This presentation was developed to support Customer Development discussion at Startup Nights Seattle on 06/14. The slides were not presented due to projector troubles, but please feel free to discuss them here.

1. Customer Development Concepts HodgePodge www.stempm.com

2. Lean Startup is _____. Business Development Evolution = Lean Startup (2008 – Present) Design Development Evolution (GDD) (1994 – Present) Technology Development Evolution (Cloud, XP, Agile, Lean) (1999 – Present) Product Development Evolution (The Chasm, Whole Product, NHITO) (1991 – Present)

3. Customer Development is Easy

4. #CustDev = Scientific Method for #ProdDev.

5. Technology Development Product Development

6. Big Secret

7. Product Development Key: Positioning For (target customers) who are dissatisfied with (state the problem) our product offers(a new product category) that provides(key problem-solving capability). Unlike (list alternatives/competitors) we offer (key product benefits, features, and capabilities that drive adoption)

8. Tool: Goal-Directed Design (A. Cooper) 4. Define one specific user for your product; then invent a Persona—give that user a name and an environment and derive his or her Goals. A persona is a composite portrait of an idealized user: a single sheet of paper with name, picture, job description, goals, and often a quote. “We print out copies of the cast of characters and distribute it at every meeting… Until the user is precisely defined, the programmer can always imagine that he is the user.” “Goals are not the same thing as tasks. A goal is an end condition, whereas a task is an intermediate process needed to achieve the goal… The goal is a steady thing. The tasks are transient,” Source: http://www.dubberly.com/articles/alan-cooper-and-the-goal-directed-design-process.html

11. Resources Lean Startup 101: The Foundation by E.Ries http://www.socrated.com/courses/296?_r=adw13_MS_NewToLeanStartup The Entrepreneur´s Guide to Customer Development for Tech Startups http://www.custdev.com/ Discount code: LEAN - $6.25 Lean Product Development Workshop (Bellevue): http://leanprod.eventbrite.com/ Discount code: SLLCONF