Thanks everyone that attended this Round Table at Launch Workplaces. This session will help you identify options to get current customers to buy again and attract and acquire new customers. Bring plenty of business cards for networking and a chance to win door prizes. Must be present to win. Key takeaways from this session: • Interact with other tech business owners and peers • Identify options to overcome your business challenges • Obtain invaluable advice and guidance from experienced peers and collaborators Connect with me if you have any questions. http://linkd.in/hdelcastillo

2. Hosts

3. Follow: @hmdelcastillo
@lstartupcentral
Use: #CustomerAcq
Tweet!

4. Market Customer
Business Organization
Product
Source: AIPMM ProdBOK® Knowledge Areas
Customer /Market Development
Product Development/Improvement

5. Lean Startup Feedback Loop
Build
MeasureLearn
Source: Eric Ries, The Lean Startup, 2011

6. Customer Development Process
Source: Blank, Steve, “Why The Lean Startup Changes Everything,” Harvard Business Review, May 2013.

7. Learn Buyer Behavior
ProductTarget Customer
Core
Actual
Whole

8. Determine Your Value Proposition
Customers
Your BusinessCollaborators
Unique Value
Proposition
Source: Alexander Chernev, Strategic Marketing Management, 2012, 6th Edition

9. Build Your Business Model
Source: Alexander Osterwalder & Yves Pigneur, “Business Model Generation” 2009.

10. Build Your Funnel

11. Spread Your Message
Content Channels
Target
Prospects

12. Measure Success
TAM = Total Available Market
SAM = Specific Available Market
Conversion Rate = Sales Conversions / # of Contacts
CAC = Customer Acquisition Costs
ARPU = Average Revenue per User
AOS = Average Order Size
ATSC = Average Time to Sales Conversion
CRC = Customer Retention Costs

13. Want to fund your company?
Build A Winning Business
Model Deep Dive
Tuesday, March 31
6-9 p.m.
Refraction
RestonTown Center
Space is limited. Register now!
http://bit.ly/bmdeepdive

14. Upcoming Courses
Certified Product Manager®
April 20th -21st – Teqcorner, McLean, VA
http://bit.ly/1zaqJJc
Certified Product Marketing Manager®
April 22nd -23rd – Teqcorner, McLean, VA
http://bit.ly/1EfcSEF

15. Upcoming Meetups
Customer Development Framework, Wednesday, March
25th, Reston Community Center, Reston
RSVP: http://bit.ly/1CqSUKk
Dolphin Tank Pitch Sessions, Thursday, March 26th, Launch
Workplaces, Gaithersburg
RSVP: http://bit.ly/1E6rpB6
1-on-1 Business Office Hours, Thursday, April 2nd, Launch
Workplaces, Gaithersburg
Set up a 30-minute appointment to discuss options to overcome
your specific business challenges. RSVP: http://bit.ly/1xdawrA
Click on the short links to learn more.

16. Thank You!
Hector Del Castillo, CPM, CPMM
Product Innovation Consultant
linkd.in/hdelcastillo
@hmdelcastillo
hmdelcastillo [at] gmail.com