quick and dirty guide to customer development - howtoweb 2011

A quick and dirty guide to B2B

Customer Development Marcin Grodzicki

@3marcin CoFounder, LinkFindr.com

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Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp

• AdTaily • Agora • LinkFindr.com

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Customer Development

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The Origins

• Steve Blank The Four Steps to the Epiphany

• Eric Ries The Lean Startup

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The process

Discovery Validation Creation Company Building

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The process

Discovery Validation Creation Company Building

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Why

• Startups don’t execute, but search

• Searching requires structure • Structure requires agreement

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Who

• Founder • CEO

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Who else

• Everyone

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Discovery

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Do your homework

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10 000 hours

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Set assumptions

• Problem • Product • Customer

• Business Model

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Test

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Testing

• meet friendly customers • not your friends • 10-20 companies

• structure results

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Thank you!

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but...

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:(

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ReSet assumptions

• Problem • Product • CUSTOMER

• Business Model

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The process

Discovery Validation Creation Company Building

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Validation

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Tools

• Slides • Channel • Salesperson

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SELL

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Clients

• Rebels • Reputable • Small

• Discovery subjects

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Traps

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If you only implement...

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Do you have a free trial?

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Who else is buying?

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These aren’t the buyers you’re looking for

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The process

Discovery Validation Creation Company Building

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Verify

• Product • Sales plan • Channels

• Business Model

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What you get

• Proven product • Sustainable business model • Sales roadmap

• Reference customers

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What next?

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The process

Discovery Validation Creation Company Building

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Sell or Raise

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@3marcin grodzicki@gmail.com