customer development - lean startup munich
DESCRIPTION
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Customer Development
Lessons Learned Founding @makersacademy
Customer Development is Not:
1. A way to get people to tell you what to build. 2. A way for you to stroke your confirmaDon bias. 3. A way to build a checklist of feature requests.
The Problem
1. What are your 3 biggest problems right now? 2. What do you do to solve those problems? 3. For each problem, if you could wave a magic
wand and the problem would be solved, what would that soluDon look like?
The SoluDon4. Why is this problem important to solve? How much does this problem cost you? (in terms of lost revenue, lost customers, lost Dme, frustraDon, etc.) !5. Present your soluDon with a lot of customer prompDng. Day in the life of your customer before and aRer your soluDon. Ask how your soluDon compares to their exisDng soluDon. (Keep track of every quesDon they ask.)
The SoluDon
6. Price Anchoring Strategy !7. Get the customer’s buy in. Purchase Order is best, signed leZer of intent is acceptable. No commitment is worthless, regardless of what they say.
General Guidelines
• Every experiment should have a possibility of being proven false
• Ask objecDve quesDons that measure things, not opinions (“how much are you willing to pay?” is a crap quesDon)
• Every quesDon you ask should pass the “mom test” • Try to watch out for people “foaming at the mouth” • Ask for referrals at the end of every interview