Customer Development Flow Chart | Market By Numbers | Marketing Help

By brantcooper, January 13, 2010 2:32 pm

Based on input from Steve Blank and others, I updated the Customer Development image I created a few weeks ago.  Steve suggested I attempt to structure the image so that it was business model-independent.  So it is, but with a web-based model serving as an example.  Image has explanatory tool tips, as suggested by Valto in comments.

customer development ii

Click to Enlarge and see tooltips

This is an excellent reference to help understand the flow of the lean customer development process. If you click thru to the image, there are even tooltips that explain some of the terms and phrases.

The Magic Word in Customer Development Emails

In Four Steps to the Epiphany, Steve Blank covers (pp. 59-60) strategies for making first customer contacts, the process for engaging early potential customers about your idea. I have been sending a lot of introductory Customer Development emails lately and helping several start-ups craft them. Some lessons learned.

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This is a good post that discusses how to contact potential customers in order to solicit input about what you are making. In lean customer development, this is a very important aspect of the whole process, as more feedback will result in better definition of what is working and what isn’t.

A Startup is Not a Smaller Version of a Large Company « Steve Blank

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This post from Steve Blank is a good summary about the growth of a startup to a more established company and how it doesn’t just happen over night. It looks like this will be a series of posts, so keep an eye on his blog or this space for the follow-up posts.

I think one of the points that is alluded to, but perhaps not stressed, is that during this process, many times the original founders will get politely (or less politely) dumped out of the organization, as the personalities that can get a startup off the ground can usually just as quickly create a large crater when they drive it even faster back into the ground. This perhaps hurts some feelings, but makes sense in terms of what will allow the business to grow.