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Hacking Customer Development for DC Lean Startup


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Overview of some Lean Startup and Customer Development Hacks by Patrick Vlaskovits

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Hacking Customer Development for DC Lean Startup

  1. 1. Hacking #CustDevDC Lean Startup CircleFeb 21, 2012Patrick
  2. 2. About Patrick - @pv
  3. 3. Lean Startup Big Idea #1The vast majority of startups fail NOT becausethey couldn’t build a great product/technology, but because no one wanted the product.One of Steve Blank’s Big Ideas 
  4. 4. How many cycles through the B-M-Lloop, not time.  Eric Ries’ Big IdeaLean Startup Big Idea #2
  5. 5. Lean Startup Big Idea #3 “Not only are the market applications fordisruptive technologies unknown at the time of their development, they are unknowable.” -Clayton Christensen, The Innovator’s Dilemma
  6. 6. Developing Customers & Your Product
  7. 7. Customer Development
  8. 8. How to do it:Lean Startup Meta-Rules & Framework 1) Question and Test Your Assumptions 1a) Record them too! 2) “Get Out of the Building” 3) Do it again based on what you learned. (Iterate) BUZZWORD ALERT!
  9. 9. Minimum Viable Product
  10. 10. The Classic Smoke Test/MVP from 1975
  11. 11. Sophisticated Variants of the ‘Smoke Test’Traffic  MVT/Landing Page  Conversion
  12. 12. Learning about customers is a lot like fishing…Source/Referral/ChannelMessaging/PositioningPricing/CACConversion Rate
  13. 13. Screenshots + LOI
  14. 14. “Ghetto Testing”
  15. 15. Off-Brand Apps & Sites
  16. 16. Browser Extension + Facebook
  17. 17. [Your competition] SUCKS! 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. PRO-TIP: Do UX review on their products.Source: In Witness Protection Program
  18. 18. The Magic Wand Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?”Source: Cindy Alvarez ghts-customer-development-tactics
  19. 19. The Magic WordAsk the subject of your CustDev interview for“advice” and don’t sell.
  20. 20. Price testing without charging
  21. 21. Confuse to Clarify Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position.Source: Sachin Agarwal
  22. 22. “Phone Support” Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name.Source: Dan Martell
  23. 23. Best Practices: Concierge/“Manual”-ation
  24. 24. Kickstarter
  25. 25. Now, what you got for me?Original Post on CustDev Hacks here:
  26. 26. Outside of Tech StartupsWhy do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
  27. 27. Restaurants?
  28. 28. At the end of this preso… If you take nothing away from this preso – take at least this awayLet’s try to avoid building things nobody actually wants.
  29. 29. PDFhttp://CustDev.comAvailable on Amazonas Paperback & KindleReach out &