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Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
Hacking Customer Development
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Hacking Customer Development

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Talk on Customer Development Hacks given to Lean Startup Meetup in New York on March 1st 2011

Talk on Customer Development Hacks given to Lean Startup Meetup in New York on March 1st 2011

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  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • By now, you know what it is. Customer Development + Agile Development.
  • Transcript

    1. Hacking CustDev: The Open-Source Playbook Lean Startup NYC March 1, 2011 <ul><li>Patrick Vlaskovits </li></ul><ul><li>@vlaskovits </li></ul><ul><li>vlaskovits.com </li></ul>
    2. Intro
    3.  
    4. Why bother? <ul><li>Avoid building things nobody actually wants. </li></ul>
    5. Risk mitigation in the context of an early stage tech startup is WHY you should do Customer Development . PS If that doesn’t make sense to you, don’t do CustDev/Lean Startups. Seriously. PPS I am not kidding.
    6. 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate. The Three CustDev Meta-Principles
    7. 0) There are NO rules… 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate.
    8. 0) There are NO rules… Hacking CustDev = CustDev + MMA
    9. The Classic Smoke Test/MVP from 1975
    10. Sophisticated Variants of the ‘Smoke Test’ Traffic  MVT/Landing Page  Conversion
    11. Learning about your customers is a lot like fishing… <ul><li>Source/Referral/Channel </li></ul><ul><li>Messaging/Positioning </li></ul><ul><li>Pricing/CAC </li></ul><ul><li>Conversion Rate </li></ul>
    12. B2B/Enterprise: Screenshots + LOI
    13. Outside of Tech Startups Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
    14. Outside of Tech Startups
    15. Kickstarter
    16. “ Ghetto Testing”
    17. Best Practices: Concierge/“Manual”-ation
    18. [Your competition] SUCKS! <ul><li>Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews. </li></ul><ul><li>PRO-TIP: Do UX review on their products. </li></ul><ul><li>Source: In Witness Protection Program </li></ul>
    19. The Magic Wand <ul><li>Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?” </li></ul><ul><li>Source: Cindy Alvarez </li></ul><ul><li>http://www.slideshare.net/cindyalvarez/kissinsights-customer-development-tactics </li></ul>
    20. The Magic Word <ul><li>Ask the subject of your CustDev interview for “advice” and don’t sell. </li></ul>
    21. Price testing without charging
    22. Confuse to Clarify <ul><li>Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position. </li></ul><ul><li>Source: Sachin Agarwal </li></ul>
    23. “ Phone Support” <ul><li>Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name. </li></ul><ul><li>Source: Dan Martell </li></ul>
    24. Now, what you got for me? Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7
    25. PDF http://www.CustDev.com Paperback (AMAZON) http://bit.ly/EGCDPaperback Kindle (AMAZON) http://bit.ly/EGCDKindle An Intro to Customer Development

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