RODEOon wild horses and crazy cowboys

#openagilero

Octav Druta (@octavdruta)octavdruta.com

How do you minimize the risk of failing?

Exploration vs. Exploitation

Exploration vs. Exploitation

via @dvitanov

Company: Spec, develop & refine product for known customersvs.

Startup: Find customers for a spec’d product

How?

Biz Founder“envisions”

customers that have a problem

Tech Founderdefines solution&

Product Development

ConceptSeedRound

Beta Test

Launch1st Version

FAIL:Lack of

customers

Tech Founderdefines solution&Biz Founder

“envisions” customers that have

a problem

Agile Product Development

ConceptSeedRound

Beta Test

Launch1st Version

FAIL:Lack of

customers

via @sgblank

Biz Founder:defines & tests

problem hypothesis

Tech Founder:defines solution

(MVP)

Customer Discovery

Pivot

Customer Validation

Customer Discovery:Stop Selling, Start Listening

Customer ValidationDevelop a repeatable and scalable sales process

if Customer Validation fails then Pivot

A few examples:

• Customer need pivot: same customer segment, different need/problem

• Technology pivot: solve same problem but with different technology stack

• Channel pivot: same problem, same solution, different path to customers

via @ericries

More info about Customer Development

Thank you!