Customer Development: The Fundamentals and the Myths - Stanford

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  • Lean Startup Case Study #1 and Sales R&D
  • By now, you know what it is. Customer Development + Agile Development.
  • It can – but they are not to be confused.
  • Ask audience if they are doing a Lean startup. And ask them why.
  • The biggest risk you face is building something no one wants.
  • By now, you know what it is. Customer Development + Agile Development.
  • By now, you know what it is. Customer Development + Agile Development.
  • The biggest risk you face is building something no one wants.
  • By now, you know what it is. Customer Development + Agile Development.

Transcript

  • 1. Customer Development: The Fundamentals (and Myths) Stanford Continuing Studies BUS 213: Monetizing Marketing Models (Winter 2011) Feb 16, 2011
    • Patrick Vlaskovits
    • @vlaskovits
    • vlaskovits.com
  • 2. Intro
  • 3. First off, Customer Development
  • 4. Customer Development ≠ Bootstrapping
  • 5. Customer Development ≠
  • 6. Customer Development ≠ Dictatorship of the Customer Your customer
  • 7. Customer Development ≠ Deterministic
  • 8. Great. So do you know WHY the !%@# you’re doing Customer Development/Lean Startup?
  • 9. Images courtesy of Eric Ries (startuplessonslearned.com) and Steve Blank (steveblank.com and http://bit.ly/LSSB2010)
  • 10. Images courtesy of Eric Ries (startuplessonslearned.com) and Steve Blank (steveblank.com and http://bit.ly/LSSB2010) Problem (unknown) Solution (unknown) You are solving for two unknowns. Simultaneously.
  • 11. Remember this guy?
    • Avoid building things nobody actually wants.
  • 12. Risk mitigation in the context of an early stage tech startup is WHY you should do Customer Development. If that doesn’t make sense to you, don’t do CustDev or Lean Startups.
  • 13. How to do Customer Development – The Three Meta-Rules: 1) Question and Test Your Assumptions 2) Get Out of the Building 3) Do it again. (Iterate)
  • 14. The Zeroth (and Most Important) Rule of Customer Development 0) There are no rules… 1) Question and Test Your Assumptions 2) Get Out of the Building 3) Do it again. (Iterate)
  • 15. #CustDev Resources @sgblank – steveblank.com @ericries – startuplessonslearned.com @seanellis – startup-marketing.com @davemcclure – 500hats.com @hnshah – blog.kissmetrics.com @brantcooper – marketbynumbers.com @vlaskovits – vlaskovits.com @richcollins – LSC Google Group
  • 16. PDF http://www.CustDev.com Paperback (AMAZON) http://bit.ly/EGCDPaperback Kindle (AMAZON) http://bit.ly/EGCDKindle An Intro to Customer Development