29
Hacking #CustDev DC Lean Startup Circle Feb 21, 2012 Patrick Vlaskovits @pv [email protected] vlaskovits.com

Hacking Customer Development for DC Lean Startup

  • View
    2.416

  • Download
    2

Embed Size (px)

DESCRIPTION

Overview of some Lean Startup and Customer Development Hacks by Patrick Vlaskovits

Citation preview

Page 1: Hacking Customer Development for DC Lean Startup

Hacking #CustDev DC Lean Startup Circle Feb 21, 2012

Patrick Vlaskovits @pv [email protected] vlaskovits.com

Page 2: Hacking Customer Development for DC Lean Startup

About Patrick - @pv

Page 3: Hacking Customer Development for DC Lean Startup

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

Page 4: Hacking Customer Development for DC Lean Startup

How many cycles through the B-M-L loop, not time. Eric Ries’ Big Idea

Lean Startup Big Idea #2

Page 5: Hacking Customer Development for DC Lean Startup

“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

Page 6: Hacking Customer Development for DC Lean Startup

Developing Customers & Your Product

Page 7: Hacking Customer Development for DC Lean Startup

Customer Development

Page 8: Hacking Customer Development for DC Lean Startup

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!

Page 9: Hacking Customer Development for DC Lean Startup

Minimum Viable Product

Page 10: Hacking Customer Development for DC Lean Startup

The Classic Smoke Test/MVP from 1975

Page 11: Hacking Customer Development for DC Lean Startup

Sophisticated Variants of the ‘Smoke Test’

Traffic MVT/Landing Page Conversion

Page 12: Hacking Customer Development for DC Lean Startup

Learning about customers is a lot like fishing…

Source/Referral/Channel Messaging/Positioning Pricing/CAC Conversion Rate

Page 13: Hacking Customer Development for DC Lean Startup

Screenshots + LOI

Page 14: Hacking Customer Development for DC Lean Startup

“Ghetto Testing”

Page 15: Hacking Customer Development for DC Lean Startup

Off-Brand Apps & Sites

Page 16: Hacking Customer Development for DC Lean Startup

Browser Extension + Facebook

Page 17: Hacking Customer Development for DC Lean Startup

[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

Page 19: Hacking Customer Development for DC Lean Startup

The Magic Word

Ask the subject of your CustDev interview for “advice” and don’t sell.

Page 20: Hacking Customer Development for DC Lean Startup

Price testing without charging

Page 21: Hacking Customer Development for DC Lean Startup

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

Page 22: Hacking Customer Development for DC Lean Startup

“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

Page 23: Hacking Customer Development for DC Lean Startup

Best Practices: Concierge/“Manual”-ation

Page 24: Hacking Customer Development for DC Lean Startup

Kickstarter

Page 25: Hacking Customer Development for DC Lean Startup

Now, what you got for me?

Original Post on CustDev Hacks here: http://vlskvts.co/hhqEB7

Page 26: Hacking Customer Development for DC Lean Startup

Outside of Tech Startups

Why do you think it takes 6-8 weeks to get your !@$&&^$@! snuggie?

Page 27: Hacking Customer Development for DC Lean Startup

Restaurants?

Page 28: Hacking Customer Development for DC Lean Startup

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

Page 29: Hacking Customer Development for DC Lean Startup

PDF http://CustDev.com

Available on Amazon as Paperback & Kindle

Reach out & say [email protected] @pv