Customers
Published on Nov 18, 2015
No Description
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
Customer Development
- Focus team
- Learn behavior
- Pinpoint demographics
- Save time + money
Not just what behaviour exists (in detail), but exactly WHY a customer does things. This can be irrational or unclear, so it is important to ask probing questions tailored to the interview. Whatever it takes to gain insight while still making the customer the expert.
Photo by Muffet
Customer Development
- Who customers are
- What needs they really have
- Behaviour
- What they'll pay for
Photo by rafael-castillo
The 5 Steps
- Hypothsis
- Find Customers to Interview
- Ask the Right Questions
- Understand The Answers
- Improve, Iterate + Respond
Photo by rosmary
A Hypothesis
I believe that [tech operations teams] experience [wasted time and budget] when [predicting network bandwidth usage for their growing companies].
- Amazon S3
The 5 Steps
- Hypothsis
- Find Customers to Interview
- Ask the Right Questions
- Understand The Answers
- Improve, Iterate + Respond
Photo by rosmary
Photo by peter.clark
Photo by Jo-Ann Stokes
This DUDE >
Photo by Mike Kniec
The Perfect Customer
- Pained by Problem
- Is aware of Problem
- Has been seeking a solution
- Has jimmy-rigged their own solution
- Has or can acquire a budget
Photo by kevin dooley
Why They Want to Help
- Helping others makes us happy
- We like to sound smart
- Fixing things gives us a sense of purpose
- When Donating, Time>Money
Photo by Connor Tarter
The 5 Steps
- Hypothsis
- Find Customers to Interview
- Ask the Right Questions
- Understand The Answers
- Improve, Iterate + Respond
Photo by rosmary
About the Interview
- Be Objective
- Validates / Invalidates
- Surprises
- Listen for Emotion
Photo by Portland Center Stage
Tips / Tricks
- Scheduling
- Introduction
- Closing the loop
- Thank yous
Abstracting / Disrupting
- Graph Tech's forte
- Abstract up to avoid incremental improvements
- See new opportunities
Photo by elias_daniel
EMPHASIS ON VIABLE NOT MINIMUM
- Graph Tech sells polished products
- Not software
- Concept of MVP must adapt --- packaging and marketing could be very iterative
Actual NOT Aspirational
- Would you do...
- How often have you...
- Very different, the second gives much needed feedback
- Hopeful execisers
The 5 Steps
- Hypothsis
- Find Customers to Interview
- Ask the Right Questions
- Understand The Answers
- Improve, Iterate + Respond
Photo by rosmary
Understand
- Within 5 interviews, excited customer
- Trends within 10
- Team categorizing activity
- Revise interview questions
- Open ended --- WHY
Product Walkthrough (PrePlay)
- Here's how to use it
- Correct me if you'd do it different
- Verify or invalidate our assumptions
- Opinionated and direct tone
