customer discovery for b2b fi 102014
DESCRIPTION
Customer Development presentation at Founder Institute Chicago, B2BTRANSCRIPT
Customer Development for B2B!Seyi Fabode
@Seyi_Fab
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‘Gaining customer insights to help build products that customers want and to avoid
spending time and money on products customers don't want.’
Steve Blank Paraphrased
Customer Discovery
Customer Validation
Customer Creation
Company Building
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Customer Discovery
Customer Validation
Customer Creation
Company Building
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Customer Discovery
Hypothesis: Energy broker shops have back office operational issues which is costing them time and losing them money.
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Customer Discovery
What are we ‘discovering’? - What are their problems? Don’t assume you know. - Have they built a solution now? Have we? - Will they pay? How much value are they capturing? - How does it change how they are working?
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Customer Discovery
Good process!- Visited brokers, demoed pdfs and shut up - User Stories (Pivotal Tracker) - Simple Design
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Customer Discovery
But we got it wrong by focusing on supplier/broker automation
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Customer Discovery
Customer Validation
Customer Creation
Company Building
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Customer Discovery
So we partnered with a broker (crazyevangelist) - improved his operations (access to platform for free) - Helped us craft the product to solve the real need
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Customer Discovery
Customer Validation
Customer Creation
Company Building
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Customer Discovery
Customer Validation
Customer Creation
Company Building
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Some Customer Development…
http://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-business.html
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Thanks & Questions!Seyi Fabode
@Seyi_Fab
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