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CUSTOMERS BEFORE CODE
SHAWN YEAGER, BACK PORCH GROUP
MUSIC STARTUP ACADEMY – NASHVILLE, MAY 12, 2015
HOUSEKEEPING
#CBCMSA
@SHAWNYEAGER
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YOUR CUSTOMERS KNOW BEST
MOST STARTUPS
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“SPOTIFY NEARS DEAL TO RAISE $400 MILLION AT
$8.4 BILLION VALUATION”WSJ.COM, APRIL 10, 2015
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TECHCRUNCH.COM/SEARCH/MUSIC+DEADPOOL
THIS SHIT IS HARD
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OPPORTUNITY
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“A STARTUP IS AN ORGANIZATION FORMED TO SEARCH FOR A
REPEATABLE AND SCALABLE BUSINESS MODEL.”
–STEVE BLANK
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“LEAN STARTUP ISN'T ABOUT BEING CHEAP [BUT IS ABOUT] BEING LESS
WASTEFUL AND STILL DOING THINGS THAT ARE BIG.”
–ERIC RIES
WHAT LEADS TO WASTE?
BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON
REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR
REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS' BUSINESS MODELS
LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT
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CUSTOMER DEVELOPMENT ≠
PRODUCT DEVELOPMENT
DOINTERVIEWS IN PERSON
WRITE A SCRIPT
TAKE NOTES
RECORD INTERVIEWS
KEEP GOING UNTIL YOU HAVE “FIT”
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DON’T
USE A SURVEY
USE THE PHONE
WING IT
LET THE RESULTS COLLECT DUST
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RESOURCES
MARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/
LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/
THE MOM TEST
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GET IN TOUCH@SHAWNYEAGER
BACKPORCHGROUP.COM
