Customer Discovery

part of Customer Development process

Problem Interview before Solution Interview

Jobs To Be Done

Feb'2010: Ash Maurya's process - Unlike Enterprise Software, which can be chock full of features, web startups need to focus on the smallest feature set needed to learn from Early Vangelist-s or the MVP. After the first reality check, you should end up with a prioritized top 3 problem list which drives the features for your MVP. I stress the importance of then building out the MVP to the point where it’s demo-able.

Dec'2010: Jason Cohen on killing an idea that fails Customer Discovery. For me it comes down to this: Will they pay for it, and how much (Pricing)? You can't stop at "Do you think this is a good idea?" and the story of this marketing-measurement tool demonstrates why, because every last person said it was a good idea, and in fact it was not. How did this manifest?... I didn't figure out that this wasn't a proper business idea until we got to the question of price, because that's where the agreement ended. Some said that although this would save them $1000/mo in marketing spend, they still couldn't afford even $50/mo; it would have to be free. I know, that ROI argument makes no sense, but that's exactly why it was a bad sign. Others said $50/mo would be easy, and I should target the small business market, however it became clear that training and marketing costs with that audience would be large. Still others insisted that I go after the "big guys" in the market, which means charging at least $1000/mo, offering professional services, or partnering with other consultants who were willing to ditch the name brands for something better — though I was never able to locate a consultant willing to entertain that idea.

Jan'2013: Kevin Dewalt on avoiding bad interview questions.

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