Quick and Dirty Guide to Customer Development - HowToWeb 2011

•

1 like•295 views

Marcin Grodzicki

Business Technology

Me
• Enterprise B2B Marketing
• Startups
• Codility and Seedcamp
• AdTaily
• Agora
• LinkFindr.com
@3marcin

The Origins

• Steve Blank
The Four Steps to the Epiphany
• Eric Ries
The Lean Startup

@3marcin

The process

Company
Discovery Validation Creation Building

@3marcin

Why

• Startups don t execute, but
search
• Searching requires structure
• Structure requires agreement

@3marcin

Set assumptions

• Problem
• Product
• Customer
• Business Model

@3marcin

Testing

• meet friendly customers
• not your friends
• 10-20 companies
• structure results

@3marcin

ReSet
assumptions
• Problem
• Product
• CUSTOMER
• Business Model

@3marcin

Tools

• Slides
• Channel
• Salesperson

@3marcin

Clients

• Rebels
• Reputable
• Small
• Discovery subjects

@3marcin

These aren t the
buyers you re
looking for

@3marcin

Verify

• Product
• Sales plan
• Channels
• Business Model

@3marcin

What you get

• Proven product
• Sustainable business model
• Sales roadmap
• Reference customers

@3marcin

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Quick and Dirty Guide to Customer Development - HowToWeb 2011

1. A quick and dirty guide to B2B Customer Development Marcin Grodzicki @3marcin CoFounder, LinkFindr.com

2. Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp • AdTaily • Agora • LinkFindr.com @3marcin

3. Customer Development @3marcin

4. The Origins • Steve Blank The Four Steps to the Epiphany • Eric Ries The Lean Startup @3marcin

5. The process Company Discovery Validation Creation Building @3marcin

6. The process Company Discovery Validation Creation Building @3marcin

7. Why • Startups don t execute, but search • Searching requires structure • Structure requires agreement @3marcin

8. Who • Founder • CEO @3marcin

9. Who else • Everyone @3marcin

10. Discovery @3marcin

11. Do your homework @3marcin

12. @3marcin

13. 10 000 hours @3marcin

14. @3marcin

15. Set assumptions • Problem • Product • Customer • Business Model @3marcin

16. Test @3marcin

17. Testing • meet friendly customers • not your friends • 10-20 companies • structure results @3marcin

18. Thank you! @3marcin

19. but... @3marcin

20. @3marcin

21. :( @3marcin

22. ReSet assumptions • Problem • Product • CUSTOMER • Business Model @3marcin

23. The process Company Discovery Validation Creation Building @3marcin

24. @3marcin

25. Validation @3marcin

26. Tools • Slides • Channel • Salesperson @3marcin

27. SELL @3marcin

28. Clients • Rebels • Reputable • Small • Discovery subjects @3marcin

29. Traps @3marcin

30. If you only implement... @3marcin

31. @3marcin

32. Do you have a free trial? @3marcin

33. @3marcin

34. Who else is buying? @3marcin

35. These aren t the buyers you re looking for @3marcin

36. The process Company Discovery Validation Creation Building @3marcin

37. Verify • Product • Sales plan • Channels • Business Model @3marcin

38. What you get • Proven product • Sustainable business model • Sales roadmap • Reference customers @3marcin

39. @3marcin

40. What next? @3marcin

41. The process Company Discovery Validation Creation Building @3marcin

42. Sell or Raise @3marcin

43. @3marcin grodzicki@gmail.com @3marcin

Quick and Dirty Guide to Customer Development - HowToWeb 2011

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