This week we focused on practicing deep customer empathy through interviewing. We also did initial pitches and provided thrill / kill feedback about each presentation.

2. Video

3. » Design a delightful vacation for your partner
˃ Lots of why questions!

4. » Networking / Practice
» Weekly Topics
» Ground Rules
» Pitches
» Homework
» Mentoring

5. » 5/19 – First Pitches (9am-11am)
» 5/26 – Experiment Day (9am-5pm)
» 6/2 – Customers, Users, Payers (9am-12pm)
» 6/9 –Value Propositions (9am-12pm)
» 6/16 – Distribution Channels (9am-12pm)
» 6/23 – Customer Relationships (9am-12pm)
» 6/30 – Revenue Models (9am-12pm)
» 7/7 – Partners (9am-12pm)
» 7/14 – Key Resources & Costs (9am-12pm)
» 7/21 – Lessons Learned Presentations (9am-12pm)

6. » Be on time
» Support team balance
» Be accountable (High say/do ratio)
» Make sure materials are online
» We’d like videos!

7. » 3 Minutes (no exceptions)
» 2 minute quiet brainstorm – What thrills?
» 2 minute quiet brainstorm – What to kill?

14. » Cluster
» Find Patterns
» Prioritize

16. » Read pages 86-111, 135-145 of Business Model Generation
» Review pages 53-84 of Startup Owners Manual
» Read: Steve Blank, “What’s a Startup? First Principles,”
http://steveblank.com/2010/01/25/whats-a-startup-first-principles/
» Read: Steve Blank, “Make No Little Plans – Defining the Scalable
Startup,” http://steveblank.com/2010/01/04/make-no-little-plans-–-defining-the-scalable-
startup/
» Read: Steve Blank, “A Startup is Not a Smaller Version of a Large
Company”, http://steveblank.com/2010/01/14/a-startup-is-not-a-smaller-version-of-a-large-
company/
» 3-5 minute presentation
˃ Market Size
˃ Type of business: IP, Licensing, startup, unknown
˃ Proposed experiments to test customer segment, value proposition, channel and revenue
model of the hypotheses.
» Start your customer discovery blog – Post to our Google Group