Nicola Farrell, Program Manager, muru-D Customer Development Sydney 2019 Semester. Sydney 6781

1. Customer Development
Nicola Farrell @nixos

3. place image here
● backed by Telstra
● 145 startups
● #SYD6 kicked off
the story so far.

4. a few success stories

5. when to
ACCELERATE?

6. customer development
customer
discovery
customer
validation
customer
creation
company
building
pivot accelerate

7. customer development
customer
validation
customer
creation
REALITY

8. customer development is the process of
collecting customer opinions and data to
generate ideas for product improvements.
- Steve Blank

9. why does everyone hate it?

11. Finding the FUN in Customer Development.

12. Kill your idea.

13. get a better idea.

14. play the numbers game.

15. “The more interviews I did,
the more I felt I could tell the
difference between people
who were trying to be nice
and people who really had a
problem that I could solve.”
― Cindy Alvarez, Lean Customer Development:
Building Products Your Customers Will Buy
A-HA

16. make it part of the value system.

17. be curious...

18. make your customer #1...

19. The Customer Development Manifesto from The Startup Owner’s Manual, written by Steve Blank and Bob Dorf:
● There Are No Facts Inside Your Building, So Get Outside
● Pair Customer Development with Agile Development
● Failure is an Integral Part of the Search
● Make Continuous Iterations and Pivots
● No Business Plan Survives First Contact with Customers So Use a Business Model Canvas
● Design Experiments and Test to Validate Your Hypothesis
● Agree on Market Type. It Changes Everything
● Startup Metrics Differ from Those in Existing Companies
● Fast Decision-Making, Cycle Time, Speed and Tempo
● It's All About Passion
● Startup Job Titles Are Very Different from a Large Company's
● Preserve All Cash Until Needed. Then Spend.
● Communicate and Share Learning
● Customer Development Success Begins With Buy-In
customer development manifesto.

20. build products your customer will love.

21. beyond discovery...
● What else your customer is using
your product for
● Make the product more efficient.
● Stay relevant -Continued value
creation for customers
● Your customer is evolving every
day, you need to move ahead with
them

22. listen, learn, do.