This document discusses customer development and how to avoid getting "bad data" when talking to customers. It outlines four types of bad data: compliments, fluff, ideas, and trivia. It provides examples of each and advises how to redirect conversations to get more useful feedback. The document also explains how conversations can go wrong by being too formal, exposing ego, or being too pitch-focused. It emphasizes learning over selling and provides questions that adhere to the "Mom Test" of getting concrete examples and specifics rather than opinions.
19. Remember:
Even VCs are wrong most of
the time. If their opinion doesn’t
matter, nobody’s does! What
matters is whether customers
are going to use & buy it.
39. Types of bad data
1.Compliments
2.Fluff
3.Ideas
4.Trivia
40. It’s trivial data if...
1.You could have googled for it
2.You could have surveyed for it
3.It’s demographics or percents
4.You can put the results in a
pie chart or graph
41. Bad Founder, proudly reporting trivia
“80% of people
say they have
this problem!”
42. You, getting to the motivations
“SO WHAT? Do they care
enough to fix it? What
else have they tried? Will
they buy our product?”
43. Trivia can’t give you
the “why”.
Just google for it and save
interview time for
questions that matter.
44. Tip:
Don’t choose customers who
you aren’t able to talk to in
person, or you’re guaranteed
to get 100% trivia.