Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Lean Startup Machine

1,537 views

Published on

Presentation to Lean Startup Machine NYC event, July 23, 2010

Published in: Business
  • Be the first to comment

Lean Startup Machine

  1. 1. Customer Development in the Trenches<br />Giff Constable<br />Co-Founder & CEO, Aprizi<br />July 23, 2010<br />
  2. 2. Who am I?<br />Startups<br />Trilogy<br />Envive<br />Ithority*, acq by Opus360<br />Electric Sheep Company<br />Aprizi*<br />I blog here giffconstable.com<br />*co-founder<br />
  3. 3. The Context<br />
  4. 4. The first rule of lean startup<br />
  5. 5. There are no rules<br />
  6. 6. Idea Validation<br /><ul><li>Is it stupid?
  7. 7. Surveys, discussions
  8. 8. Market and competitive research</li></li></ul><li>Customer Development<br /><ul><li>Cast a wide net
  9. 9. Paper mockups
  10. 10. 1 on 1 meetings</li></li></ul><li>Our Alpha(do they give a damn)(say vs do)<br />
  11. 11. Open Beta<br />(high velocity learning)<br />(in-person and phone best)<br />(don’t make snap decisions)<br />(don’t optimize for the wrong things)<br />
  12. 12. The first rule of lean startup<br />
  13. 13. But here is some advice*<br />*worth the paper it is printed on, maybe<br />
  14. 14. Doing a Customer Interview<br />Work to their schedule<br />Get psyched to hear things you don’t want to hear<br />Disarm “politeness” training<br />Start with behavior, not feedback<br />Ask open ended questions<br />Listen, don’t talk<br />Encourage but don’t influence<br />Follow your nose and drill down<br />Parrot back to confirm<br />Thank them<br />Ask for introductions<br />Write up your notes as quickly as possible<br />
  15. 15. Learning Comes in Waves<br />
  16. 16. Strip Out Everything But the Core Value Proposition<br />
  17. 17. vs<br />Pre-PM Fit, It’s All About People<br />
  18. 18. Questions?<br />Contact Info<br />giff.constable@gmail.com<br />http://giffconstable.com<br />http://www.aprizi.com<br />

×