Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Hacking Customer Development


Published on

Talk on Customer Development Hacks given to Lean Startup Meetup in New York on March 1st 2011

Published in: Technology, Business
  • Was a little hesitant about using ⇒⇒⇒ ⇐⇐⇐ at first, but am very happy that I did. The writer was able to write my paper by the deadline and it was very well written. So guys don’t hesitate to use it.
    Are you sure you want to  Yes  No
    Your message goes here
  • Hmmm wow I never knew that, thanks!.... Also can send your pitchdeck to thousands of VC's and Angel's with just 1 click. Visit:
    Are you sure you want to  Yes  No
    Your message goes here

Hacking Customer Development

  1. 1. Hacking CustDev: The Open-Source Playbook Lean Startup NYC March 1, 2011 <ul><li>Patrick Vlaskovits </li></ul><ul><li>@vlaskovits </li></ul><ul><li> </li></ul>
  2. 2. Intro
  3. 4. Why bother? <ul><li>Avoid building things nobody actually wants. </li></ul>
  4. 5. Risk mitigation in the context of an early stage tech startup is WHY you should do Customer Development . PS If that doesn’t make sense to you, don’t do CustDev/Lean Startups. Seriously. PPS I am not kidding.
  5. 6. 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate. The Three CustDev Meta-Principles
  6. 7. 0) There are NO rules… 1) Question & Test your assumptions. 2) “Get Out of the Building”. 3) Iterate.
  7. 8. 0) There are NO rules… Hacking CustDev = CustDev + MMA
  8. 9. The Classic Smoke Test/MVP from 1975
  9. 10. Sophisticated Variants of the ‘Smoke Test’ Traffic  MVT/Landing Page  Conversion
  10. 11. Learning about your customers is a lot like fishing… <ul><li>Source/Referral/Channel </li></ul><ul><li>Messaging/Positioning </li></ul><ul><li>Pricing/CAC </li></ul><ul><li>Conversion Rate </li></ul>
  11. 12. B2B/Enterprise: Screenshots + LOI
  12. 13. Outside of Tech Startups Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
  13. 14. Outside of Tech Startups
  14. 15. Kickstarter
  15. 16. “ Ghetto Testing”
  16. 17. Best Practices: Concierge/“Manual”-ation
  17. 18. [Your competition] SUCKS! <ul><li>Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews. </li></ul><ul><li>PRO-TIP: Do UX review on their products. </li></ul><ul><li>Source: In Witness Protection Program </li></ul>
  18. 19. The Magic Wand <ul><li>Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?” </li></ul><ul><li>Source: Cindy Alvarez </li></ul><ul><li> </li></ul>
  19. 20. The Magic Word <ul><li>Ask the subject of your CustDev interview for “advice” and don’t sell. </li></ul>
  20. 21. Price testing without charging
  21. 22. Confuse to Clarify <ul><li>Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position. </li></ul><ul><li>Source: Sachin Agarwal </li></ul>
  22. 23. “ Phone Support” <ul><li>Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name. </li></ul><ul><li>Source: Dan Martell </li></ul>
  23. 24. Now, what you got for me? Original Post on CustDev Hacks here:
  24. 25. PDF Paperback (AMAZON) Kindle (AMAZON) An Intro to Customer Development