Customer Development - Todd Hooper

Customer development Todd Hooper [email_address]

About me ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Family, religion, friendship ... these are the three demons you must slay if you wish to succeed in business. -- Monty Burns

Customer development ,[object Object],[object Object],[object Object],[object Object]

What is customer development? ,[object Object],[object Object],[object Object],[object Object]

Customer Development ,[object Object],[object Object],[object Object],[object Object]

What kind of startup are we? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Market Type Characteristics Existing Market Resegmented Market New Market Customers Exist Exist New Customer needs Performance ,[object Object],[object Object],Simplicity and convenience Performance Better/faster ,[object Object],[object Object],Improves customers life, ROI or problem/pain Competition Incumbents Incumbents Apathy/other startups Risks Incumbents ,[object Object],[object Object],Market adoption

Customer discovery State your hypothesis 1-2 pages on each item

Stop! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer discovery Test “Problem” Hypothesis

First reality check ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer discovery Test “Product” Hypothesis

Second reality check ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What aren’t we going to do? ,[object Object],[object Object],[object Object]

Three rules ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer Development - Todd Hooper

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