RODEOon wild horses and crazy cowboys
#openagilero
Octav Druta (@octavdruta)octavdruta.com
How do you minimize the risk of failing?
Exploration vs. Exploitation
Exploration vs. Exploitation
via @dvitanov
Company: Spec, develop & refine product for known customersvs.
Startup: Find customers for a spec’d product
How?
Biz Founder“envisions”
customers that have a problem
Tech Founderdefines solution&
Product Development
ConceptSeedRound
Beta Test
Launch1st Version
FAIL:Lack of
customers
Tech Founderdefines solution&Biz Founder
“envisions” customers that have
a problem
Agile Product Development
ConceptSeedRound
Beta Test
Launch1st Version
FAIL:Lack of
customers
via @sgblank
Biz Founder:defines & tests
problem hypothesis
Tech Founder:defines solution
(MVP)
Customer Discovery
Pivot
Customer Validation
Customer Discovery:Stop Selling, Start Listening
Customer ValidationDevelop a repeatable and scalable sales process
if Customer Validation fails then Pivot
A few examples:
• Customer need pivot: same customer segment, different need/problem
• Technology pivot: solve same problem but with different technology stack
• Channel pivot: same problem, same solution, different path to customers
via @ericries
More info about Customer Development
Thank you!
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