introduction to customer development

Introduction to Customer DevelopmentSummit 2017 - Sierpc

Year 2011

First on the market !!!

First on the market !!!

Big budgetBig budget

Concept, superb

specification

Concept, superb

specification

Development 1.0

Development 1.0

New features – Meeting with GPW Board

New features – Meeting with GPW Board

Development 2.0

Development 2.0 New featuresNew features

Development n.0

Development n.0

Out of budget - we go to

customers with great product

Out of budget - we go to

customers with great product

Results of actions

Mister, there is no punishment for avoiding obligations resulting from stock exchange.

Our free float is now 30% - we don’t care about the minority shares.

This matter is dealt with by our Authorized Supplier.

Maybe I would be eager to pay 50 PLN per month, but no more.

This stock exchange was good only at the beginning – at that time we gained around 500k PLN. Now, I’d rather forget about it. No worth bothering.

Diagnosis after the meetings

• The number of potential clients: 300

• Optimistic market share: 20% = 60 joint stock companies

• Monthy fee – 50 PLN per month = 3000 PLN

(initial assuption was 900 PLN per month)

• Monthly cost – sales force, developer, server >>>> 3000 PLN

We were caught in „vicious circle”

Year 2006

https://dl.dropboxusercontent.com/u/27532820/original_screencast.html

What was a MVP?

Doradca Eminenta vs Dropbox

What were differences in the approach?

Drawing on the board

How was it seen by Drew Houston the creator of Dropboxa ?

Fact - it’s better to build Dropbox than Doradca Emitenta

What can help us ?

Customer Development

Lean StartupAgile approach

Moving to plan A – the plan that WORKS!

Let’s investigate the problem:

Survey:

Google forms

http://www.leaware.com/s2017.html

Analysing the results:

- Surveys- Wireframes + surveys- Mockups + surveys- movie + forum + surveys?- Landing page- Many more….

Working application – MVP – FIRST CODE

Further versions of application

The most important thing - go out and start checking your hypotheses with other people!

Kolejne kroki

Thank you for your attention!