introduction to customer development
TRANSCRIPT
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!