Customer Development - Entrepreneurs Break
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This short slide deck containing bits of my experience as an entrepreneur while developing new businesses from scratch, and a overview of those cust dev authors i've massive respect for: ash maurya, patrick vlaskovits and rob fitzpatrick.
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Customer Development - Entrepreneurs Break
- 1. cust dev motherfucker do you speak it?
- 2. slides structure real life examples some authors and techniques opinion tools
- 3. a long time ago... my cv map back in 2008... it’s going to destroy linkedin graphic map of your career cust dev = almost ø some dev on flash (!), paper prototyping... 500€ later... puff
- 6. oopsbooking.com what we did: raw data + surveys + intern = heavy biz plan behavior observation expert feedback twitter stalking acceleration program
- 7. what we should have done: all that stuff plus... build conciérge mvp make informal arrangement with 2-4 hostels/hotels go to airports, rails, buses and cruises really test out the product oopsbooking.com
- 9. mr. map
- 10. mr. map what we did: 2013 make connections + setup everything less than 1 month -> machines arrived deploy in a couple of places 2,00 € * 5 maps always keep in mind: fail early, fail fast
- 11. (step 1) what we did: survey recent-grads build mvp that sucked very hard startupjobs.me muchowork.com
- 12. muchowork.com (step 1) what we learned: people are not afraid to share their fb address referrals / recommendations are very important job fairs still have a word very hot market
- 13. (step 2) what we did next: +40 interviews ask for expert opinion close headhunting agreements muchowork.com
- 14. muchowork.com (step 2) what we learned: early-stage startups don’t have money to spend on hiring -> redefine target referral is KING when hiring money > reach > culture, when hiring lack of money beats lack of reach or culture
- 15. (step 3 aka now) continue step 2 plus: fb / linkedin ads experiment test pricing get early-adopters muchowork.com
- 16. rob fitzpatrick
- 17. the mom test book do you think it's a good idea?
- 18. the mom test book do you think it's a good idea?
- 19. the mom test book would you buy a product which did X?
- 20. the mom test book would you buy a product which did X?
- 21. the mom test book talk me through the last time that happened.
- 22. the mom test book talk me through the last time that happened.
- 23. the mom test book what are the implications of that?
- 24. the mom test book what are the implications of that?
- 25. the mom test book how much would you pay for X?
- 26. the mom test book how much would you pay for X?
- 27. the mom test book what would your dream product do?
- 28. the mom test book what would your dream product do?
- 29. the mom test book would you pay Y for a product which did X?
- 30. the mom test book would you pay Y for a product which did X?
- 31. the mom test book how are you dealing with it now?
- 32. the mom test book how are you dealing with it now?
- 33. the mom test book where does the money come from?
- 34. the mom test book where does the money come from?
- 35. the mom test book what else have you tried? why do you bother? and who else should i talk to? is there anything else i should have asked?
- 36. ash maurya
- 38. running lean simplified 1. lean canvas 2. prioritize assumptions 3. problem interview 4. solution interview 5. mvp interview 6. validate
- 40. customer dev cycle step 1: document c-p-s hypothesis step 2: brainstorm business model hypothesis step 3: find prospects to talk to step 4: reach out to prospects step 5: engaging prospects step 6: compile | measure | test step 7: problem solving fit/mvp step 8: compile | measure | test
- 41. vlaskovits’ dark side... bash your competition online make bad reviews about them (specially ux) and, of course, you’re the obvious alternative
- 42. frameworks are nice but you fuck up anyway try to follow running lean process but processes exist to be broken skype is ok, f2f is better done is better than perfect additional 50 cents
- 43. tools brain, balls, mouth, hands :-) pipedrive (integrated w/ google) google drive (excel / docs) messaging tools (skype, google hangouts, etc.) lean canvas tools -> google it...
- 44. pedro carmo oliveira cerebral assassin. tech headhunter. ruby enthusiast. elite backpacker. football player and benfiquista. mail: oliveira@pcbo.me twitter: @pcbo