Customer Discovery and Validation are two pillars of Customer Development. This presentation focuses on those initial customer development steps.

1. Customer Development
Startups Ignite , March 25th.

2. “Everybody has a plan
until they get punched in
the mouth.” - Mike Tyson
“In those days, I spent 9 hours a
day, 6 days a week, sitting in a
cold warehouse in West Acton,
hot air blowers creating 25
degree bubbles around parts of
my body in an otherwise 14–15
degree room.” After 15 months
of operations, they had one order
per day or less.

3. Who is a customer?
A customer is “One who pays” is an outdated
definition.

4. Customer’s Avatar –
Define your customer
What do they believe?
Who do they trust?
What are they afraid of and who do
they love?
What are they seeking?
Who are their friends?
What do they talk about?

5. Reduce the Risk

6. Where are customers
hiding?
1. LinkedIn Groups
2. Meetups, Conference and events
3. Craigslist
4. Social media - twitter, FB, youtube
5. Streets

7. What do you ask?
1st rule of validating your idea: Do not talk
about your idea.
2nd rule of validating your idea: Do not ask
about the future

8. Customer is the King
https://www.youtube.com/watch?v=4fPybfTaI
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