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Overview of some Lean Startup and Customer Development Hacks by Patrick Vlaskovits
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Hacking #CustDev DC Lean Startup Circle Feb 21, 2012
Patrick Vlaskovits @pv hello@custdev.com vlaskovits.com
About Patrick - @pv
The vast majority of startups fail NOT because they couldn’t build a great product/technology,
but because no one wanted the product.
One of Steve Blank’s Big Ideas
Lean Startup Big Idea #1
How many cycles through the B-M-L loop, not time. Eric Ries’ Big Idea
Lean Startup Big Idea #2
“Not only are the market applications for disruptive technologies unknown at the time of
their development, they are unknowable.” -Clayton Christensen, The Innovator’s Dilemma
Lean Startup Big Idea #3
Developing Customers & Your Product
Customer Development
How to do it: Lean Startup Meta-Rules & Framework
1) Question and Test Your Assumptions
1a) Record them too! 2) “Get Out of the Building”
3) Do it again based on what you learned. (Iterate)
BUZZWORD ALERT!
Minimum Viable Product
The Classic Smoke Test/MVP from 1975
Sophisticated Variants of the ‘Smoke Test’
Traffic MVT/Landing Page Conversion
Learning about customers is a lot like fishing…
Source/Referral/Channel Messaging/Positioning Pricing/CAC Conversion Rate
Screenshots + LOI
“Ghetto Testing”
Off-Brand Apps & Sites
Browser Extension + Facebook
[Your competition] SUCKS!
Place online ads that say “[*insert your competition here] sucks” that drive users of a competitive product to a landing page for lead generation for CustDev interviews.
PRO-TIP: Do UX review on their products. Source: In Witness Protection Program
The Magic Wand
Ask the subject of your CustDev interview, “If you could wave a magic wand, what would you be able to do?”
Source: Cindy Alvarez http://www.slideshare.net/cindyalvarez/kissinsi
ghts-customer-development-tactics
The Magic Word
Ask the subject of your CustDev interview for “advice” and don’t sell.
Price testing without charging
Confuse to Clarify
Willfully mis-characterize a interviewee’s opinion to elicit further response in order to keep them talking and ensure you understand their position.
Source: Sachin Agarwal
“Phone Support”
Upon sign-up for your application, ask if the user wants free phone support. If they affirm, prompt them for phone number and name.
Source: Dan Martell
Best Practices: Concierge/“Manual”-ation
Kickstarter
Now, what you got for me?
Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7
Outside of Tech Startups
Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?
Restaurants?
At the end of this preso…
Let’s try to avoid building things nobody actually wants.
If you take nothing away from this preso – take at least this away
PDF http://CustDev.com
Available on Amazon as Paperback & Kindle
Reach out & say hello@CustDev.com @pv
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