Customer Development Surveys Always Suck For B2B
Customer development surveys always sucks for B2B: have a conversation instead.
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Customer Development
Startup Stages: Survive, Explore, Focus, Refine, Grow
SKMurphy’s Startup Stages: Idea, Open for Business, Early Customers, Finding Your Niche, and Scaling Up also map to Survive, Explore, Focus, Refine, and Grow.
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We Help Teams of Experts Find Leads and Close Deals
If you have demonstrated domain knowledge and expertise, a plan for having a significant impact on a customer problem, and are in the process of exploring the early market for your offering or trying to build on a handful of early customers, we can help find leads and close deals. The majority of our clients
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Tristan Kromer: You Can Tell a Good Advisor by Their Questions
Tristan Kromer: A good startup advisor not only offers advice, but challenges you with questions that make you think and revisit assumptions.
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Q: We Already Have a Prototype, Can We Still Do Customer Development?
Product-market fit is not a ratchet: competitive response, new entrants, changes in technology and customer preference require ongoing customer development. You will need to continue to do customer development–and customer discovery for that matter–even after you have a first prototype, an MVP, early customers, and an established niche. Markets and competitors don’t stand still, no
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What is Lean? Lean Innovation 101 on May 27, 2014
What is Lean? Lean Innovation 101 on May 27, 2014 Sean Murphy is honored to speak at Linked CXO Forum on Tuesday, May 27th, 2014 at Haworth Showroom in San Francisco, California. Linked CXO provides networking for senior executives – “Bosses Need Professional Development, Too.” “Lean” provides a scientific approach for creating a product and
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Don’t Ask Your Next Question Before You Learn From The Last Answer
When you are interviewing a prospect don’t ask your next question before you learn from the last answer. If they are not asking you questions it’s deteriorated into an interrogation.
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Q: How Much Attention Should I Pay To Potential Competition?
Instead of looking left and right for potential competition, I would walk around the table and look at the situation from your prospect’s perspective.
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Without A Revenue Hypothesis Your Business Model Is a List of User Activities
Without a revenue hypothesis your business model is just a list of activities users are engaging in. You need to map customer actions to revenue and costs.
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Discovery Kanban Helps You Manage Risks and Options In Your Product Roadmap
Patrick Steyaert (@PatrickSteyaert) of Okaloa developed the Discovery Kanban model to manage risks and options in a product roadmap.
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Plant Acorns With A Customer Development Interview
A customer development interview should be treated as a conversation that can enable a future business relationship. Use it to plant acorns .
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Lean Startup Conference 2013 Roundup
This post curates content and commentary related to the 2013 Lean Startup Conference: videos, blog posts, slides, articles, etc.. I will continue to update it until about mid-February 2014 as videos, slide decks, blog posts and articles related to the 2013 Lean Startup Conference are published. If I have overlooked a post or other content
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MVP Clinic for Social/Community Apps Wed-Oct-23
MVP Clinic for Social/Community Apps Wed-Oct-23 If you are planning a new service offering, involving technologies and social interactions between customers, this clinic on minimum viable service can help you learn your way out of conflicting assumptions, lack of relevant data, difficulty understanding service value, and resource constraints. This is especially the case if you
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8 Tips For Interviewing Experts
Interviewing experts requires you to respect their time, doing basic research in advance to prepare a clear agenda and avoid unnecessary questions.
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Preserving Trust And Demonstrating Expertise Unlocks Demanding Niche Markets
Preserving Trust And Demonstrating Expertise Unlocks Demanding Niche Markets Q: We are preparing to enter a B2B market where the potential buyers are high-value but relatively few in number and close-knit. I am concerned that they will have a low tolerance for a minimum viable product (MVP) approach; much less pre-MVP research that misses the
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What is Under Your Control in an MVP
What is Under Your Control in an MVP? Your target customer, the problem you solve for them, and what capabilities you offer to help them.
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Customer Discovery Conversations While Driving Are Not a Good Idea
It’s a bad idea to have a customer discovery conversation when you cannot be fully present and take notes. You don’t have to be face to face.
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Use E-Mail Like a Walkie-Talkie, Not A Bullhorn
Firms make a mistake when they treat email like a bullhorn, a tools for broadcast, instead of a walkie-talkie that enables a conversation.
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Even For Demanding Markets, An MVP That’s a 70% Solution is Often Good Enough
Stripping the least useful third of the features requested allows you to deliver a 70 percent solution much more rapidly that’s often good enough.
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MVP: Are You Building a Death Star?
Empires build Death Stars, rebels build X-Wing fighters. If your startup’s minimum viable product is a Death Star you are doing it wrong.
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