Getting Out of the Building: Customer Development

07/28/2016 05:44 to watch
Was this helpful?

You must collect data when you get out of the building. But analyze it with a critical eye. Don't just add up the columns. Look for insight!

Suggested Readings

Founders School || The Lean Approach || Getting Out of the Building: Customer Development || Impact Guide (PDF).

Blank, Steve and Bob Dorf. The Startup Owner's Manual. The Step-by-Step Guide for Building a Great Company. Pescadero, CA: K&S Ranch, 2012. Chapters 3, 4, and 5.

Blank, Steve. The Four Steps to the Epiphany. Successful Strategies for Products that Win. Pescadero, CA; K&S Ranch, 2013 Chapters 3 and 4.

Blank, Steve. Blog Post. "Nail the Customer Development Manifesto to the Wall".

Blank, Steve. Blog Post. "Building a Company with Customer Data – Why Metrics Are Not Enough”.

Blank, Steve. Blog Post. "Watching My Students Grow".

Cespedes, Frank V., Thomas Eisenmann, and Steven G. Blank. "Customer Discovery and Validation for Entrepreneurs". Harvard Business School Background Note 812-097, November 2011. (Revised August 2012.)

DeWalt, Kevin. Blog Post. "Accelerate Your Customer Development".

Osterwalder, Alex. Blog Post. “Achieve Product Market Fit”.

Blank, Steve. Stanford Entrepreneurship Corner, Video. Acting on Customer Discovery.

Blank, Steve. “It Must Be A Marketing Problem”.

Questions for You

What insights can I gain about who my customer is, what problems they have, and what the potential solutions are?

Where can I find my potential customers?

What are my hypotheses about customers, customer needs, my product, and the market?

Do I understand the market?

Am I building the right product?

Will customers buy it?

Questions for Your Team

What insights can we gain about who our customer is, what problems they have, and what the potential solutions are?

Where can we find our potential customers?

What are our hypotheses about customers, customer needs, our product, and the market?

Do we understand the market?

Are we building the right product?

Will customers buy it?

Tools and Exercises

Blank, Steve. Slideshare. The Tactics of Conducting Customer Discovery.

Blank, Steve. Founders Workbook. A companion to the Startup Owner’s Manual. (Website: Zoomstra.com/foundersworkbook)

You may also be interested in…