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H2020 GA #780460
CUSTOMER DISCOVERY
FACILITATOR NAME
Location
Date
Helping	today’s	researchers	
create	tomorrow’s	enterprises
This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 780460
H2020 GA #780460
Rules for the workshop
š No question is a
silly question
2
š What is said in the room
stays in the room
š Support and
challenge each other
H2020 GA #780460
General information
š Workshop length – 4 hours
3
š Coffee break – 20 minutes š Slide availability
H2020 GA #780460
About MERLIN project
4
MERLIN project aims to stimulate the interest in the creation of startups, spin-offs and licensing
agreements among ICT researchers, providing them with the business skills that would help them to
commercialize their research findings and successfully introduce them to the market, and introducing
them to their local and European entrepreneurialecosystems
https://merlin-ict.eu
Organization of more than 40
practical thematic workshops in
several European cities, including
Cambridge, Madrid, Poznan, Vilnius,
Berlin, Warsaw, Bucharest, Tallinn
Participation in 5
international
conferences, organizing
workshops and forums
Organization of 8
meetups with
potential customers,
commercial partners,
and investors
Preparation of 4
webinars on SME
growth and PPP
business models
H2020 GA #780460
Who am I?
5
Rosalind
Franklin
H2020 GA #780460
Agenda
6
Customer Development - introduction
Customer Discovery – key activities
What is the problem
Who are my customers?
Discovery interviews
Moving on
Customer Validation
Personal Action Plans and Feedback
Discovering different markets
H2020 GA #780460
Customer Development
7
‘’ A startup is an
organization formed to
search for
a repeatable and scalable
business model.’’
H2020 GA #780460
8https://www.cbinsights.com/research/startup-failure-reasons-top/
H2020 GA #780460
9https://www.cbinsights.com/research/startup-failure-reasons-top/
H2020 GA #780460
10
H2020 GA #780460
The process
11
CUSTOMER
DISCOVERY
CUSTOMER
VALIDATION
CUSTOMER
CREATION
COMPANY
BUILDING
H2020 GA #780460
The process
12
CUSTOMER
DISCOVERY
CUSTOMER
VALIDATION
Product-
Market Fit
Problem-
Solution FitPIVOT
H2020 GA #780460
13
“Pivoting for pivoting’s sake is worthless. It
should be a calculated affair, where changes
to the business model are made, hypotheses
are tested, and results are measured.
Otherwise, you can’t learn anything.”
Founder Flowtab
‘Failed Startup’
H2020 GA #780460
14
H2020 GA #780460
I have an idea…
15
Should I build it?
Who are my customers?
What is my market?
Does the problem exist?
H2020 GA #780460
16
Challenge your assumptions
H2020 GA #780460
Why do we do Customer Discovery?
17
What
you
know
What you know
you don’t know
What you don’t know you
don’t know
H2020 GA #780460
18
Customer Discovery
AIMS ACTIVITES OUTPUTS
• Identify if there is a
problem
• Identify who is the
customer
• Identify the market
• Hypotheses
construction
• Customer Interviews
• Experiment design
• Product design
• Initial business model
• Customer needs
• MVP
• Problem-Solution Fit
H2020 GA #780460
Customer Discovery Cycle
19
Phase 2:
Test problem
hypothesis
Phase 3:
Test product concept
Phase 4:
Verify
Phase 1: State hypothesis
EXPLORE
PROPOSE
CHECK
THINK
H2020 GA #780460
Customer Discovery Cycle
20
Phase 2:
Test problem
hypothesis
Phase 3:
Test product concept
Phase 4:
Verify
Phase 1: State hypothesis
Minimum
features
Develop Concept
Initial MVP
H2020 GA #780460
Customer Discovery
21
Business Model
Canvas
Interview Script Report Cards
H2020 GA #780460
22
“The goal of Customer Discovery is not to
collect features from customers. It’s to
understand what not to ship.”
H2020 GA #780460
Build it and they will come! Really?
23
H2020 GA #780460
Does the problem exist?
24
H2020 GA #780460
25
Your product is the potential solution to a
problem
H2020 GA #780460
Problem Statement
………(who) has the problem of ………..(what) when they are trying
to………. (when/where)
This is a problem because…….(why)
26
H2020 GA #780460
What is my market?
27
H2020 GA #780460
Market Type
28
Existing Market Resegmented Market
Customers Existing Existing
Customer Needs Performance 1. Cost
2. Perceived need/problem
Product Performance Better/Faster 1. Good enough for low end
2. Good enough for new niche
Competition Existing Incumbents Existing Incumbents
Risks Existing Incumbents 1. Existing Incumbents
2. Niche strategy fails
Example Transferwise, Google Chrome Ryanair, iZettle, Fairphone
Adapted from The Startup Owner’s Manual
€€€ €
H2020 GA #780460
Market Type
29
New Market Clone Market
Customers New/New Usage New
Customer Needs Simplicity & Convenience New idea already in other
geographies
Product Performance Low in “tradition attributes”, improved
by new customer metrics
Good enough for local market
Competition Non-consumption/ Other Start-ups None, foreign originators
Risks Market Adoption Cultural Adoption
Example Dropbox/iPod Cabify
Adapted from The Startup Owner’s Manual
€€€ €€
H2020 GA #780460
B2B – B2C – B2B2C?
30
X X
H2020 GA #780460
B2B – B2C – B2B2C
31
Customer
Development
UX
Customer
Development
Customer
Development
H2020 GA #780460
32
H2020 GA #780460
Phase 1: Inside the building
33
H2020 GA #780460
Who are my customers?
34
H2020 GA #780460
Finding the customers
35
2. Identify
potential
online and in-
person
networks
1. Describe
potential
Customer
Groups
NOT YOUR FAMILY OR FRIENDS
They like you too much!
4. Go where
they will be.
Call them.
Email as a
back-up
3. Prepare a
long-list of key
persons
H2020 GA #780460
Finding the customers
36
2. Identify potential
online and in-
person networks
CEO
H2020 GA #780460
Cold-calling vs Warm-leads
37
H2020 GA #780460
Developing The Hitlist
38
• Working in teams of 4, select 1 of the ideas
from the group
• Ensure everyone clearly understands their
problem statement
• Take out your phones
• You have 5 minutes to identify (name, role
and company) as many potential Discovery
Interview candidates as possible.
H2020 GA #780460
Performing the Discovery
Interviews
39
H2020 GA #780460
Phase 2: Outside the Building
Problem Interviews
40
Have a relaxed atmosphere
Do it in pairs
Have an introduction and structure
Follow the flow
Have a close
Stick to the script
Avoid probing
Interrupt
Forget to take notes
Leave without asking for follow-up
H2020 GA #780460
41
Questions?
Open Closed Leading
• Long answers
• Provides reflection and
feelings
• Begin with Describe,
How, What, Why
• Hand control over
• Yes/No/ One-word
answers
• Provides facts
• Retains control
• Confirmation of
understanding
• Provide desired answer
• Impose the interviewer
bias
• Avoid! – not sales
meetings
The questions you ask, determine the answers you get
H2020 GA #780460
Open or closed?
š Would you use a dashboard to monitor your sales team’s targets?
š Describe the main problems you encounter when trying to manage your team?
š Would you buy a toy that helps your children to learn new languages?
š Do you think that business intelligence dashboards are difficult to understand?
š What type of car would you pick for your commute to work?
š How do you buy services?
š Would you choose a subscription or once-off payment?
š Why do you think that happens?
š Who makes a good product?
š Do you like making higher returns?
42
H2020 GA #780460
The present is terrible
43
Ask about how someone would
behave, they will give you their
Ideal/Imagined Self
Past behaviour predicts future.
Ask about a previous event to
understand the Real Self
H2020 GA #780460
The anatomy of the interview
44
Intro
The
Person
The
Problem
Processes Outro
Tell me about
your role?
How does that
process work
now?
What are the
top 3 issues you
encounter?
How does your
company
purchase
software?
What do you
look for in a
solution?
Can I call you
to follow-up on
some of the
topics?
Could I show
you a
prototype?
I’m looking to
develop a
solution for
Sales Teams
e.g.
H2020 GA #780460
Probing
š Why?
š Tell me more.
š When was the last time that you encountered this problem?
š What caused the problem?
š What did you do to try and fix it?
š How much time do you have to spend on work arounds?
45
H2020 GA #780460
Role-play
46
PhD students have difficulty
keeping up-to-date lab-
books and supervisors are
often not in the lab to see
progress - why not have a
digital lab-book?
H2020 GA #780460
Should I build it?
47
H2020 GA #780460
48
They’re lying, they are only telling you
what you want to hear
H2020 GA #780460
Advanced?
š Are they are willing to introduce you to someone else?
š Willing to meet again?
š Did you convert an assumption into an validation?
š Have you learned something new?
H2020 GA #780460
Are they interested?
š Did they spend more than the 30 minutes allocated?
š Have they asked to be kept informed?
š Was their body turned completely towards you?
š Did they ask interesting questions in return?
š Were their pupils focused and/or eyebrows raised?
š Did they leave their phone or computer out of sight?
H2020 GA #780460
Moving on…
š If your problem isn’t in the top 3 of the people you
are speaking to
š à Find other customers
š If you keep hearing a need that is currently not
being satisfied
š à Explore it
š If you keep hearing the same thing
š à You’re done, for now
š If you get bored
š You’re probably ready to draft a concept/MVP
š If the response is lukewarm
š à Return to problem interview
51
H2020 GA #780460
The MVP
52
Phase 2:
Test problem
hypothesis
Phase 3:
Test product concept
Phase 4:
Verify
Phase 1: State hypothesis
Minimum
features
Develop Concept
Initial MVP
H2020 GA #780460
The MVP again
53
H2020 GA #780460
Good or Bad Signs?
š “That’s so cool. I love it!”
š “Looks great. Let me know when it launches.”
š “There are a couple people I can intro you to when you’re ready.”
š “What are the next steps?”
š “I would definitely buy that.”
š “When can we start the trial?”
š “Can I buy the prototype?”
š “When can you come back to talk to the rest of the team?”
H2020 GA #780460
Customer Validation - Product-Market Fit
COSTSREVENUE
Phase 2:
Sell to early
adopters
Phase 3:
Develop positioning
Phase 4:
Verify
Phase 1: Get ready to sell
H2020 GA #780460
56
“You can always feel when product/market fit
isn't happening. The customers aren't quite
getting value out of the product, word of mouth
isn't spreading, usage isn't growing that fast,
press reviews are kind of ‘blah’, the sales cycle
takes too long, and lots of deals never close”
Marc Andreessen
VC, Andreessen Horowitz
H2020 GA #780460
57
“In general, hiring before you get
product/market fit slows you down, and hiring
after you get product market fit speeds you up.
Until you get product/market fit, you want to a)
live as long as possible and b) iterate as quickly
as possible.”
Sam Altman
President of Y Combinator
H2020 GA #780460
Let’s get personal
58
Core Assumptions Priority Test Method Success Criteria Date
CustomerProblemMarket
CUSTOMER	DISCOVERY	- PERSONAL	ACTION	PLANS
Name:
Sales team manager have the problem of understanding
individual and team performance when they are trying to
reach sales targets and are not in the office.
This is a problem because potential sales opportunities are lost
and the sales team’s efficiency is lower-
H2020 GA #780460
Let’s get personal
59
Core Assumptions Priority Test Method Success Criteria Date
Customer
Sales team managers in SMEs
Director of sales is purchaser
Interviews
80% of sales team managers
report the same problem
November 2018
Problem
Sales managers struggle to maintain an
understandingof their team member
activities.
Sales teams do not have an way of seeing
their objective progress in real-time.
Market
SMEs are looking for new solutions to increase
their sales efficiency
SMEs will be willing to pay as a % of sales
gained.
CUSTOMER	DISCOVERY	- PERSONAL	ACTION	PLANS
Name:
2
5
4
3
1
6
H2020 GA #780460
Homework for everyone
60
• https://neilpatel.com/blog/26-customer-development-resources/
• Video: The Rules for Customer Pitching
• 253 Startup Failure Post-Mortems
Internet resources
• Business Model Canvas
Try with your own idea
• The Four Steps to the Epiphany by Steve Blank
• The Entrepreneur's Guide to Customer Development: A cheat sheet to The
Four Steps to the Epiphany by Brant Cooper
• The Startup Owner’s Manual by Steve Blank and Bob
Books
H2020 GA #780460
Reflection
š Today I learned…
š I was suprised by...
š I will use...
61
Go to XXX
#YY
H2020 GA #780460
Info about next workshops in CITY
62
2018 April
Lean startup
2018 June
Using Business
model canvas
to assess and
focus business
development
2018 September
Customer Discovery
2018 November
The
Entrepreneurial
Mindset
2019 February
’I Bring the Idea’
matchmaking
session
2019 May
How to design a
product using
User Experience
2019 June
Interpreting the
Custoemr
2019 July
Spinout vs Startup
– differences, how
to operate and
succeed
H2020 GA #780460
GET OUT AND ASK THE RIGHT
QUESTIONS!
63
https://merlin-ict.eu @Merlin_ICT

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MERLIN H2020 - Workshop #3 "Customer discovery"

  • 1. H2020 GA #780460 CUSTOMER DISCOVERY FACILITATOR NAME Location Date Helping today’s researchers create tomorrow’s enterprises This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 780460
  • 2. H2020 GA #780460 Rules for the workshop š No question is a silly question 2 š What is said in the room stays in the room š Support and challenge each other
  • 3. H2020 GA #780460 General information š Workshop length – 4 hours 3 š Coffee break – 20 minutes š Slide availability
  • 4. H2020 GA #780460 About MERLIN project 4 MERLIN project aims to stimulate the interest in the creation of startups, spin-offs and licensing agreements among ICT researchers, providing them with the business skills that would help them to commercialize their research findings and successfully introduce them to the market, and introducing them to their local and European entrepreneurialecosystems https://merlin-ict.eu Organization of more than 40 practical thematic workshops in several European cities, including Cambridge, Madrid, Poznan, Vilnius, Berlin, Warsaw, Bucharest, Tallinn Participation in 5 international conferences, organizing workshops and forums Organization of 8 meetups with potential customers, commercial partners, and investors Preparation of 4 webinars on SME growth and PPP business models
  • 5. H2020 GA #780460 Who am I? 5 Rosalind Franklin
  • 6. H2020 GA #780460 Agenda 6 Customer Development - introduction Customer Discovery – key activities What is the problem Who are my customers? Discovery interviews Moving on Customer Validation Personal Action Plans and Feedback Discovering different markets
  • 7. H2020 GA #780460 Customer Development 7 ‘’ A startup is an organization formed to search for a repeatable and scalable business model.’’
  • 11. H2020 GA #780460 The process 11 CUSTOMER DISCOVERY CUSTOMER VALIDATION CUSTOMER CREATION COMPANY BUILDING
  • 12. H2020 GA #780460 The process 12 CUSTOMER DISCOVERY CUSTOMER VALIDATION Product- Market Fit Problem- Solution FitPIVOT
  • 13. H2020 GA #780460 13 “Pivoting for pivoting’s sake is worthless. It should be a calculated affair, where changes to the business model are made, hypotheses are tested, and results are measured. Otherwise, you can’t learn anything.” Founder Flowtab ‘Failed Startup’
  • 15. H2020 GA #780460 I have an idea… 15 Should I build it? Who are my customers? What is my market? Does the problem exist?
  • 16. H2020 GA #780460 16 Challenge your assumptions
  • 17. H2020 GA #780460 Why do we do Customer Discovery? 17 What you know What you know you don’t know What you don’t know you don’t know
  • 18. H2020 GA #780460 18 Customer Discovery AIMS ACTIVITES OUTPUTS • Identify if there is a problem • Identify who is the customer • Identify the market • Hypotheses construction • Customer Interviews • Experiment design • Product design • Initial business model • Customer needs • MVP • Problem-Solution Fit
  • 19. H2020 GA #780460 Customer Discovery Cycle 19 Phase 2: Test problem hypothesis Phase 3: Test product concept Phase 4: Verify Phase 1: State hypothesis EXPLORE PROPOSE CHECK THINK
  • 20. H2020 GA #780460 Customer Discovery Cycle 20 Phase 2: Test problem hypothesis Phase 3: Test product concept Phase 4: Verify Phase 1: State hypothesis Minimum features Develop Concept Initial MVP
  • 21. H2020 GA #780460 Customer Discovery 21 Business Model Canvas Interview Script Report Cards
  • 22. H2020 GA #780460 22 “The goal of Customer Discovery is not to collect features from customers. It’s to understand what not to ship.”
  • 23. H2020 GA #780460 Build it and they will come! Really? 23
  • 24. H2020 GA #780460 Does the problem exist? 24
  • 25. H2020 GA #780460 25 Your product is the potential solution to a problem
  • 26. H2020 GA #780460 Problem Statement ………(who) has the problem of ………..(what) when they are trying to………. (when/where) This is a problem because…….(why) 26
  • 27. H2020 GA #780460 What is my market? 27
  • 28. H2020 GA #780460 Market Type 28 Existing Market Resegmented Market Customers Existing Existing Customer Needs Performance 1. Cost 2. Perceived need/problem Product Performance Better/Faster 1. Good enough for low end 2. Good enough for new niche Competition Existing Incumbents Existing Incumbents Risks Existing Incumbents 1. Existing Incumbents 2. Niche strategy fails Example Transferwise, Google Chrome Ryanair, iZettle, Fairphone Adapted from The Startup Owner’s Manual €€€ €
  • 29. H2020 GA #780460 Market Type 29 New Market Clone Market Customers New/New Usage New Customer Needs Simplicity & Convenience New idea already in other geographies Product Performance Low in “tradition attributes”, improved by new customer metrics Good enough for local market Competition Non-consumption/ Other Start-ups None, foreign originators Risks Market Adoption Cultural Adoption Example Dropbox/iPod Cabify Adapted from The Startup Owner’s Manual €€€ €€
  • 30. H2020 GA #780460 B2B – B2C – B2B2C? 30 X X
  • 31. H2020 GA #780460 B2B – B2C – B2B2C 31 Customer Development UX Customer Development Customer Development
  • 33. H2020 GA #780460 Phase 1: Inside the building 33
  • 34. H2020 GA #780460 Who are my customers? 34
  • 35. H2020 GA #780460 Finding the customers 35 2. Identify potential online and in- person networks 1. Describe potential Customer Groups NOT YOUR FAMILY OR FRIENDS They like you too much! 4. Go where they will be. Call them. Email as a back-up 3. Prepare a long-list of key persons
  • 36. H2020 GA #780460 Finding the customers 36 2. Identify potential online and in- person networks CEO
  • 37. H2020 GA #780460 Cold-calling vs Warm-leads 37
  • 38. H2020 GA #780460 Developing The Hitlist 38 • Working in teams of 4, select 1 of the ideas from the group • Ensure everyone clearly understands their problem statement • Take out your phones • You have 5 minutes to identify (name, role and company) as many potential Discovery Interview candidates as possible.
  • 39. H2020 GA #780460 Performing the Discovery Interviews 39
  • 40. H2020 GA #780460 Phase 2: Outside the Building Problem Interviews 40 Have a relaxed atmosphere Do it in pairs Have an introduction and structure Follow the flow Have a close Stick to the script Avoid probing Interrupt Forget to take notes Leave without asking for follow-up
  • 41. H2020 GA #780460 41 Questions? Open Closed Leading • Long answers • Provides reflection and feelings • Begin with Describe, How, What, Why • Hand control over • Yes/No/ One-word answers • Provides facts • Retains control • Confirmation of understanding • Provide desired answer • Impose the interviewer bias • Avoid! – not sales meetings The questions you ask, determine the answers you get
  • 42. H2020 GA #780460 Open or closed? š Would you use a dashboard to monitor your sales team’s targets? š Describe the main problems you encounter when trying to manage your team? š Would you buy a toy that helps your children to learn new languages? š Do you think that business intelligence dashboards are difficult to understand? š What type of car would you pick for your commute to work? š How do you buy services? š Would you choose a subscription or once-off payment? š Why do you think that happens? š Who makes a good product? š Do you like making higher returns? 42
  • 43. H2020 GA #780460 The present is terrible 43 Ask about how someone would behave, they will give you their Ideal/Imagined Self Past behaviour predicts future. Ask about a previous event to understand the Real Self
  • 44. H2020 GA #780460 The anatomy of the interview 44 Intro The Person The Problem Processes Outro Tell me about your role? How does that process work now? What are the top 3 issues you encounter? How does your company purchase software? What do you look for in a solution? Can I call you to follow-up on some of the topics? Could I show you a prototype? I’m looking to develop a solution for Sales Teams e.g.
  • 45. H2020 GA #780460 Probing š Why? š Tell me more. š When was the last time that you encountered this problem? š What caused the problem? š What did you do to try and fix it? š How much time do you have to spend on work arounds? 45
  • 46. H2020 GA #780460 Role-play 46 PhD students have difficulty keeping up-to-date lab- books and supervisors are often not in the lab to see progress - why not have a digital lab-book?
  • 47. H2020 GA #780460 Should I build it? 47
  • 48. H2020 GA #780460 48 They’re lying, they are only telling you what you want to hear
  • 49. H2020 GA #780460 Advanced? š Are they are willing to introduce you to someone else? š Willing to meet again? š Did you convert an assumption into an validation? š Have you learned something new?
  • 50. H2020 GA #780460 Are they interested? š Did they spend more than the 30 minutes allocated? š Have they asked to be kept informed? š Was their body turned completely towards you? š Did they ask interesting questions in return? š Were their pupils focused and/or eyebrows raised? š Did they leave their phone or computer out of sight?
  • 51. H2020 GA #780460 Moving on… š If your problem isn’t in the top 3 of the people you are speaking to š à Find other customers š If you keep hearing a need that is currently not being satisfied š à Explore it š If you keep hearing the same thing š à You’re done, for now š If you get bored š You’re probably ready to draft a concept/MVP š If the response is lukewarm š à Return to problem interview 51
  • 52. H2020 GA #780460 The MVP 52 Phase 2: Test problem hypothesis Phase 3: Test product concept Phase 4: Verify Phase 1: State hypothesis Minimum features Develop Concept Initial MVP
  • 53. H2020 GA #780460 The MVP again 53
  • 54. H2020 GA #780460 Good or Bad Signs? š “That’s so cool. I love it!” š “Looks great. Let me know when it launches.” š “There are a couple people I can intro you to when you’re ready.” š “What are the next steps?” š “I would definitely buy that.” š “When can we start the trial?” š “Can I buy the prototype?” š “When can you come back to talk to the rest of the team?”
  • 55. H2020 GA #780460 Customer Validation - Product-Market Fit COSTSREVENUE Phase 2: Sell to early adopters Phase 3: Develop positioning Phase 4: Verify Phase 1: Get ready to sell
  • 56. H2020 GA #780460 56 “You can always feel when product/market fit isn't happening. The customers aren't quite getting value out of the product, word of mouth isn't spreading, usage isn't growing that fast, press reviews are kind of ‘blah’, the sales cycle takes too long, and lots of deals never close” Marc Andreessen VC, Andreessen Horowitz
  • 57. H2020 GA #780460 57 “In general, hiring before you get product/market fit slows you down, and hiring after you get product market fit speeds you up. Until you get product/market fit, you want to a) live as long as possible and b) iterate as quickly as possible.” Sam Altman President of Y Combinator
  • 58. H2020 GA #780460 Let’s get personal 58 Core Assumptions Priority Test Method Success Criteria Date CustomerProblemMarket CUSTOMER DISCOVERY - PERSONAL ACTION PLANS Name: Sales team manager have the problem of understanding individual and team performance when they are trying to reach sales targets and are not in the office. This is a problem because potential sales opportunities are lost and the sales team’s efficiency is lower-
  • 59. H2020 GA #780460 Let’s get personal 59 Core Assumptions Priority Test Method Success Criteria Date Customer Sales team managers in SMEs Director of sales is purchaser Interviews 80% of sales team managers report the same problem November 2018 Problem Sales managers struggle to maintain an understandingof their team member activities. Sales teams do not have an way of seeing their objective progress in real-time. Market SMEs are looking for new solutions to increase their sales efficiency SMEs will be willing to pay as a % of sales gained. CUSTOMER DISCOVERY - PERSONAL ACTION PLANS Name: 2 5 4 3 1 6
  • 60. H2020 GA #780460 Homework for everyone 60 • https://neilpatel.com/blog/26-customer-development-resources/ • Video: The Rules for Customer Pitching • 253 Startup Failure Post-Mortems Internet resources • Business Model Canvas Try with your own idea • The Four Steps to the Epiphany by Steve Blank • The Entrepreneur's Guide to Customer Development: A cheat sheet to The Four Steps to the Epiphany by Brant Cooper • The Startup Owner’s Manual by Steve Blank and Bob Books
  • 61. H2020 GA #780460 Reflection š Today I learned… š I was suprised by... š I will use... 61 Go to XXX #YY
  • 62. H2020 GA #780460 Info about next workshops in CITY 62 2018 April Lean startup 2018 June Using Business model canvas to assess and focus business development 2018 September Customer Discovery 2018 November The Entrepreneurial Mindset 2019 February ’I Bring the Idea’ matchmaking session 2019 May How to design a product using User Experience 2019 June Interpreting the Custoemr 2019 July Spinout vs Startup – differences, how to operate and succeed
  • 63. H2020 GA #780460 GET OUT AND ASK THE RIGHT QUESTIONS! 63 https://merlin-ict.eu @Merlin_ICT