Customer Development presentation at Founder Institute Chicago, B2B

1. Customer Development for B2B!
Seyi Fabode
@Seyi_Fab
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‘Gaining customer insights to help build
products that customers want and to avoid
spending time and money on products
customers don't want.’
Steve Blank Paraphrased

3. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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4. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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5. Customer
Discovery
Hypothesis:
Energy broker shops have back office operational issues
which is costing them time and losing them money.
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6. Customer
Discovery
What are we ‘discovering’?
- What are their problems? Don’t assume you know.
- Have they built a solution now? Have we?
- Will they pay? How much value are they capturing?
- How does it change how they are working?
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7. Customer
Discovery
Good process!
- Visited brokers, demoed pdfs and shut up
- User Stories (Pivotal Tracker)
- Simple Design
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8. Customer
Discovery
But we got it wrong by focusing on supplier/broker automation
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9. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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10. Customer
Discovery
So we partnered with a broker (crazyevangelist)
- improved his operations (access to platform for free)
- Helped us craft the product to solve the real need
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11. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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12. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building
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13. Some Customer Development…
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14. http://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-business.html
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15. Thanks & Questions!
Seyi Fabode
@Seyi_Fab
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