1. R O DE O
on wild horses and crazy cowboys
#openagilero
Octav Druta (@octavdruta)
octavdruta.com

3. How do you minimize the risk of failing?

4. Exploration vs. Exploitation

5. Exploration vs. Exploitation
Company: Spec, develop & refine product for known customers
vs.
Startup: Find customers for a spec’d product
via @dvitanov

6. How?

7. Biz Founder Tech Founder
“envisions” & defines solution
customers that have
a problem

8. FAIL:
Concept
SeedRound
Product
Development
Beta
Test
Launch
1st Version
Lack of
customers

9. Biz Founder Tech Founder
“envisions” & defines solution
customers that have
a problem

10. FAIL:
Concept
SeedRound
Agile Product
Development
Beta
Test
Launch
1st Version
Lack of
customers

11. Customer Customer
Discovery Validation
Pivot
Biz Founder: Tech Founder:
defines & tests defines solution
problem hypothesis (MVP)
via @sgblank

12. Customer Discovery:
Stop Selling, Start Listening

13. Customer Validation
Develop a repeatable and scalable sales process

14. if Customer Validation fails then Pivot
A few examples:
• Customer need pivot: same customer segment, different need/
problem
• Technology pivot: solve same problem but with different
technology stack
• Channel pivot: same problem, same solution, different path to
customers
via @ericries

15. More info about Customer Development

16. Thank you!