SlideShare a Scribd company logo
CUSTOMERS
BEFORE CODE
SHAWN YEAGER, BACK PORCH GROUP
MUSIC STARTUP ACADEMY – NASHVILLE, MAY 12, 2015
HOUSEKEEPING
#CBCMSA
@SHAWNYEAGER
2
YOUR CUSTOMERS
KNOW BEST
MOST STARTUPS
4
“SPOTIFY NEARS DEAL TO
RAISE $400 MILLION AT
$8.4 BILLION VALUATION”
WSJ.COM,APRIL 10, 2015
6
TECHCRUNCH.COM/SEARCH/
MUSIC+DEADPOOL
8
FORTUNE.COM
THIS SHIT IS HARD
0
1
2
3
4
10
OPPORTUNITY
11
“A STARTUP IS AN ORGANIZATION
FORMED TO SEARCH FOR A
REPEATABLE AND SCALABLE
BUSINESS MODEL.”
–STEVE BLANK
13
“LEAN STARTUP ISN'T ABOUT BEING
CHEAP [BUT IS ABOUT] BEING LESS
WASTEFUL AND STILL DOING
THINGS THAT ARE BIG.”
–ERIC RIES
WHAT LEADS TO WASTE?
BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON
REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR
REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS'
BUSINESS MODELS
LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT
15
16
17
CUSTOMER DEVELOPMENT
≠

PRODUCT DEVELOPMENT
19
LEANSTACK.COM
DO
INTERVIEWS IN PERSON
WRITE A SCRIPT
TAKE NOTES
RECORD INTERVIEWS
KEEP GOING UNTILYOU HAVE “FIT”
20
DON’T
USE A SURVEY
USE THE PHONE
WING IT
LETTHE RESULTS COLLECT DUST
21
RESOURCES
MARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/
LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/
THE MOM TEST
22
GET IN TOUCH
@SHAWNYEAGER



SHAWN@BACKPORCHGROUP.COM

BACKPORCHGROUP.COM

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