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@ P i t c h To B e n 

i n . b l a r s o n . c o m 
The First Rule of!
CUSTOMER

DEVELOPMENT
& RESEARCH!
by Ben Larson
BLarson.com
@ P i t c h To B e n
RULE No.1!
Customer Development
@ P i t c h To B e n
STOP TALKING
ABOUT YOUR IDEA
@ P i t c h To B e n
BLarson.com
INTERVIEWS
@ P i t c h To B e n
QUESTIONNAIRS
@ P i t c h To B e n
@ P i t c h To B e n 
h"ps://blog.kissmetrics.com/26-­‐customer-­‐development-­‐resources/	
  
PRIMARY GOAL:
Reduce Risk
@ P i t c h To B e n
IDENTIFY YOUR ASSUMPTIONS…
@ P i t c h To B e n
YOUR JOB:!
KILL YOUR IDEA
@ P i t c h To B e n
The!
Seppuku!
Pitch
BLarson.com
BLarson.com
article: customers.blarson.com
I AM NOT !
MY IDEA.
@ P i t c h To B e n
I AM THE !
SOLUTION.
@ P i t c h To B e n
BLarson.com
The First Rule of!
CUSTOMER

DEVELOPMENT

& RESEARCH!
by Ben Larson
RESEARCH:
OWN YOUR DOMAIN
@ P i t c h To B e n
@ P i t c h To B e n 
i n . b l a r s o n . c o m 
The First Rule of!
CUSTOMER

DEVELOPMENT
& RESEARCH
by Ben Larson

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The First Rule of Customer Development & Research