Hacking Customer Development for DC Lean Startup
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Transcript of Hacking Customer Development for DC Lean Startup
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Hacking #CustDev DC Lean Startup Circle Feb 21, 2012
Patrick Vlaskovits @pv [email protected] vlaskovits.com
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About Patrick - @pv
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The vast majority of startups fail NOT because they couldn’t build a great product/technology,
but because no one wanted the product.
One of Steve Blank’s Big Ideas
Lean Startup Big Idea #1
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How many cycles through the B-M-L loop, not time. Eric Ries’ Big Idea
Lean Startup Big Idea #2
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“Not only are the market applications for disruptive technologies unknown at the time of
their development, they are unknowable.” -Clayton Christensen, The Innovator’s Dilemma
Lean Startup Big Idea #3
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Developing Customers & Your Product
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Customer Development
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How to do it: Lean Startup Meta-Rules & Framework
1) Question and Test Your Assumptions
1a) Record them too! 2) “Get Out of the Building”
3) Do it again based on what you learned. (Iterate)
BUZZWORD ALERT!
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Minimum Viable Product
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The Classic Smoke Test/MVP from 1975
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Sophisticated Variants of the ‘Smoke Test’
Traffic MVT/Landing Page Conversion
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Learning about customers is a lot like fishing…
Source/Referral/Channel Messaging/Positioning Pricing/CAC Conversion Rate
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Screenshots + LOI
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“Ghetto Testing”
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Off-Brand Apps & Sites
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Browser Extension + Facebook
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[Your competition] SUCKS!
Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews.
PRO-TIP: Do UX review on their products. Source: In Witness Protection Program
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The Magic Wand
Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?”
Source: Cindy Alvarez http://www.slideshare.net/cindyalvarez/kissinsi
ghts-customer-development-tactics
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The Magic Word
Ask the subject of your CustDev interview for “advice” and don’t sell.
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Price testing without charging
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Confuse to Clarify
Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position.
Source: Sachin Agarwal
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“Phone Support”
Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name.
Source: Dan Martell
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Best Practices: Concierge/“Manual”-ation
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Kickstarter
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Now, what you got for me?
Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7
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Outside of Tech Startups
Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
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Restaurants?
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At the end of this preso…
Let’s try to avoid building things nobody actually wants.
If you take nothing away from this preso – take at least this away
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PDF http://CustDev.com
Available on Amazon as Paperback & Kindle
Reach out & say [email protected] @pv