David Telleen Lawton will offer a detailed briefing on the nuts and bolts of Customer Discovery Meetings from a sales perspective at Lean Culture on Tue-Jun-26-2018.
David Telleen-Lawton on Customer Discovery Meetings at Lean Culture Tue-Jun-26-2018 Read More »
Qualitative research that allows firms to understand unmet and emerging needs is now the bottleneck for the specification, development, and delivery of significant new products. This is the result of substantial investment in the last two decades in tools for software development, quantitative evaluative research, marketing and sales. This has fundamental implications for how product
How To Scale Up Qualitative Research Efforts Read More »
Exploration and discovery constitute significant activities for entrepreneurs. There are various metaphors–for example entrepreneur as researcher, entrepreneur as scientist, entrepreneur as journalist–this post uses entrepreneur as detective as a metaphor.
Entrepreneur as Detective Read More »
Whether you are interviewing potential employees or potential customers, don’t explore Thoughtland with a focus on predictions and beliefs. Instead, explore actual behavior and prior experience.
Don’t Explore Thoughtland In Interviews Read More »
The difference between scouting a new market and scouting a promising market is that the former may not exist–or come into existence–while the latter clearly exists because it’s already occupied.
Scouting a Promising Market: Sending Spies Into Canaan Read More »
Howard Marks wrote “Dare to be Great” in 2006 as a summary of challenges for successful investment: you have to be unconventional but correct. This advice applies to startups as well.
Howard Marks: “Dare To Be Great” Read More »
Mark Hanzo, CTO of Hanzo Archives, was interviewed by SimpleWeb as part of a series on validating startup ideas. I found his remarks on very practical and insightful and have added some observations of my own.
Mark Williamson, CTO of Hanzo Archives, on Validating Startup Ideas Read More »
Chip Conley shares how he was able to look at AirBNB’s operation with newcomer’s eye when he chose to reconceive bewilderment as curiosity.
Chip Conley: Reconceive Bewilderment As Curiosity Read More »
Customer development–discovery driven sales–requires that you first understand the customer’s problem then present a vision of a solution. If that is acceptable you can proceed to a demonstration that provides technical proof of value.
Our May 2017 Newsletter features four articles on new market exploration, one of the most difficult customer development challenges that entrepreneurs face. It requires strong interview, observation, and sense making skills.
Newsletter May 2017: New Market Exploration Read More »
There are a lot of misconceptions about finding early adopters of a new product or technology. It’s a question that comes up often in early market exploration: this post is a summary of my experience and current best thinking.
Q: Best Practices For Finding Early Adopters Read More »
I am at the Intrapreneurship Conference in Palo Alto today and “Monetizing Innovation” by Madhavan Ramanujam and George Tacke. The book is a fast read that incorporates a some pricing theory into new product introduction, here are nine rules they offer for a successful innovation.
Nine Rules from Monetizing Innovation Read More »
It’s important to understand who your customer is and what their critical business needs are. Helping customers is only possible once you have identified who you are truly serving (who will pay you) and which of their needs or problems you can help them address.
Q: Helping Customers On Hold Read More »
The customer determines the details that matter in assessing the quality of your product. Here is a true story where this was brought home to me.
The Customer Determines The Details That Matter Read More »
Some models I like for change management in organizations. Startup entrepreneurs frequently have to navigate the challenges managing change as a part of the sales process. Intrapreneurs should find this list useful as well. I welcome any suggestions for additions, refinements, or improvements.
Managing Change in an Organization: An Incomplete Resource List Read More »
A startups social capital, the network of relationships that the founders have with friends, former co-workers and associates, and friends of friends represent a key resource for the team. It’s possible to activate this network to help you solve a variety of problems–e.g. finding a cofounder, finding early employees, finding contractors, finding early customers, finding investors,
Five Tips For Activating Your Network of Relationships Read More »
Trying to take on established competitors using their same business model and value proposition is called “attacking a walled city.” It’s important to understand what your customer is actually paying for and find some way to offer a different value proposition.
Be Wary of Attacking a Walled City Read More »
A common mistake technical entrepreneurs can make is to focus on what’s easy to build, and enter a market with dozens of competitors without thought to differentiation. Or to hope that by making it “free” they can make money by selling ads.
Q: A Google Search Finds Dozens of Competitors, What Now? Read More »
David Telleen-Lawton has more than two decades of customer development. This blog post on the nitty gritty of setting up customer discovery meetings is adapted from his presentation at the 2015 Lean Startup Conference.
The Nitty Gritty of Setting Up Customer Discovery Meetings Read More »
Getting better at customer discovery conversations requires preparation, practice, note taking, and follow-up. It can also be tremendously helpful if you can arrange for a partner who can observe, contribute, take notes, and de-brief with you. Even if you are a solo entrepreneur “trade interviews” with another entrepreneur: agree to help them with one of their
Getting Better at Customer Discovery Conversations Read More »
