Customer Development and Interviews preso

1. Customer Development
& Interviews
Lean Startup Machine Accra
May 16-18
Lenny Ayensu-Simmons
@lennykweku

2. Business is an exchange of your product
and your customer’s value (cash, batter)

3. Your customer is the one who is willing and
has the ability to use your solution to meet
his or her need.

4. Customers goes through a series of
process before making purchase

5. Customer
discovery
Customer
Validation
Customer
Creation
Company
building
Problem
Solution Fit
Proposed
MVP
Proposed
Funnel
Product
Market Fit
Business
Model
Sales and
Marketing
roadmap
Scale Execution
Scale
Organization
Scale
Operations
Customer Development Model

6. Creating a detailed customer profile will
help in problem validation

7. Using the customer interview Process to
validate customer’s problem (need)
Purpose
Person
Place

8. Customer Interview checklist

9. Customer intelligence is derived in data
recording and storage

10. • Always qualify the person you’re talking to and make sure it
fits your customer hypothesis
• The best question to start is always, “Tell me the story of the
time you did…”
• Never ask a question that starts with the word “would,” ie.
“Would you do X?” or
• “Would you pay for this?” These are hypothetical questions
that produce inaccurate data
• Avoid Confirmation Bias by asking your team, “Could anyone
disagree with this question?” The answer must always be yes.
• Avoid Observer Bias by with-holding the facts of what you’re
testing or building (otherwise customers will reverse engineer
the questions).
• Even better is if customers don’t even know it’s an interview.
7 Bonus Tips for Customer Development
Interviews

11. Competitive analysis can be done once
problem is validated

12. Tweak solution to meet customers need after
problem is validated and competitors studied

13. THANK YOU
Lenny Ayensu-Simmons
@lennykweku