CUSTOMER DEVELOPMENT @sonalpmane Startup Technologist - Microsoft

Customer Development? Heres how I did it!! Focus on Customers and Markets from Day One Find out if your potential customers suffer from a problem before you decide on the solution 1. FAIL FAST 2. BUILD THE MVP 3. ACQUIRE CUSTOMERS Build it and they will. Come! They may not! Heavy spending hit if product launch goes wrong Hiring and execution is based on hypothesis, not learning You wont know youre wrong until youre OUT OF BUSINESS Not All Startups Are Alike Start listening Test your hypotheses Truly know your customer Customer need Market opportunity Problem Solution Fit Split tests, Rapid deployment, Five Whys Sales Marketing Distribution channels CUSTOMER CREATION It is a strategy, not a tactic Start small and grow Year one objectives Demand creation Positioning and product launch Type of Market Existing Resegmented New Management Structure Mission Customer need Market opportunity #