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Quick and Dirty Guide to Customer Development - HowToWeb 2011
- 1. A quick and dirty guide to B2B Customer Development Marcin Grodzicki @3marcin CoFounder, LinkFindr.com
- 2. Me • Enterprise B2B Marketing • Startups • Codility and Seedcamp • AdTaily • Agora • LinkFindr.com @3marcin
- 3. Customer Development @3marcin
- 4. The Origins • Steve Blank The Four Steps to the Epiphany • Eric Ries The Lean Startup @3marcin
- 5. The process Company Discovery Validation Creation Building @3marcin
- 6. The process Company Discovery Validation Creation Building @3marcin
- 7. Why • Startups don t execute, but search • Searching requires structure • Structure requires agreement @3marcin
- 8. Who • Founder • CEO @3marcin
- 9. Who else • Everyone @3marcin
- 10. Discovery @3marcin
- 11. Do your homework @3marcin
- 12. @3marcin
- 13. 10 000 hours @3marcin
- 14. @3marcin
- 16. Test @3marcin
- 17. Testing • meet friendly customers • not your friends • 10-20 companies • structure results @3marcin
- 18. Thank you! @3marcin
- 19. but... @3marcin
- 20. @3marcin
- 21. :( @3marcin
- 22. ReSet assumptions • Problem • Product • CUSTOMER • Business Model @3marcin
- 23. The process Company Discovery Validation Creation Building @3marcin
- 24. @3marcin
- 25. Validation @3marcin
- 26. Tools • Slides • Channel • Salesperson @3marcin
- 27. SELL @3marcin
- 29. Traps @3marcin
- 30. If you only implement... @3marcin
- 31. @3marcin
- 32. Do you have a free trial? @3marcin
- 33. @3marcin
- 34. Who else is buying? @3marcin
- 35. These aren t the buyers you re looking for @3marcin
- 36. The process Company Discovery Validation Creation Building @3marcin
- 38. What you get • Proven product • Sustainable business model • Sales roadmap • Reference customers @3marcin
- 39. @3marcin
- 40. What next? @3marcin
- 41. The process Company Discovery Validation Creation Building @3marcin
- 42. Sell or Raise @3marcin
- 43. @3marcin grodzicki@gmail.com @3marcin