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Customer Development in the Trenches Giff Constable Co-Founder & CEO, Aprizi July 23, 2010
Who am I? Startups Trilogy Envive Ithority*, acq by Opus360 Electric Sheep Company Aprizi* I blog here giffconstable.com *co-founder
The Context
The first rule of lean startup
There are no rules
Idea Validation ,[object Object]
Surveys, discussions
Market and competitive research,[object Object]
Paper mockups
1 on 1 meetings,[object Object]
Open Beta (high velocity learning) (in-person and phone best) (don’t make snap decisions) (don’t optimize for the wrong things)
The first rule of lean startup
But here is some advice* *worth the paper it is printed on, maybe
Doing a Customer Interview Work to their schedule Get psyched to hear things you don’t want to hear Disarm “politeness” training Start with behavior, not feedback Ask open ended questions Listen, don’t talk Encourage but don’t influence Follow your nose and drill down Parrot back to confirm Thank them Ask for introductions Write up your notes as quickly as possible
Learning Comes in Waves
Strip Out Everything But the Core Value Proposition

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