quick and dirty guide to customer development - howtoweb 2011
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A quick and dirty guide to B2B
Customer Development Marcin Grodzicki
@3marcin CoFounder, LinkFindr.com
@3marcin
Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp
• AdTaily • Agora • LinkFindr.com
@3marcin
Customer Development
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The Origins
• Steve Blank The Four Steps to the Epiphany
• Eric Ries The Lean Startup
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The process
Discovery Validation Creation Company Building
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The process
Discovery Validation Creation Company Building
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Why
• Startups don’t execute, but search
• Searching requires structure • Structure requires agreement
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Who
• Founder • CEO
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Who else
• Everyone
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Discovery
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Do your homework
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10 000 hours
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Set assumptions
• Problem • Product • Customer
• Business Model
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Test
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Testing
• meet friendly customers • not your friends • 10-20 companies
• structure results
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Thank you!
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but...
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:(
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ReSet assumptions
• Problem • Product • CUSTOMER
• Business Model
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The process
Discovery Validation Creation Company Building
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Validation
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Tools
• Slides • Channel • Salesperson
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SELL
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Clients
• Rebels • Reputable • Small
• Discovery subjects
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Traps
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If you only implement...
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Do you have a free trial?
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Who else is buying?
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These aren’t the buyers you’re looking for
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The process
Discovery Validation Creation Company Building
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Verify
• Product • Sales plan • Channels
• Business Model
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What you get
• Proven product • Sustainable business model • Sales roadmap
• Reference customers
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What next?
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The process
Discovery Validation Creation Company Building
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Sell or Raise
