6. Customer Development
• It’s all about learning and discovery
• Outlined by Steve Blank in Four Steps to the Epiphany
Customer STOP
Customer STOP
Customer STOP
Scale STOP
Discovery Validation Creation Company
Pivot
7. Original Hypothesis for KISSinsights
“Our hypothesis is that product manager type people have a
problem doing fast/effective/frequent customer research.”
8. What we wanted to learn...
• What are they doing now?
• What are other tools leaving on the table?
• Who is involved?
• How frequent / severe is the pain?
• What else are customers complaining about?
9. How we learned
• ~20 phone interviews (15 - 20 minutes each)
• 3 in-person user tests with paper prototypes
• 2 landing pages
• Hacky MVP on KISSmetrics.com
• 8 “alpha testers”
10. What we learned!
• People are not doing customer research.
• They want private feedback and targeting.
• It requires developer involvement.
• It is a constant pain.
11. What we built.
• A freemium on-site customer feedback tool
• That involves an easy one-time install
• Which provides private customer feedback
• And easy to understand reporting.
14. Start with a Hypothesis
Our hypothesis is that product manager type
people have a problem doing effective customer research
Our hypothesis is that ________________________________
people have a problem doing _______________________
