CUSTOMERS BEFORE CODE

SHAWN YEAGER, BACK PORCH GROUP

MUSIC STARTUP ACADEMY – NASHVILLE, MAY 12, 2015

HOUSEKEEPING

#CBCMSA

@SHAWNYEAGER

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YOUR CUSTOMERS KNOW BEST

MOST STARTUPS

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“SPOTIFY NEARS DEAL TO RAISE $400 MILLION AT

$8.4 BILLION VALUATION”WSJ.COM, APRIL 10, 2015

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TECHCRUNCH.COM/SEARCH/MUSIC+DEADPOOL

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FORTUNE.COM

THIS SHIT IS HARD

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OPPORTUNITY

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“A STARTUP IS AN ORGANIZATION FORMED TO SEARCH FOR A

REPEATABLE AND SCALABLE BUSINESS MODEL.”

–STEVE BLANK

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“LEAN STARTUP ISN'T ABOUT BEING CHEAP [BUT IS ABOUT] BEING LESS

WASTEFUL AND STILL DOING THINGS THAT ARE BIG.”

–ERIC RIES

WHAT LEADS TO WASTE?

BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON

REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR

REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS' BUSINESS MODELS

LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT

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CUSTOMER DEVELOPMENT ≠

PRODUCT DEVELOPMENT

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LEANSTACK.COM

DOINTERVIEWS IN PERSON

WRITE A SCRIPT

TAKE NOTES

RECORD INTERVIEWS

KEEP GOING UNTIL YOU HAVE “FIT”

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DON’T

USE A SURVEY

USE THE PHONE

WING IT

LET THE RESULTS COLLECT DUST

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RESOURCES

MARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/

LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/

THE MOM TEST

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GET IN TOUCH@SHAWNYEAGER

SHAWN@BACKPORCHGROUP.COM

BACKPORCHGROUP.COM