A lot of customer development literature—including the first edition of Lean B2B—focuses on finding problems. Although problems can help to identify opportunities, there are a few reasons why I no longer recommend starting by looking for problems to solve: Problems lead to missed opportunities: As
“Feedback is just noise until you segment it.” – Des Traynor, Intercom Co-Founder By the end of this article, your users and customers—whether you have one or a thousand—will fit on a map like the following: They will be from different markets, they will have
As you’re going through series of customer discovery interviews, it’s a good idea to write down your notes and impressions right after the interviews to make sure you’re not forgetting anything. Then, with the benefit of distance, listen to the interviews. By re-listening to the
For each hour of customer development interviews, businesses tend to save 5 to 10 to 20 hours of wasted development time. — Cindy Alvarez, Lean Customer Development Author The biggest challenge when you’re starting out is making sure you’re getting valid data consistently to learn
How do you uncover unmet needs in the market?How do you discover what your customers want?How do you decide what to build?How do you find out what businesses will pay for? Does it start at the drawing board?Is it about listing thoughts and ideas in
You managed to find early adopters for your startup, now what? You can use the good ol’ telephone to reach out, connect via InMail (LinkedIn), direct messages (Twitter) or through Quora’s messaging system, but chances are, cold emails will be your best option. Do cold
Suppose you’ve signed up a few early adopters as customers. You’re starting to get a sense of who your ideal customer should be. You want to expand and find B2B customers. How do you know who to reach out to? The first thing to do
