Presentation given at The Family meetup in Paris France, April 2017. Includes specific suggestions for customer development, lead scoring, systems and tools to automate the process and associated blog posts.

1. T.A. McCann
@tamccann tam@helpshare.com tamccann.com

4. Learn faster than everyone else

5. 5
“Your success is directly correlated to the size
and strength of your professional network”

6. The social address book
6
But wait, there’s more – de-duplication + sync to my iPhone + Card scanner

7. http://www.tamccann.com/developing-your-next-company-with-one-simple-tool/
Minimum Viable Company

8. Changing behavior is hard, success
demands focus

9. Over 8,000 survey responses

10. The cocktail party test

11. Build customer development into your
company development process

12. Rival IQ - “connected customer” (CRM)
12
Add rich contact data
+ virtual assistant
Deep user profiling and
understanding
Ongoing pipeline/CRM
management + email
Automated and personalized
messages (group)
Specific product feature
usage
Master user database
Admin
Hot List

13. The Rival IQ “hot” list
13

15. Why and when do people leave you?
15
Please ask why….

16. Who are your focus companies (competitive, comparative…)?
16
Learning from others…

17. • Time is the critical factor, learn faster
• Build and manage your professional network
• Help others be successful #givefirst
• Understand what they want and need #ask
• Build a process for understanding and engaging
• Share valuable content
• Leverage tools for maximum productivity
• Take care of your body

18. Useful blog posts
• http://www.tamccann.com/developing-your-next-company-
with-one-simple-tool/
• http://www.tamccann.com/finding-the-right-beta-users/
• http://www.tamccann.com/the-start-up-fundraising-
cookbook-8-steps-to-raising-a-solid-round/
• http://www.tamccann.com/important-things-im-not-doing-
yet-itindy/
• http://www.tamccann.com/5-questions-to-ask-every-vc-at-
the-beginning-and-end-of-the-first-pitch-meeting/
If you find these valuable, feel free to share them on to
others

20. Other stuff I love talking
about…
• Seattle startup and tech scene
• Angel investing schemes and process
• Boats and big waves
• Productivity tools
• The future of education
• Quantified health and human augmentation