- Why needed? - Cases: Airbnb, Dropbox, Xiaomi - Customer development process - Growth hacking process: Persona, Funnel, Hypothesis & ICE scores, Sandbox, MVP, A/B test & Cohort analysis

1. Customer Development
Daemin PARK
Senior Researcher
Korea Press Foundation
+82-2-2001-7743
heathe0@gmail.com
https://www.facebook.com/daeminpark77
https://brunch.co.kr/@daeminpark
https://www.slideshare.net/DaeminPark1
https://goo.gl/MvwMyK

2. 린 스타트업

3. 고객 개발의 필요성
“Most startups fail due not to
the failure of product development
but due to the lack of customers.”
-Steve Blank

4. EVERYONE Is Not Included in Your Target Market
• Innovators
• Early adapters
• Early majority
• Late majority
• Laggards

5. PMF, PMF, PMF
GOOB (get out of the building)
-Steve Blank
Make something people want
-Y Combinator
Purple Cow…Transform Your Business by Being Remarkable
-Seth Godin
Plans are nothing; planning is everything
-Dwight D. Eisenhower

6. airbnb

7. Dropbox

8. Xiaomi

9. CUSTOMER DEVELOPMENT

10. Growth Hacking Process
1) Persona
2) Funnel
3) Hypothesis
4) ICE scores
5) Sandbox
6) MVP
7) A/B test
8) Cohort analysis

11. PERSONA

12. AARRR,
• 7

13. ICE score

14. SANDBOX

15. MVP(Minimum Viable Product)
• Blog, PPT(slideshare), YouTube, …
• Landing page, Email
• Concierge
• WoZ
• Other products
• Prototype
• Lean Canvas
• Elevator Pitch/One Pager
>Feedback, data, email list, pre-order, …

16. A/B TESTING

17. COHORT ANALYSIS

18. Discussion

19. READING & TASK
• 2장 스타트업
 1. 스타트업의 합리성 5) 파괴적 혁신
• 관심 있는 스타트업 분석하기