If you missed The Nitty Gritty of Setting Up Customer Discovery Meetings by David Telleen-Lawton at The Lean Startup Conference 2015, he shared the down and dirty details of setting up meetings for Customer Discovery. Having set hundreds of B2B and B2C discovery meetings over the years, Telleen-Lawton tells how to reach out and set these meetings.
Read the full article: The Nitty Gritty of Setting Up Customer Discovery Meetings
Here is the talk description from the 2015 Lean Startup Conference
This talk will focus on the down and dirty details of setting up meetings for Customer Discovery. The mindset you need, combined with specific tactics on how to will be discussed. Having set hundreds of B2B and B2C discovery meetings over the years, Telleen-Lawton has employed every stall tactic and excuse to delay reaching out and setting these meetings. He’ll show you how to avoid them and get on the fast track to a bull’s-eye product and a sustainable business model…or the realization that time would be better spent on a different idea.
David Telleen-Lawton has spent almost all of his 37-year career in startup companies, responsible for identifying the business opportunity and what it takes to develop it. As a consultant and as an employee, his companies have ranged from financial management software to medical respiratory equipment, from in-building wireless communication systems to an app to locate a loved one’s grave.
In all cases, these were new-to-the-world products or services or new-to-the-company markets. This meant the primary agenda was discovering whether a worthwhile business opportunity existed and the right way to be in business.
Consequently, each challenge began with reaching out to the decision makers and users that the founders/inventors believed were the likely customers. Prospective customers ranged from consumers to F500 CIOs. Once in contact, this meant qualifying and setting up a meeting with the decision-making teams on each side — developing the customers while developing a bull’s-eye product…or figuring out everyone’s time was better spent on a different idea. Tens of products, hundreds of meetings, a thousand calls.
Today, David Telleen-Lawton is employing the Customer Discovery framework and techniques to craft a new Master of Technology Management (MTM) degree at UC Santa Barbara and to coach MTM students on a Career Discovery & Exploration process to identify their dream career or dream calling…and a job upon graduation.