Hacking Customer Development for DC Lean Startup
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Hacking Customer Development for DC Lean Startup

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Overview of some Lean Startup and Customer Development Hacks by Patrick Vlaskovits

Overview of some Lean Startup and Customer Development Hacks by Patrick Vlaskovits

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Hacking Customer Development for DC Lean Startup Hacking Customer Development for DC Lean Startup Presentation Transcript

  • Hacking #CustDevDC Lean Startup CircleFeb 21, 2012Patrick Vlaskovits@pvhello@custdev.comvlaskovits.com
  • About Patrick - @pv
  • Lean Startup Big Idea #1The vast majority of startups fail NOT becausethey couldn’t build a great product/technology, but because no one wanted the product.One of Steve Blank’s Big Ideas  View slide
  • How many cycles through the B-M-Lloop, not time.  Eric Ries’ Big IdeaLean Startup Big Idea #2 View slide
  • Lean Startup Big Idea #3 “Not only are the market applications fordisruptive technologies unknown at the time of their development, they are unknowable.” -Clayton Christensen, The Innovator’s Dilemma
  • Developing Customers & Your Product
  • Customer Development
  • How to do it:Lean Startup Meta-Rules & Framework 1) Question and Test Your Assumptions 1a) Record them too! 2) “Get Out of the Building” 3) Do it again based on what you learned. (Iterate) BUZZWORD ALERT!
  • Minimum Viable Product
  • The Classic Smoke Test/MVP from 1975
  • Sophisticated Variants of the ‘Smoke Test’Traffic  MVT/Landing Page  Conversion
  • Learning about customers is a lot like fishing…Source/Referral/ChannelMessaging/PositioningPricing/CACConversion Rate
  • Screenshots + LOI
  • “Ghetto Testing”
  • Off-Brand Apps & Sites
  • Browser Extension + Facebook
  • [Your competition] SUCKS! 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. PRO-TIP: Do UX review on their products.Source: In Witness Protection Program
  • The Magic Wand Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?”Source: Cindy Alvarezhttp://www.slideshare.net/cindyalvarez/kissinsi ghts-customer-development-tactics
  • The Magic WordAsk the subject of your CustDev interview for“advice” and don’t sell.
  • Price testing without charging
  • Confuse to Clarify Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position.Source: Sachin Agarwal
  • “Phone Support” Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name.Source: Dan Martell
  • Best Practices: Concierge/“Manual”-ation
  • Kickstarter
  • Now, what you got for me?Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7
  • Outside of Tech StartupsWhy do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
  • Restaurants?
  • At the end of this preso… If you take nothing away from this preso – take at least this awayLet’s try to avoid building things nobody actually wants.
  • PDFhttp://CustDev.comAvailable on Amazonas Paperback & KindleReach out & sayhello@CustDev.com@pv