Customer Development & Interviews
Lean Startup Machine AccraMay 16-18
Lenny Ayensu-Simmons@lennykweku
Business is an exchange of your product and your customer’s value (cash, batter)
Your customer is the one who is willing and has the ability to use your solution to meet his or her need.
Customers goes through a series of process before making purchase
Customer discovery
Customer Validation
Customer Creation
Company building
Problem Solution Fit
Proposed MVP
Proposed Funnel
Product Market Fit
Business Model
Sales and Marketing roadmap
Scale Execution
Scale Organization
Scale Operations
Customer Development Model
Creating a detailed customer profile will help in problem validation
Using the customer interview Process to validate customer’s problem (need)
Purpose
Person
Place
Customer Interview checklist
Customer intelligence is derived in data recording and storage
• Always qualify the person you’re talking to and make sure it fits your customer hypothesis
• The best question to start is always, “Tell me the story of the time you did…”
• Never ask a question that starts with the word “would,” ie. “Would you do X?” or
• “Would you pay for this?” These are hypothetical questions that produce inaccurate data
• Avoid Confirmation Bias by asking your team, “Could anyone disagree with this question?” The answer must always be yes.
• Avoid Observer Bias by with-holding the facts of what you’re testing or building (otherwise customers will reverse engineer the questions).
• Even better is if customers don’t even know it’s an interview.
7 Bonus Tips for Customer Development Interviews
Competitive analysis can be done once problem is validated
Tweak solution to meet customers need after problem is validated and competitors studied
THANK YOU
Lenny Ayensu-Simmons@lennykweku
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