grow  Year one objectives  Demand creation  Positioning and product launch  Type of Market  Existing  Resegmented  New
  11. 11.  Management  Structure  Mission  Customer need  Market opportunity
  12. 12. #

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