Customer Development Design Sales Seattle 
SVPG
MAY 17, 2012
Until we have this product, it doesn't make sense to spend money on sales and marketing and incremental hiring. I usually encourage this to be the sole scorecard KPI during this phase because I like the results that come from a single-minded dedication to happy, referenceable customers. For example, let's say you're selling cars.
Steve Blank
OCTOBER 15, 2009
Simulation applications After six months, we hypothesized that our most likely customers were scientists and engineers who used one of five applications: computational fluid dynamics, finite element analysis, computational chemistry and seismic data processing and reservoir simulation. You can’t understand customers from inside your building.
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