Customer Development

Q: Helping Customers On Hold

It’s important to understand who your customer is and what their critical business needs are. Helping customers is only possible once you have identified who you are truly serving (who will pay you) and which of their needs or problems you can help them address.

Five Tips For Activating Your Network of Relationships

A startups social capital, the network of relationships that the founders have with friends, former co-workers and associates, and friends of friends represent a key resource for the team. It’s possible to activate this network to help you solve a variety of problems–e.g. finding a cofounder, finding early employees, finding contractors, finding early customers, finding investors, …

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Getting Better at Customer Discovery Conversations

Getting better at customer discovery conversations requires preparation, practice, note taking, and follow-up. It can also be tremendously helpful if you can arrange for a partner who can observe, contribute,  take notes, and de-brief with you. Even if you are a solo entrepreneur “trade interviews” with another entrepreneur: agree to help them with one of their …

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Customer Development: Scouting A New Market

There are no undefended markets. Established markets are characterized by entrenched competitors who have strong brand identify and deep customer relationships. Although Bill Hewlett always strove to “attack the undefended hill,” the reality is that any market worth having is at least lightly defended by the status quo of current alternatives. When scouting a new …

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Recap Customer Development & Pricing For B2B Startups Jan-19-2016

I led a very interactive session on customer development and pricing for startups on Jan-19-2016 with the Montreal Lean Startup Circle. I have included the slides and their text but they comprise only about 1/6 of the session, the bulk of which was having different entrepreneurs in the audience present their challenges with customer development …

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David Telleen-Lawton Presents at Lean Startup Conference 2015

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 …

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Newsletter: Customer Discovery Interviews

SKMurphy Newsletter for October 2015 This blog post summarizes our October newsletter, you can subscribe to the monthly SKMurphy newsletter using the form at the right Customer Interviews Customer Discovery interviews are key to discovering whether or not a market exists for your product or service and the skills and questions you hone in the early …

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