Driving Corporate Innovation: Design Thinking vs. Customer Development
JULY 30, 2014
While they both emphasize getting out of the building and taking to customers, they’re not the same. Here’s why. Lessons Learned.
The Art of the Customer Development Conversation
Market by Numbers
SEPTEMBER 2, 2010
What you seek to learn evolves over time, as do the tactics you employ, but every step of the way should be grounded in real time conversations.
It’s Not a Conversion Problem, It’s a Customer Development Problem
SEPTEMBER 10, 2013
Extra Lucrative Conversion Advice. Conversion Optimization Services. Conversion Research. This is not a conversion problem.
Raising Money Using Customer Development
NOVEMBER 5, 2009
Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. How many are there? Try it.
2 Challenges of Startup Customer Development & How to Get Great Feedback Instead
View from Seed
OCTOBER 22, 2015
Customer development” has become its own skill and body of knowledge, and there are some crucial nuances to understand up front before beginning your customer dev discussions. It’s too easy to lead the witness in the way you ask a question, or get a reaction that tells you very little about a customer’s core needs or problems.
Creating Startup Success – Customer Development + Business Model Design
NOVEMBER 15, 2010
In previous posts I’ve talked about what the combination of Business Model Design, Customer Development and Agile Methodologies mean to startups and intrapreneurs in large companies; it’s the beginning of entrepreneurship as a science with its own rules and methodologies. link]. She posted her notes from the talk here.) link].
Customer Development and Marketplaces
Market by Numbers
JANUARY 12, 2011
I had a brief email conversation with a startup founder struggling with how to tackle customer development in marketplace business models. I thought I’d share a bit about what we discussed, in case others have a similar dilemma. Customer Development does not equal User Acquisition. Product vs Consumer.
The Entrepreneur's Guide to Customer Development
Startup Lessons Learned
JULY 5, 2010
believe it is the best introduction to Customer Development you can buy. Here’s hoping they soon tackle Customer Validation.
B2B Customer Development
Market by Numbers
SEPTEMBER 13, 2010
During Customer Discovery, you are not selling, so you are in a better situation to have “learning conversations with prospective customers.
When Customers Make You Smarter
DECEMBER 2, 2013
We talk a lot about Customer Development, but there’s nothing like seeing it in action to understand its power. project. Lessons Learned.
Concierge Onboarding is Continuous Customer Development
JANUARY 16, 2015
You already know a good onboarding process is critical for getting customers to use (and pay for) your product. Increase conversions to paid subscribers. Customer Development. Today I’m going to explain how to do Customer Development during concierge onboarding. When do I contact customers? Customer.io
Customer Development Manifesto: Market Type (part 4) « Steve Blank
SEPTEMBER 10, 2009
In future posts I’ll describe how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development. Handspring’s customers understood what a Personal Digital Assistant was. They never understood Market Type.
How One Startup Figured Out What Could Really Help Deaf People
MAY 1, 2015
Customer Development for us meant a lot of hard-won learnings. Filed under: Customer Development , Lean LaunchPad , Teaching.
Get the Heck Out of the Building in Founder’s School: Part 2
MARCH 18, 2014
Now you can watch Part 2 “ The Lean Approach “ This group of six videos provides an overview of how to successfully do Customer Discovery.
How to Hack Customer Development with Your Landing Page
SEPTEMBER 7, 2013
Summary : Take active advantage of your landing page as a Customer Development tool by emailing people who sign up. Me : Awesome!
How Investors Make Better Decisions: The Investment Readiness Level
JULY 1, 2014
The Investment Readiness Level makes the stages of development for the business very tangible. Here’s John’s story. But the ‘ah-hah!’
How To Find the Right Co-Founders?
SEPTEMBER 16, 2014
She started by sketching her business model canvas on a napkin, but somehow the conversation quickly shifted to what was really on her mind.
Updated Customer Development Image
Market by Numbers
JANUARY 13, 2010
Reply Tweets that mention Updated Customer Development Image | Market By Numbers | Marketing Help -- Topsy.com says: January 13, 2010 at 9:19 pm [.]
How To Create Customer Personas With Actual, Real Life Data
JULY 3, 2014
When was the last time you took a long hard look at what makes your customer base tick? What Customer Personas Are … Really. consumers.
A New Way to Look at Competitors
NOVEMBER 8, 2013
” conversation with investors. (If you wanted to get fancy, you could scale the size of the “petals” relative to market size.).
RIP PRDs. Long Live “Agile Conversations”
Street Smart Product Manager
NOVEMBER 2, 2014
Many of my free product help calls are about ways to pursue customer development and gather VOC, bootstrap new product efforts, and apply lean principles to product management activities. I Long Live “Agile Conversations” The post RIP PRDs.
Tesla and Adobe: Why Continuous Deployment May Mean Continuous Customer Disappointment
JANUARY 6, 2014
For the last 75 years products (both durable goods and software) were built via Waterfall development. Waterfall – The Customer View.
Fear of Failure and Lack of Speed In a Large Corporation
MARCH 11, 2015
suggested the best place to start the conversation is with the 21 st century definition of a startup: A startup is a temporary organization designed to search for a repeatable and scalable business model. They’ve found product/market fit (what products customers want to buy). How can we restart our innovation culture?”. —-.
An MVP is not a Cheaper Product, It’s about Smart Learning
JULY 22, 2013
What they wanted was a happy early customer who recognized the value of their data and is willing to be an evangelist. Customer Development
The 6 Books That Actually Saved Our Startup
AUGUST 14, 2012
Constantly improving the conversion rates of each of these actions is at the core of what most startups do. My startup instincts were terrible.
When do I *stop* doing customer interviews and start writing code?
A Smart Bear: Startups and Marketing for Geeks
JUNE 12, 2012
Here are the details of both of those customer development experiences. But then as the conversations wore on, I felt a change.
Building Great Founding Teams
JULY 29, 2013
They deal with the daily crisis of product development and acquiring early customers. Customer Development Family/Career/Culture
Who’s Doing the Learning?
JUNE 3, 2013
What if a buyer asks, can you make a custom version of your product? Bettina said, “We want to drive customer demand into our channel.”
Blinded by the Light – The Epiphany
APRIL 3, 2012
We now know how to teach entrepreneurs how to think about business models and use customer development to turn hypotheses into facts.
Killing Your Startup By Listening to Customers
FEBRUARY 27, 2012
The art of entrepreneurship and the science of Customer Development is not just getting out of the building and listening to prospective customers.
Solving the Innovator’s Dilemma – Customer Development in a Big Company
AUGUST 23, 2010
At times I’ll do what I consider an extension of teaching; a two-day Customer Discovery/Validation intensive session with a large corporation serious about Customer Development at my ranch on the California Coast. It reminded me of the differences in Customer Discovery between a scalable startup and a big company.
8 Email Segmentation Examples That Can Boost Conversions
MAY 20, 2016
Whereas for your most engaged subscribers, you could focus on sending emails aimed to convert them into paying customers. And this needs to end.
Why Internal Ventures are Different from External Startups
MARCH 26, 2014
The success of Documentum and Document Sciences, they felt, came largely from Xerox technology and customers, yet the startup companies XTV funded got all the credit. Worse, the potential new product might give customers a reason to delay the purchase of today’s products). Berkeley in the Haas Business School.
How We Fight – Cofounders in Love and War
OCTOBER 21, 2012
But a few weeks ago after I sat on a panel about cofounders at Startup2Startup there was a small group dinner conversation to dig deeper on the topic.
Entrepreneurs are Everywhere Show No. 23: Nina Tandon and Brandon McNaughton
MARCH 1, 2016
What you need is to understand the problem to know what do deliver to the customer. Filed under: Customer Development , SiriusXM Radio Show.
Hiring – Easy as Pie
AUGUST 22, 2011
Part of each conversation was getting asked to help them put together a “job spec.”. I had them leave with a pie chart. Draw a pie chart.
China Startups – The Gold Rush and Fire Extinguishers (Part 5 of 5)
APRIL 14, 2013
Filed under: China , Customer Development , Technology , Venture Capital. China Customer Development Technology Venture Capital
How To Get Your First 1,000 Users
FEBRUARY 8, 2011
You can also add this video to your splash page to help increase conversion of people submitting their email addresses. Not tomorrow, today.
How I Make Customer Development Interviews Less Weird and More Natural
FEBRUARY 9, 2013
Most of the ideas around Customer Development came out of startup experiences in Silicon Valley. Customer : Oh. Customer : Really?
What’s Your Customer Development Viral Coefficient?
NOVEMBER 10, 2012
The Customer Development Viral Coefficient is a measure of this rate and the first insight an entrepreneur gets on his startup idea feasibility. .