SlideShare a Scribd company logo

Customer Development Methodology

•Download as PPT, PDF•
•
Venture Hacks
Venture Hacks

Steve Blank's presentation on Customer Development. Uploaded by venturehacks.com

BusinessTechnology
1 of 76
The Customer Development Methodology Steve Blank [email_address]
Goals of This Presentation ,[object Object],[object Object],[object Object]
Product Development Model Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship
What’s Wrong With This? Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” Marketing
What’s Wrong With This? Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” ,[object Object],Marketing Sales ,[object Object],[object Object]
What’s Wrong With This? Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” ,[object Object],[object Object],[object Object],Marketing Sales ,[object Object],[object Object],Business Development
Build It And They Will Come ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Chasing The FCS Date ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
If Startups Fail from a Lack of customers not Product Development Failure ,[object Object],[object Object],[object Object]
An Inexpensive Fix ,[object Object],[object Object]
Build a Customer Development Process Customer Development ? ? ? ? Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development
Customer Development is as important as Product Development Company Building Customer Development Customer Discovery Product Development Customer Validation Customer Creation Concept/ Bus. Plan Product Dev. Alpha/Beta Test Launch/ 1 st Ship
Customer Development: Big Ideas ,[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Development Heuristics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Customer Discovery: Step 1 Customer Discovery Customer Validation Company Building Customer Creation
Customer Discovery: Exit Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sidebar How to Think About Opportunities
“Venture-Scale” Businesses ,[object Object],[object Object],[object Object],[object Object],[object Object]
Ideas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Facts Vs. Hypothesis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Fact or Hypothesis?
End of Sidebar
Customer Validation: Step 2 Customer Discovery Customer Validation Customer Creation Company Building ,[object Object],[object Object]
Customer Validation: Exit Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sidebar Customer Development Engineering And Agile Development Methodologies
Traditional Agile (XP) Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem: known Waterfall Unit of progress: Advance to Next Stage
Problem: known Waterfall Unit of progress: Advance to Next Stage Solution: known
Problem: known Solution: known Waterfall Unit of progress: Advance to Next Stage
Agile Development ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem: known Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
Problem: known Solution: unknown Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
Problem: known Solution: unknown Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
Problem: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights Data, feedback, insights
Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights Data, feedback, insights Incremental, quick, minimum features, revenue/customer validation
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Customer Development Engineering Tactics
Five Why's ,[object Object],[object Object],[object Object],[object Object]
Five Why's Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Development Engineering ,[object Object],[object Object],[object Object]
End of Sidebar
Customer Creation Step 3 Customer Discovery Customer Validation Customer Creation Company Building ,[object Object],[object Object],[object Object]
Customer Creation Big Ideas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
New Product Conundrum ,[object Object],[object Object],[object Object],[object Object],[object Object]
Three Types of Markets New Market Resegmented Market Existing Market
Three Types of Markets ,[object Object],[object Object],[object Object],[object Object],New Market Resegmented Market Existing Market
Type of Market Changes Everything ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],New Market Resegmented Market Existing Market
Definitions: Three Types of Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],New Market Resegmented Market Existing Market
Existing Market Definition ,[object Object],[object Object],[object Object],[object Object],[object Object]
Resegmented Market Definition (1) Low End ,[object Object],[object Object],[object Object],[object Object],[object Object]
Resegmented Market Definition (2) Niche ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
New Market Definition ,[object Object],[object Object],[object Object],[object Object]
Hy br id Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Building: Step 4 Customer Discovery Customer Validation Customer Creation Company Building ,[object Object],[object Object]
Company Building : Big Ideas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Building: Exit Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object]
New Product Conundrum ,[object Object],[object Object],[object Object],[object Object],[object Object]
A Plethora of Opportunities
Startup Checklist – 1 What Vertical Market am I In? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Market Risk vs. Invention Risk
Startup Checklist - 2 ,[object Object],[object Object],[object Object]
Execution: Lots to Worry About
Startup Checklist - 3 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Execution: Very Different by Vertical
Market Risk Reduction Strategy
Customer Development and the Business Plan
The Traditional Plan & Pitch ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Since You Can’t Answer my real questions here’s the checklist Better
Business Plan Becomes the Funding Slides Fire Founders Concept Business Plan Seed or Series A Execute
Why Don’t VC’s Believe a Word You Say? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What Are Early Stage Investors Really Asking? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
“Lessons Learned” Drives Funding Concept Business Plan Lessons Learned Series A Do this first instead of fund raising Test Hypotheses
Credibility Increases Valuation ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Customer Development Presentation ,[object Object],[object Object],[object Object],[object Object]
Customer Development: Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Further Reading Course Text at: www.cafepress.com/kandsranch or www.amazon.com

Recommended

Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2StartupStanford University
 
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasLean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasgistinitiative
 
The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxswStanford University
 
10 Steps to Product/Market Fit
10 Steps to Product/Market Fit10 Steps to Product/Market Fit
10 Steps to Product/Market FitAsh Maurya
 
Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Stanford University
 
A Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitA Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitLean Startup Co.
 
10 steps to product/market fit
10 steps to product/market fit10 steps to product/market fit
10 steps to product/market fitAsh Maurya
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationStanford University
 

Recommended

Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2StartupStanford University
 
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasLean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasgistinitiative
 
The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxswStanford University
 
10 Steps to Product/Market Fit
10 Steps to Product/Market Fit10 Steps to Product/Market Fit
10 Steps to Product/Market FitAsh Maurya
 
Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Stanford University
 
A Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitA Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitLean Startup Co.
 
10 steps to product/market fit
10 steps to product/market fit10 steps to product/market fit
10 steps to product/market fitAsh Maurya
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationStanford University
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesStanford University
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentStanford University
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Stanford University
 
Building an MVP
Building an MVPBuilding an MVP
Building an MVPRolands Krumbergs
 
5 Phases of Startup Growth
5 Phases of Startup Growth 5 Phases of Startup Growth
5 Phases of Startup Growth Morgan Brown
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Stanford University
 
Business Model for Startups
Business Model for StartupsBusiness Model for Startups
Business Model for StartupsStanford University
 
Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Venture Hacks
 
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...Eric Ries
 
Idea generation & development for startups
Idea generation & development for startupsIdea generation & development for startups
Idea generation & development for startupsMalcolm Lewis
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Stanford University
 
Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides SlideTeam
 
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationGetting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer developmentStanford University
 
Testing Your MVP
Testing Your MVPTesting Your MVP
Testing Your MVPTathagat Varma
 
Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Stanford University
 
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholetThe 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholetGuilhem Bertholet
 
Putting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and InsurancePutting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and InsuranceJosh Levine
 
Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)Joni Salminen
 
Expanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led GrowthExpanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led GrowthLucas Neo
 
Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017Stanford University
 
Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Stanford University
 

More Related Content

What's hot

Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesStanford University
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentStanford University
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Stanford University
 
5 Phases of Startup Growth
5 Phases of Startup Growth 5 Phases of Startup Growth
5 Phases of Startup Growth Morgan Brown
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Stanford University
 
Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Venture Hacks
 
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...Eric Ries
 
Idea generation & development for startups
Idea generation & development for startupsIdea generation & development for startups
Idea generation & development for startupsMalcolm Lewis
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Stanford University
 
Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides SlideTeam
 
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationGetting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
 
Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Stanford University
 
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholetThe 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholetGuilhem Bertholet
 
Putting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and InsurancePutting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and InsuranceJosh Levine
 
Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)Joni Salminen
 
Expanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led GrowthExpanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led GrowthLucas Neo
 

What's hot (20)

Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric Ries
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer Development
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1
 
Building an MVP
Building an MVPBuilding an MVP
Building an MVP
 
5 Phases of Startup Growth
5 Phases of Startup Growth 5 Phases of Startup Growth
5 Phases of Startup Growth
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409
 
Business Model for Startups
Business Model for StartupsBusiness Model for Startups
Business Model for Startups
 
Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1
 
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
Introduction to Customer Development at the Lean Startup Intensive at Web 2.0...
 
Idea generation & development for startups
Idea generation & development for startupsIdea generation & development for startups
Idea generation & development for startups
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909
 
Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides Build A Minimum Viable Product PowerPoint Presentation Slides
Build A Minimum Viable Product PowerPoint Presentation Slides
 
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationGetting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer development
 
Testing Your MVP
Testing Your MVPTesting Your MVP
Testing Your MVP
 
Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411
 
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholetThe 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
The 4 steps to the epiphany - Customer Discovery template - guilhem bertholet
 
Putting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and InsurancePutting the Customer at the Core - Design Thinking and Insurance
Putting the Customer at the Core - Design Thinking and Insurance
 
Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)Lean Software Startup: Customer Development (lecture)
Lean Software Startup: Customer Development (lecture)
 
Expanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led GrowthExpanding SaaS Funnels with Product-Led Growth
Expanding SaaS Funnels with Product-Led Growth
 

Viewers also liked

Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Stanford University
 
21st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 201721st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 2017Stanford University
 
Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Stanford University
 
Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Stanford University
 
Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Stanford University
 
Lean Startups in Japanese Companies takashi tsutsumi_masato_iino
Lean Startups in Japanese Companies takashi tsutsumi_masato_iinoLean Startups in Japanese Companies takashi tsutsumi_masato_iino
Lean Startups in Japanese Companies takashi tsutsumi_masato_iinoStanford University
 
Why accountants don’t run startups sllc
Why accountants don’t run startups sllcWhy accountants don’t run startups sllc
Why accountants don’t run startups sllcStanford University
 
Lean Analytics: A short summary
Lean Analytics: A short summaryLean Analytics: A short summary
Lean Analytics: A short summaryJan König
 
Customer relationship-management (1)
Customer relationship-management (1)Customer relationship-management (1)
Customer relationship-management (1)Bimbo Estido
 
30 60 action plan
30 60 action plan30 60 action plan
30 60 action plandes3655
 
Strategic selling to key customers
Strategic selling to key customersStrategic selling to key customers
Strategic selling to key customersDr Wilfred Monteiro
 
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateSales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateFour Quadrant LLC
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer developmentStanford University
 
Key Account Management
Key Account ManagementKey Account Management
Key Account Managementguest177ff19
 
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...Leslie Forman
 
Business model canvas sw lisbon14
Business model canvas sw lisbon14 Business model canvas sw lisbon14
Business model canvas sw lisbon14 Andre Marquet
 

Viewers also liked (20)

Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017
 
Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017
 
21st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 201721st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 2017
 
Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017
 
Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017
 
Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017
 
Lean Startups in Japanese Companies takashi tsutsumi_masato_iino
Lean Startups in Japanese Companies takashi tsutsumi_masato_iinoLean Startups in Japanese Companies takashi tsutsumi_masato_iino
Lean Startups in Japanese Companies takashi tsutsumi_masato_iino
 
Why accountants don’t run startups sllc
Why accountants don’t run startups sllcWhy accountants don’t run startups sllc
Why accountants don’t run startups sllc
 
Woofly columbia univ jan 2014
Woofly columbia univ jan 2014Woofly columbia univ jan 2014
Woofly columbia univ jan 2014
 
Customer Discovery Skills
Customer Discovery Skills Customer Discovery Skills
Customer Discovery Skills
 
Lean Analytics: A short summary
Lean Analytics: A short summaryLean Analytics: A short summary
Lean Analytics: A short summary
 
Customer relationship-management (1)
Customer relationship-management (1)Customer relationship-management (1)
Customer relationship-management (1)
 
Actionplan
ActionplanActionplan
Actionplan
 
30 60 action plan
30 60 action plan30 60 action plan
30 60 action plan
 
Strategic selling to key customers
Strategic selling to key customersStrategic selling to key customers
Strategic selling to key customers
 
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy TemplateSales Planning - Sales Strategy Template
Sales Planning - Sales Strategy Template
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer development
 
Key Account Management
Key Account ManagementKey Account Management
Key Account Management
 
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...
Illustrating Customer Segments & Value Propositions with Ridiculous Toys. An ...
 
Business model canvas sw lisbon14
Business model canvas sw lisbon14 Business model canvas sw lisbon14
Business model canvas sw lisbon14
 

Similar to Customer Development Methodology

Customer Development Mythology by Steve Blank
Customer Development Mythology by Steve BlankCustomer Development Mythology by Steve Blank
Customer Development Mythology by Steve Blankjstanto
 
Agile for Startups
Agile for StartupsAgile for Startups
Agile for StartupsJim Murphy
 
Introduction to Running Lean Startups
Introduction to Running Lean StartupsIntroduction to Running Lean Startups
Introduction to Running Lean Startupsamr0mt
 
Idea to Success, a Guide for First Time Entrepreneurs
Idea to Success, a Guide for First Time EntrepreneursIdea to Success, a Guide for First Time Entrepreneurs
Idea to Success, a Guide for First Time EntrepreneursGaurav Oberoi
 
Customer development and Agile development
Customer development and Agile developmentCustomer development and Agile development
Customer development and Agile developmentdchurchv
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market StrategyJeremy Horn
 
Launching a New Product in Established Company by Microsoft PM Dir
Launching a New Product in Established Company by Microsoft PM DirLaunching a New Product in Established Company by Microsoft PM Dir
Launching a New Product in Established Company by Microsoft PM DirProduct School
 
Building new products - sundar rajan - introduction (part 1)
Building new products - sundar rajan - introduction (part 1)Building new products - sundar rajan - introduction (part 1)
Building new products - sundar rajan - introduction (part 1)Sundar Rajan
 
Business Strategy when innovating your business
Business Strategy when innovating your businessBusiness Strategy when innovating your business
Business Strategy when innovating your businessAlberto Peralta
 
University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211Stanford University
 
Launching a New Product in Established Company by Microsoft PM
Launching a New Product in Established Company by Microsoft PMLaunching a New Product in Established Company by Microsoft PM
Launching a New Product in Established Company by Microsoft PMProduct School
 
From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...Marko Taipale
 
From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...Gosei Oy
 
Leverage The Power of Small Data
Leverage The Power of Small DataLeverage The Power of Small Data
Leverage The Power of Small DataKaryn Zuidinga
 
Using Customer Research to Build Your Product
Using Customer Research to Build Your ProductUsing Customer Research to Build Your Product
Using Customer Research to Build Your ProductArpit Rai
 
How to Validate Your Digital Product
How to Validate Your Digital ProductHow to Validate Your Digital Product
How to Validate Your Digital ProductKoombea
 

Similar to Customer Development Methodology (20)

Customer Development Mythology by Steve Blank
Customer Development Mythology by Steve BlankCustomer Development Mythology by Steve Blank
Customer Development Mythology by Steve Blank
 
Agile for Startups
Agile for StartupsAgile for Startups
Agile for Startups
 
Introduction to Running Lean Startups
Introduction to Running Lean StartupsIntroduction to Running Lean Startups
Introduction to Running Lean Startups
 
Idea to Success, a Guide for First Time Entrepreneurs
Idea to Success, a Guide for First Time EntrepreneursIdea to Success, a Guide for First Time Entrepreneurs
Idea to Success, a Guide for First Time Entrepreneurs
 
Customer development and Agile development
Customer development and Agile developmentCustomer development and Agile development
Customer development and Agile development
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market Strategy
 
Launching a New Product in Established Company by Microsoft PM Dir
Launching a New Product in Established Company by Microsoft PM DirLaunching a New Product in Established Company by Microsoft PM Dir
Launching a New Product in Established Company by Microsoft PM Dir
 
Building new products - sundar rajan - introduction (part 1)
Building new products - sundar rajan - introduction (part 1)Building new products - sundar rajan - introduction (part 1)
Building new products - sundar rajan - introduction (part 1)
 
Business Strategy when innovating your business
Business Strategy when innovating your businessBusiness Strategy when innovating your business
Business Strategy when innovating your business
 
University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211
 
True ventures 072011
True ventures 072011True ventures 072011
True ventures 072011
 
Cleantech Open 071611
Cleantech Open 071611Cleantech Open 071611
Cleantech Open 071611
 
Launching a New Product in Established Company by Microsoft PM
Launching a New Product in Established Company by Microsoft PMLaunching a New Product in Established Company by Microsoft PM
Launching a New Product in Established Company by Microsoft PM
 
From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...
 
From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...From a concept to viable business — How do we know if we are building the rig...
From a concept to viable business — How do we know if we are building the rig...
 
Biz barcelona 061511
Biz barcelona 061511Biz barcelona 061511
Biz barcelona 061511
 
Biz barcelona 061511
Biz barcelona 061511Biz barcelona 061511
Biz barcelona 061511
 
Leverage The Power of Small Data
Leverage The Power of Small DataLeverage The Power of Small Data
Leverage The Power of Small Data
 
Using Customer Research to Build Your Product
Using Customer Research to Build Your ProductUsing Customer Research to Build Your Product
Using Customer Research to Build Your Product
 
How to Validate Your Digital Product
How to Validate Your Digital ProductHow to Validate Your Digital Product
How to Validate Your Digital Product
 

More from Venture Hacks

AngelList Press Presentation, Oct 12 2015
AngelList Press Presentation, Oct 12 2015AngelList Press Presentation, Oct 12 2015
AngelList Press Presentation, Oct 12 2015Venture Hacks
 
Anatomy of a (un)fundable startup
Anatomy of a (un)fundable startupAnatomy of a (un)fundable startup
Anatomy of a (un)fundable startupVenture Hacks
 
The rise of the angels
The rise of the angelsThe rise of the angels
The rise of the angelsVenture Hacks
 
Venture Hacks for Kauffman Foundation
Venture Hacks for Kauffman FoundationVenture Hacks for Kauffman Foundation
Venture Hacks for Kauffman FoundationVenture Hacks
 
VC signaling in seed rounds
VC signaling in seed roundsVC signaling in seed rounds
VC signaling in seed roundsVenture Hacks
 
How to close an angel round - Teaser
How to close an angel round - TeaserHow to close an angel round - Teaser
How to close an angel round - TeaserVenture Hacks
 
How to close an angel round
How to close an angel roundHow to close an angel round
How to close an angel roundVenture Hacks
 
How to optimize web apps with KISSmetrics
How to optimize web apps with KISSmetricsHow to optimize web apps with KISSmetrics
How to optimize web apps with KISSmetricsVenture Hacks
 
How to bring a product to market, Part 2
How to bring a product to market, Part 2How to bring a product to market, Part 2
How to bring a product to market, Part 2Venture Hacks
 
How to measure product-market fit
How to measure product-market fitHow to measure product-market fit
How to measure product-market fitVenture Hacks
 
How to bring a product to market
How to bring a product to marketHow to bring a product to market
How to bring a product to marketVenture Hacks
 
Pitching Hacks Preview
Pitching Hacks PreviewPitching Hacks Preview
Pitching Hacks PreviewVenture Hacks
 
How To Pick A Co Founder (Mini)
How To Pick A Co Founder (Mini)How To Pick A Co Founder (Mini)
How To Pick A Co Founder (Mini)Venture Hacks
 
Pitching Hacks at Stanford
Pitching Hacks at StanfordPitching Hacks at Stanford
Pitching Hacks at StanfordVenture Hacks
 
The Lean Startup at Web 2.0 Expo
The Lean Startup at Web 2.0 ExpoThe Lean Startup at Web 2.0 Expo
The Lean Startup at Web 2.0 ExpoVenture Hacks
 
Customer Development 3: Introduction
Customer Development 3: IntroductionCustomer Development 3: Introduction
Customer Development 3: IntroductionVenture Hacks
 
Opening board meetings to the entire company
Opening board meetings to the entire companyOpening board meetings to the entire company
Opening board meetings to the entire companyVenture Hacks
 
What Is The Minimum Viable Product?
What Is The Minimum Viable Product?What Is The Minimum Viable Product?
What Is The Minimum Viable Product?Venture Hacks
 

More from Venture Hacks (20)

AngelList Press Presentation, Oct 12 2015
AngelList Press Presentation, Oct 12 2015AngelList Press Presentation, Oct 12 2015
AngelList Press Presentation, Oct 12 2015
 
Anatomy of a (un)fundable startup
Anatomy of a (un)fundable startupAnatomy of a (un)fundable startup
Anatomy of a (un)fundable startup
 
The rise of the angels
The rise of the angelsThe rise of the angels
The rise of the angels
 
Venture Hacks for Kauffman Foundation
Venture Hacks for Kauffman FoundationVenture Hacks for Kauffman Foundation
Venture Hacks for Kauffman Foundation
 
VC signaling in seed rounds
VC signaling in seed roundsVC signaling in seed rounds
VC signaling in seed rounds
 
How to close an angel round - Teaser
How to close an angel round - TeaserHow to close an angel round - Teaser
How to close an angel round - Teaser
 
How to close an angel round
How to close an angel roundHow to close an angel round
How to close an angel round
 
Presentation Hacks
Presentation HacksPresentation Hacks
Presentation Hacks
 
How to optimize web apps with KISSmetrics
How to optimize web apps with KISSmetricsHow to optimize web apps with KISSmetrics
How to optimize web apps with KISSmetrics
 
How to bring a product to market, Part 2
How to bring a product to market, Part 2How to bring a product to market, Part 2
How to bring a product to market, Part 2
 
How to measure product-market fit
How to measure product-market fitHow to measure product-market fit
How to measure product-market fit
 
How to bring a product to market
How to bring a product to marketHow to bring a product to market
How to bring a product to market
 
Pitching Hacks Preview
Pitching Hacks PreviewPitching Hacks Preview
Pitching Hacks Preview
 
How To Pick A Co Founder (Mini)
How To Pick A Co Founder (Mini)How To Pick A Co Founder (Mini)
How To Pick A Co Founder (Mini)
 
Pitching Hacks at Stanford
Pitching Hacks at StanfordPitching Hacks at Stanford
Pitching Hacks at Stanford
 
The Lean Startup at Web 2.0 Expo
The Lean Startup at Web 2.0 ExpoThe Lean Startup at Web 2.0 Expo
The Lean Startup at Web 2.0 Expo
 
Vertical Markets
Vertical MarketsVertical Markets
Vertical Markets
 
Customer Development 3: Introduction
Customer Development 3: IntroductionCustomer Development 3: Introduction
Customer Development 3: Introduction
 
Opening board meetings to the entire company
Opening board meetings to the entire companyOpening board meetings to the entire company
Opening board meetings to the entire company
 
What Is The Minimum Viable Product?
What Is The Minimum Viable Product?What Is The Minimum Viable Product?
What Is The Minimum Viable Product?
 

Recently uploaded

Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...Dave Litwiller
 
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...lizamodels9
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756dollysharma2066
 
Pharma Works Profile of Karan Communications
Pharma Works Profile of Karan CommunicationsPharma Works Profile of Karan Communications
Pharma Works Profile of Karan Communicationskarancommunications
 
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...amitlee9823
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANA DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfAdmir Softic
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...daisycvs
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...amitlee9823
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Serviceritikaroy0888
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxAndy Lambert
 
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noidadlhescort
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...rajveerescorts2022
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Centuryrwgiffor
 
Insurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageInsurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageMatteo Carbone
 
Phases of Negotiation .pptx
Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptxnandhinijagan9867
 
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...lizamodels9
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangaloreamitlee9823
 

Recently uploaded (20)

Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
Enhancing and Restoring Safety & Quality Cultures - Dave Litwiller - May 2024...
 
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
 
Pharma Works Profile of Karan Communications
Pharma Works Profile of Karan CommunicationsPharma Works Profile of Karan Communications
Pharma Works Profile of Karan Communications
 
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANA DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
Forklift Operations: Safety through Cartoons
Forklift Operations: Safety through CartoonsForklift Operations: Safety through Cartoons
Forklift Operations: Safety through Cartoons
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
 
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Service
 
Monthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptxMonthly Social Media Update April 2024 pptx.pptx
Monthly Social Media Update April 2024 pptx.pptx
 
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Century
 
Insurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usageInsurers' journeys to build a mastery in the IoT usage
Insurers' journeys to build a mastery in the IoT usage
 
Phases of Negotiation .pptx
Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptx
 
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
 

Customer Development Methodology

  • 1. The Customer Development Methodology Steve Blank [email_address]
  • 2.
  • 3. Product Development Model Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11. Build a Customer Development Process Customer Development ? ? ? ? Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development
  • 12. Customer Development is as important as Product Development Company Building Customer Development Customer Discovery Product Development Customer Validation Customer Creation Concept/ Bus. Plan Product Dev. Alpha/Beta Test Launch/ 1 st Ship
  • 13.
  • 14.
  • 15.
  • 16.
  • 17. Sidebar How to Think About Opportunities
  • 18.
  • 19.
  • 20.
  • 22.
  • 23.
  • 24. Sidebar Customer Development Engineering And Agile Development Methodologies
  • 25.
  • 26. Problem: known Waterfall Unit of progress: Advance to Next Stage
  • 27. Problem: known Waterfall Unit of progress: Advance to Next Stage Solution: known
  • 28. Problem: known Solution: known Waterfall Unit of progress: Advance to Next Stage
  • 29.
  • 30. Problem: known Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
  • 31. Problem: known Solution: unknown Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
  • 32. Problem: known Solution: unknown Agile (XP) “ Product Owner” or in-house customer Unit of progress: Working Software, Features
  • 33. Problem: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
  • 34. Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
  • 35. Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights
  • 36. Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights Data, feedback, insights
  • 37. Problem: unknown Solution: unknown Customer Development Engineering Unit of progress: Learning about Customers Hypotheses, experiments, insights Data, feedback, insights Incremental, quick, minimum features, revenue/customer validation
  • 38.
  • 39.
  • 40.
  • 41.
  • 43.
  • 44.
  • 45.
  • 46. Three Types of Markets New Market Resegmented Market Existing Market
  • 47.
  • 48.
  • 49.
  • 50.
  • 51.
  • 52.
  • 53.
  • 54.
  • 55.
  • 56.
  • 57.
  • 58.
  • 59. A Plethora of Opportunities
  • 60.
  • 61. Market Risk vs. Invention Risk
  • 62.
  • 63. Execution: Lots to Worry About
  • 64.
  • 65. Execution: Very Different by Vertical
  • 66. Market Risk Reduction Strategy
  • 67. Customer Development and the Business Plan
  • 68.
  • 69. Business Plan Becomes the Funding Slides Fire Founders Concept Business Plan Seed or Series A Execute
  • 70.
  • 71.
  • 72. “Lessons Learned” Drives Funding Concept Business Plan Lessons Learned Series A Do this first instead of fund raising Test Hypotheses
  • 73.
  • 74.
  • 75.
  • 76. Further Reading Course Text at: www.cafepress.com/kandsranch or www.amazon.com