March 2020
Beginner
384 pages
9h 40m
English
Content preview from The Four Steps to the Epiphany
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Appendix B:CUSTOMER DEVELOPMENT CHECKLIST
The examples in this Appendix are used to illustrate the Customer Development methodology and process. Your process will differ depending on Market Type and company.
The example is of an Enterprise Software Company. Use it as a template to develop your own workbook specifically for your company/market.
Customer Discovery Board and Management Buy-In Worksheet 0-a
Goal of Phase 0-a: Agreement between investors and founders on Customer Development process and Market Type. Understand the difference between Product Development and market development.
- Author: Whoever is acting as CEO
- Approval: Entire Founding Team/Board
- Presenter: CEO
- Time/Effort: ½- to 1-day meeting of entire founding team and board
- Customer Development process emphasizes learning and discovery
- Decide if there is board and founding team buy-in for this process
- Ensure that there is enough funding for 2 to 3 passes through Customer Discovery and Validation
- Discuss Market Type
- Existing, Resegmented or New
- First pass with board on agreement of Market Type and different funding needs by type
- Agree on Customer Development Length
- Board agreement on how long to stay in Discovery and Validation
- Board agreement on Discovery and Validation exit criteria
Phase 0-a ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.