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A quick and dirty guide to B2B
Customer Development Marcin Grodzicki
@3marcin CoFounder, LinkFindr.com
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@3marcin
Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp
• AdTaily • Agora • LinkFindr.com
![Page 3: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/3.jpg)
@3marcin
Customer Development
![Page 4: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/4.jpg)
@3marcin
The Origins
• Steve Blank The Four Steps to the Epiphany
• Eric Ries The Lean Startup
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@3marcin
The process
Discovery Validation Creation Company Building
![Page 6: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/6.jpg)
@3marcin
The process
Discovery Validation Creation Company Building
![Page 7: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/7.jpg)
@3marcin
Why
• Startups don’t execute, but search
• Searching requires structure • Structure requires agreement
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@3marcin
Who
• Founder • CEO
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@3marcin
Who else
• Everyone
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@3marcin
Discovery
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@3marcin
Do your homework
![Page 12: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/12.jpg)
@3marcin
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@3marcin
10 000 hours
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@3marcin
![Page 15: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/15.jpg)
@3marcin
Set assumptions
• Problem • Product • Customer
• Business Model
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@3marcin
Test
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@3marcin
Testing
• meet friendly customers • not your friends • 10-20 companies
• structure results
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@3marcin
Thank you!
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@3marcin
but...
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@3marcin
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@3marcin
:(
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@3marcin
ReSet assumptions
• Problem • Product • CUSTOMER
• Business Model
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@3marcin
The process
Discovery Validation Creation Company Building
![Page 24: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/24.jpg)
@3marcin
![Page 25: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/25.jpg)
@3marcin
Validation
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@3marcin
Tools
• Slides • Channel • Salesperson
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@3marcin
SELL
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@3marcin
Clients
• Rebels • Reputable • Small
• Discovery subjects
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@3marcin
Traps
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@3marcin
If you only implement...
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@3marcin
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@3marcin
Do you have a free trial?
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@3marcin
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@3marcin
Who else is buying?
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@3marcin
These aren’t the buyers you’re looking for
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@3marcin
The process
Discovery Validation Creation Company Building
![Page 37: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/37.jpg)
@3marcin
Verify
• Product • Sales plan • Channels
• Business Model
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@3marcin
What you get
• Proven product • Sustainable business model • Sales roadmap
• Reference customers
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@3marcin
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@3marcin
What next?
![Page 41: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/41.jpg)
@3marcin
The process
Discovery Validation Creation Company Building
![Page 42: Quick and Dirty Guide to Customer Development - HowToWeb 2011](https://reader033.vdocument.in/reader033/viewer/2022051815/540cbf3a8d7f728d7e8b45e1/html5/thumbnails/42.jpg)
@3marcin
Sell or Raise