Neeraj KakkarFounder and CEO - Tzinga

Customer Development in Action

Presented by: Siddharth Mangharam

Founder and CEO - FlohSharat Potharaju

Founder and CEO - MobStacKishore A K

Founder and CEO – Shuffr.tv

Cellphone Policy for this Session

Turn on your cell phones Fire up Twitter Use hashtag #nasscompc Follow @productconclave Feedback, likes, dislikes – Tweet it!

The Startup Promise

Meet the Panelists

Siddharth Mangharam is the CEO of Floh, a bootstrapped startup that connects singles in real-life. Twitter: @flohnetwork Web: www.floh.in

Sharat Potharaju is the CEO of Mobstac, an Accel funded startup that helps publishers globally deliver their content on mobiles and tablets. Twitter: @mobstac Web: www.mobstac.com

Neeraj Kakkar is the CEO of Hector Beverages, a Catamaran and Footprint Ventures funded startup that makes and markets Tzinga, the most exciting energy drink in the country. Twitter: @tzinga Web www.hectorbeverages.com . www.tzinga.in

Kishore AK is the CEO of Shufflr.tv, an Intel Cap funded startup that wants to change the way people discover & consume video on every screen. Twitter: @shufflr Web: shufflr.tv

Customer Development Insights – Floh

Fee based model – will customers bite?

Affiliate marketing – path to higher ARPUs?

Geographic Expansion – validation outside BLR?

Customer Development Insights – Mobstac

Growing mobile traffic means publishers will need robust mobile platforms (Validation – success)

Subscription based business model will drive faster adoption (Validation – failure)

Global reach: Can we service customers globally? (Validation – success)

Customer Development Insights – Tzinga

Product testing – not always possible. Bet, intuition!

Building a manufacturing plant, before we could go show it to the first consumer

Proof of concept – strong measurement metrics Launched in Bangalore, Delhi – 2000 outlets. Studied them carefully for one year.

National launch – scale is the holy grail From 55 to 300+ associates. From 2000 to 25000 outlets. All in 6 months.

Customer Development Insights – Shufflr.tv

Where to start - Enterprise or Consumer?[Type: Business, Stage: Prototype]

Course correct – From PC to Newer screens[Type: Platform, Stage: < 50K users]

Simplify – One feed to rule them all [Type: Product, Stage: < 500K users]

Customer Development Lifecycle In Action

Customer discovery

Customer validation

Customer creation

Customer building

Search Execute

Escape Velocity

Stop Stop Stop

Floh – Will Customers

Bite?

Mobstac/Floh – Geo

Expansion

Floh – Affiliate

Marketing

Mobstac – Macro Demand

Mobstac – Subscription

Shufflr.tv – Who is

customer?

Shufflr.tv – PC to Mobile

Shufflr.tv – Multiple screens

Tzinga – Bet on intuition

Tzinga – DEL & BLR

Tzinga – National Launch

MobStac– Fremium

Today’s Key Message

Get Out of the Building!

Q & A

Resources and further reading

www.steveblank.com Four Steps to the Epiphany

http://theleanstartup.com/ Books, links, meetups, conferences

Thank you