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Customer Development and Keyser Soze

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Patrick Vlaskovits
Patrick Vlaskovits
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Customer Development: Kool-Aid, Case Studies and a Book Patrick Vlaskovits @vlaskovits, CustDev.com Los Angeles Lean Startup Circle Meetup at Coloft in Santa Monica May 18, 2010 Hashtags: #LeanStartup #CustDev #LeanLA
A Few of the (many) Insights from The Four Steps to the Epiphany and Steve Blank ,[object Object],[object Object],[object Object]
Steve Blank’s Four Steps of Customer Development
Customer Development = “Nor Cal Kool-Aid”?
Case Study #1: ProProfs.com (Over 300,000 registered users.)
“ Paper is the enemy.” ProProfs online quizzes replace paper quizzes.
New design is rolled out. Users complain.
Founder gets on the phone with paying customers.
Something missing.
Founder has “Keyser Soze” moment.
Guess what? Everything you know is wrong.
Results?! ,[object Object],[object Object]
Case Study #2 ,[object Object],[object Object]
Assumed Pain(s) ,[object Object],[object Object],[object Object],[object Object]
Assumed Benefits/Solutions ,[object Object],[object Object],[object Object],[object Object]
Validation & Testing (before coding) ,[object Object],[object Object],[object Object],[object Object]
Screenshot in Photoshop: #1
Screenshot in Photoshop: #2
Screenshot in Photoshop: #3
Screenshot in Photoshop: #4
Letter of Intent text available at: http://bit.ly/CustDevLOI
Discovery and Learning ,[object Object],[object Object],[object Object]
And we’re off…. ,[object Object],[object Object],[object Object],[object Object],[object Object]
I continue drinking the “Nor Cal Kool-Aid”.
Then I have a “Keyser Soze” moment.
Out of a CustDev conversation: ,[object Object],[object Object]
[object Object]
Blogs you should be reading ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How to get a hold of me ,[object Object],[object Object],[object Object]
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Key Concepts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Concepts (cont) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Figure from the Entrepreneur’s Guide to Customer Development: Lean Startup: Customer and Product Development Interrelatedness

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