The Achilles Heel of Customer Development

Before you can pitch the “right” solution, you have to understand the “right” customer problem.

In Ash Maurya #RunningLean workshop in Paris last month Ash put the emphasis on the learning rather than pitching at the earlier stage of Customer Discovery which he describes here

  • Build a frame around learning, not pitching
  • Create a script
  • Start with people you know
  • Take someone along with you
  • Record your learning

 

Problem-Script-Deconstructed_White

 

Bounce Lean Canvas

Bounce Lean Canvas Rev. 1 – Customer Development Labs

Demonstration by Justin Wilcox of the Lean Canvas/ Nine blocks

Capture Your Business Model in 20 Minutes | Lean Canvas Course

If you spend more than 20 minutes creating your first canvas you are doing it wrong.

Here’s why…

  • Most Plan As don’t work
  • It’s very easy to fall into the analysis/paralysis trap and spend a ton of time trying to create that perfect plan.
  • It isn’t necessarily starting with a perfect plan, but finding a plan that works before running out of resources.
  • In other words: You need to get out of the building.

http://leancanvas.com/blog/lessons/20-minute-challenge.html