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

 

Get Your Customers to Want to Pay

I find that people often misunderstand the “learning versus pitching” metaphor for customer interviews. Yes, your objective in customer interviews is to learn versus sell, but you can’t learn effectively when you’re too vague or open ended either. You have to go into interviews with clear falsifiable hypotheses that may very well be shattered. That’s okay -> http://blog.runningleanhq.com/get-your-customers-to-want-to-pay/

RunningLeanlogo

http://t.co/2SN66AP80l Get Your Customers to Want to Pay #runninglean #ashmaurya Customer interview methodology #custdev Startup
(https://twitter.com/YanThoinet/status/400235649128996864)

Get Your Customers to Want to Pay

I find that people often misunderstand the “learning versus pitching” metaphor for customer interviews. Yes, your objective in customer interviews is to learn versus sell, but you can’t learn effectively when you’re too vague or open ended either. You have to go into interviews with clear falsifiable hypotheses that may very well be shattered. That’s okay -> http://blog.runningleanhq.com/get-your-customers-to-want-to-pay/

RunningLeanlogo

http://t.co/2SN66AP80l Get Your Customers to Want to Pay #runninglean #ashmaurya Customer interview methodology #custdev Startup
(https://twitter.com/YanThoinet/status/400235649128996864)