FI Sydney 26-Feb 2019 customer Development Daniel Ringrose 2019

1. Customer Development

2. Deadly founder assumptions

10. Perfect plans vs Reality

11. Your goal: graduate with momentum

12. Customer Development

13. How Customer Discovery works

14. 1st method
Discovery Interviews

16. Customer Discovery Interviews

17. Early adopters are taking action
Achieving
Wants
Addressing
Frustration
Chasing
Desires
Avoiding
Fears

18. Two rules you’ll need to learn

19. Focus Check-in
How many to interview?
•
•
•

20. Then, 2nd method
Pitching
(Acquisition)

22. Build a Landing Page or Split Test

26. We’re listening for these tonight…

27. Then, 3rd method
Proposition Signup
(Activation)

30. 26 months and $52,000

34. What is a Minimum Valuable Product?
• Customer Interview
• Demo
• Teaser Page
• Beta Release
• Concierge MVP
• Wizard of Oz MVP

35. 4th method
Manual Delivery
(Retention / Revenue)

39. Fast beats perfect

40. MVP: Focus on one critical feature

41. Enough to prove they want it

42. Frameworks to use

43. Business model with a Lean Canvas

44. Experiment templates

45. Focus with Pirate Metrics (AARRR, geddit?)

46. Get out of the building

50. daniel@danielringrose.com
linkedin.com/in/danielringrose/
@danielringrose
Good luck, and enjoy the ride!