Driving Corporate Innovation: Design Thinking vs. Customer Development
JULY 30, 2014
Two methods, Design Thinking and Customer Development (the core of the Lean Startup) provide the tactical day-to-day process of how to turn ideas into products. . Customer Development versus Design Thinking.
The Art of the Customer Development Conversation
Market by Numbers
SEPTEMBER 2, 2010
Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? The conversation itself is difficult for many. Establish 3 or 4 “must learns for each conversation.
It’s Not a Conversion Problem, It’s a Customer Development Problem
SEPTEMBER 10, 2013
Extra Lucrative Conversion Advice. Conversion Optimization Services. Conversion Research. It’s Not a Conversion Problem, It’s a Customer Development Problem. This is not a conversion problem. This is a customer development 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. Are there customers for what you are building? No amount of learning how to get a VC meeting or improving your VC demo skills will fix the lack of concrete customer data.
Customer Development is Not a Focus Group
NOVEMBER 30, 2009
Customer Development is all about gathering a list of what features customers want by talking to them, surveying them, or running “focus groups.” As the engineers were busy rearchitecting the original Stanford MIPS chip into a commercial product, one of my jobs was to find out what features customers wanted. One of the specific requests from our chip architects was to find out whether customers would want the chip to have data stored as big-endian or little-endian.
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. Funny to learn latter that someone at the next table was listening to our conversation and tweeting it.). Filed under: Business Model versus Business Plan , Customer Development.
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. Customer Development does not equal User Acquisition. Customer development is a method for discovering, testing and validating user acquisition and conversion methods. To put it another way, the business doesn’t exist without product, but doesn’t succeed without customers.
The Entrepreneur's Guide to Customer Development
Startup Lessons Learned
JULY 5, 2010
I believe it is the best introduction to Customer Development you can buy. As all of you know, Steve Blank is the progenitor of Customer Development and author of The Four Steps to the Epiphany. Here’s hoping they soon tackle Customer Validation.
Everything You Ever Wanted to Know about Marketing Communications
APRIL 5, 2017
I was having coffee with the CEO of a new startup, listening to her puzzle through how to communicate to potential customers. I reminded her that all the Lean tools she learned in class–Customer Discovery, business model and value proposition canvases– contained her answer.
B2B Customer Development
Market by Numbers
SEPTEMBER 13, 2010
Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Post-Launch Customer Development These are tricky waters for the reasons described above.
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. But the big payoff came when their discussions with medical device customers revealed an entirely new way to think about pricing —potentially tripling their revenue.
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. The product development model treats all startups like they are in an Existing Market – an established market with known customers. Handspring’s customers understood what a Personal Digital Assistant was. Customers want to do a “job.
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. I’m even doing a new free email course called Double Your Paid Conversions with Concierge Onboarding – you can sign up for it right now. 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?
Get the Heck Out of the Building in Founder’s School: Part 2
MARCH 18, 2014
Kauffman launched Founders School - a new education series to help entrepreneurs develop their businesses during the startup stage by highlighting how startups are different from big companies. You’ll learn how to: get to know your customers. get, keep and grow customers.
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. But in her own family, at the dinner table, she would read a book while everybody else was conversing. Because following the conversation when multiple people were talking around her was impossible.
How Investors Make Better Decisions: The Investment Readiness Level
JULY 1, 2014
While it doesn’t eliminate great investor judgment, pattern recognition skills and mentoring, we’ve developed an Investment Readiness Level tool that fills in these missing pieces. The Investment Readiness Level makes the stages of development for the business very tangible.
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. During the conversation he mentioned that he has had a landing page for several months with a few hundred signups. Step 4 – Develop a Quick Persona Hypothesis.
Updated Customer Development Image
Market by Numbers
JANUARY 13, 2010
Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? ralxz's Blogs said: Updated Customer Development Image [link] [.]
How To Find the Right Co-Founders?
SEPTEMBER 16, 2014
I was having breakfast with Radhika, an ex-grad student of mine who wanted to share her Customer Discovery progress for her consumer hardware startup. She started by sketching her business model canvas on a napkin, but somehow the conversation quickly shifted to what was really on her mind.
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? Think customer personas – those detailed representations of the different segments of your target audience. The Case For Building Customer Personas Out Of Data-Driven Research.
A New Way to Look at Competitors
NOVEMBER 8, 2013
To indicate where their customers for this new market would come from they drew the 5 adjacent market segments : corporate, higher education, startup ecosystem, institutions, and adult learning skills that they believed their future customers were in today.
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. Agile is a tremendous advance in reducing time, money and wasted product development effort – and in having products better match customer needs. Waterfall – The Customer View.
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. Long Live “Agile Conversations” The post RIP PRDs. Long Live “Agile Conversations” appeared first on Street Smart Product Manager.
The 6 Books That Actually Saved Our Startup
AUGUST 14, 2012
I started getting coffees, breakfast and dinners with other founders and potential investors and I was consistently amazed by how much a single 30-minute conversation could cause us to completely re-evaluate our strategies. customer development process startups
An MVP is not a Cheaper Product, It’s about Smart Learning
JULY 22, 2013
Customer Discovery on Farms. This team got my attention when they said, “Let us tell you about our conversations with potential customers.” What they wanted was a happy early customer who recognized the value of their data and is willing to be an evangelist.
Fear of Failure and Lack of Speed In a Large Corporation
MARCH 11, 2015
I 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). They’ve learned the best distribution channel to get the product from their company to the customer. for new product development that emphasize immediate returns.
Building Great Founding Teams
JULY 29, 2013
They deal with the daily crisis of product development and acquiring early customers. And as the reality of product development and customer input collide, the facts change so rapidly that the original well-thought-out product plan becomes irrelevant.
Who’s Doing the Learning?
JUNE 3, 2013
What if a buyer asks, can you make a custom version of your product? We had an almost identical conversation when the subject turned to hiring a Public Relations agency. Bettina said, “We want to drive customer demand into our channel.” Don’t you have 5,000 existing customers?
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. We had a couple of minutes to catch up between sessions and the conversation got strangely awkward when I asked him how their startup was going. “I’m
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. He got my attention when he said, “following your customer development stuff is making my company fail.”
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. We spent two days of analyzing and exploring their customer discovery visits just completed across South America, Africa and Asia. We used what they learned to plan their next steps for additional Discovery, and ultimately Customer Validation.
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. Filed under: Customer Development , Family/Career/Culture. Customer Development Family/Career/Culture
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). We will continue our conversations, and I fully expect that Steve, Alex and I will have more to say about how best to structure and support new ventures inside a large corporation in future posts!
Hiring – Easy as Pie
AUGUST 22, 2011
Part of each conversation was getting asked to help them put together a “job spec.”. Now with the data in front of you, the conversation about hiring can start. Filed under: Big Companies versus Startups: Durant versus Sloan , Customer Development , Family/Career , Technology.
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. customer development process marketing startupsThe good news is that it’s easier than you think to get 1,000 people to try your site.
China Startups – The Gold Rush and Fire Extinguishers (Part 5 of 5)
APRIL 14, 2013
There is a huge difference between the Chinese who have never left and those who went to school abroad, even for a few months – at least a difference in their ability to relate to me and have a conversation on the same wavelength. China Customer Development Technology Venture Capital
How I Make Customer Development Interviews Less Weird and More Natural
FEBRUARY 9, 2013
When we instead start asking Customer Development questions about their habits and problems, the conversation can seem really weird to them. Most of the ideas around Customer Development came out of startup experiences in Silicon Valley. Customer : Oh.
What’s Your Customer Development Viral Coefficient?
NOVEMBER 10, 2012
Summary : Customer Development demands a lot of conversations with potential customers. The Customer Development Viral Coefficient is a measure of this rate and the first insight an entrepreneur gets on his startup idea feasibility. .
Accelerate Your Customer Development: How to Quickly Get Dozens of Interviews
FEBRUARY 1, 2013
Summary : Steve Blank teaches entrepreneurs to test business assumptions by conducting dozens of interviews with prospective customers. At first it took me a huge amount of time, but over the years I’ve developed a process to make it easier.
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. The goal of Phase 2 is to send highly targeted emails aimed to convert the activated trial-users into paid customers. Based On Your Customer’s “Feature Requests”.