Early Stage Customer Development
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Early Stage Customer Development at Home and in the US. We're an early stage Startup in Germany with our Target customer sitting in the US. How do you get "out of the building" without booking a transatlantic flight?
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The document provides guidelines for conducting customer development conversations to obtain useful feedback rather than false positives. It advises asking open-ended questions focused on customers' specific experiences and problems rather than opinions. Customers should be asked to show or explain problems in the past rather than make hypothetical claims. The goal is to learn concrete facts about customers' lives rather than generic praise that lacks commitment.
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The Mom Test or How to Ask Better Customer Dev Questions
The document provides guidelines for conducting customer development conversations to obtain useful feedback rather than false positives. It advises asking open-ended questions focused on customers' specific experiences and problems rather than opinions. Customers should be asked to show or explain problems in the past rather than make hypothetical claims. The goal is to learn concrete facts about customers' lives rather than generic praise that lacks commitment.
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The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Build Customer Success at an Early Stage Startup - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Hoopla, VeaMea, DiscoverOrg, Fliptop
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Early Stage Customer Development
- 1. Early Stage Customer Development Clemens Kemper @ClemensKemper www.startup-panda.com Engaging with early adopters at home and in the US.
- 3. „Your Startup is a isn‘t a business. It‘s a hobby!“ Why do customer development?
- 4. • Customer • Problem • Solution • Market • USP • Channels ? Why do customer development? geraten geraten geraten geraten geraten geraten Hypotheses
- 5. Why do customer development?
- 6. Where we come from
- 8. Starting Over All of Personality Development Public Speaking
- 9. Customer: US University Students who are digitally savvy and afraid of public speaking. Starting Over But how do you talk to them?
- 11. start reading
- 12. crowdsourcing human intelligence tasks
- 14. WTF?
- 15. • 10 customer calls within 2 hours • Got 10 email addresses from early adopters • was lied to in all interviews Starting Over
- 16. Asking the right questions Do you think it‘s a good idea? Would you buy this in the future? How much would you pay for this? “
- 18. Be aware! • Early stage customer development is awkward! • Everybody lies! • Confuse to clarify • Every feedback has a learning
- 19. Gordian Knot • Don‘t overcomplicate! • sometimes the simplest solution is the best!
- 20. „The worst part is typing all this out on my phonw“ Vs. Testing other stuff
- 21. Testing other stuff therapist finder therapistfinder.com resetyourmindtospeakingtogroups.com aidspeak AIDS peak
- 26. • Nick Soman • Rob Fitzpatrick • Justin Wilcox Have fun! • Steve Blank • Ash Maurya • Eric Ries Check out these people