Customer Development Concepts

HodgePodge

www.stempm.com

Lean Startup is _____.

Business Development Evolution = Lean Startup (2008 – Present)

Design Development

Evolution

(GDD) (1994 – Present)

Technology Development

Evolution (Cloud, XP, Agile,

Lean) (1999 – Present)

Product Development

Evolution (The Chasm, Whole

Product, NHITO) (1991 – Present)

Customer Development is Easy

#CustDev = Scientific Method for #ProdDev.

Product Development

Technology Development

Big Secret

Product Development Key: Positioning

• For (target customers)• who are dissatisfied with (state the problem)• our product offers (a new product category)• that provides (key problem-solving capability).• Unlike (list alternatives/competitors)• we offer (key product benefits, features, and

capabilities that drive adoption)

Tool: Goal-Directed Design (A. Cooper)

4. Define one specific user for your product; then invent a Persona—give that user a name and an environment and derive his or her Goals.• A persona is a composite portrait of an idealized user: a single sheet of paper with name,

picture, job description, goals, and often a quote.

• “We print out copies of the cast of characters and distribute it at every meeting… Until the user is precisely defined, the programmer can always imagine that he is the user.”

• “Goals are not the same thing as tasks. A goal is an end condition, whereas a task is an intermediate process needed to achieve the goal… The goal is a steady thing. The tasks are transient,”

Source: http://www.dubberly.com/articles/alan-cooper-and-the-goal-directed-design-process.html

Resources• Lean Startup 101: The Foundation by E.Ries

http://www.socrated.com/courses/296?_r=adw13_MS_NewToLeanStartup

• The Entrepreneur´s Guide to Customer Development for Tech Startupshttp://www.custdev.com/ Discount code: LEAN - $6.25

• Lean Product Development Workshop (Bellevue): http://leanprod.eventbrite.com/ Discount code: SLLCONF