Customer Development Models

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@cyetain Presented by: Jabe Bloom CTO, The Library Corporation @cyetain http://blog.jabebloom.com Saturday, March 16, 13

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@cyetain http://tlclabs.co blog http://blog.jabebloom.com Send Anonymous Feedback http://sayat.me/jabebloom Joshua (Jabe) Bloom CTO : The Library Corporation & TLC Labs #leanusps Saturday, March 16, 13

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Theory Informed Practice Saturday, March 16, 13

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@cyetain We have learned to live in a world of mistakes and defective products as if they were necessary to life. It is time to adopt a new philosophy....-W. Edwards Deming Saturday, March 16, 13

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@cyetain Saturday, March 16, 13

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@cyetain “One must treat his theory-in-use as both a psychological certainty and an intellectual hypothesis.” -Chris Argyris Saturday, March 16, 13

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@cyetain Saturday, March 16, 13

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@cyetain fake dictionary page from colbertnation.com Saturday, March 16, 13

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@cyetain “Although theory without experiment is empty, experiment without theory is blind.” -Paul Thagard Saturday, March 16, 13

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A startup is a temporary organization in search of a scalable, repeatable, profitable business model -Steve Blank Saturday, March 16, 13

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A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty. -Eric Ries Saturday, March 16, 13

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@cyetain Build Measure Learn Saturday, March 16, 13

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@cyetain Build Measure Learn Saturday, March 16, 13

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@cyetain Build Measure Learn Build Measure Learn Saturday, March 16, 13

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@cyetain Build Measure Learn Build Measure Learn Saturday, March 16, 13

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@cyetain Build Measure Learn Saturday, March 16, 13

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@cyetain Enter Desirable Result Effective Process Efficient Can We Can Find People to Use It Can We Deliver Perceivable Value Can We Do It Cheaper/Faster 1 2 3 Repeatable 5 Effort Sustainable We Can Afford to Provide this service 4 People Will Continue to Use or Convince Others to do so Saturday, March 16, 13

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Find Make Diffuse Saturday, March 16, 13

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FIND Saturday, March 16, 13

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If we do not know who the customer is, we do not know what quality is. -Eric Ries Saturday, March 16, 13

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@cyetain 0% 100% Probability of Failure 50% Potential Information Pretty Sure theory is wrong Pretty Sure theory is right Interesting Ideas Hidden Risk Hidden Value The Line of SURPRISE! Saturday, March 16, 13

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@cyetain Experience of Failure Number of Samples The Competency Trap Saturday, March 16, 13

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@cyetain 0% 100% Probability of Failure 50% Potential Information Saturday, March 16, 13

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@cyetain 0% 100% Probability of Failure 50% Potential Information Pretty Sure theory is wrong Pretty Sure theory is right Interesting Ideas Hidden Risk Hidden Value 1 2 3 During Customer Development Focus on Interesting Ideas Before Scaling Validate Your "We Know This Assumptions" to reduce risk of Failure Demand After Customer Validation Run experiments to Validate Assumptions of Failure 2 3 1 Saturday, March 16, 13

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@cyetain Saturday, March 16, 13

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@cyetain Saturday, March 16, 13

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MAKE Saturday, March 16, 13

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DIFFUSE Saturday, March 16, 13

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@cyetain Saturday, March 16, 13

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@cyetain $220,851,208.90 Saturday, March 16, 13

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“Success is not delivering a feature; success is learning how to solve the customer’s problem.” -Eric Ries Saturday, March 16, 13

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@cyetain Experiment: TLC Labs eBilbioFile • From idea to MVP in 2 weeks • Didn't build until we had 5 customers • Concierged first customers • Generated $2000 in revenue in first week • Added 10 customers a week while adjusting code, testing market • Average customer = $6,000 annual revenue • At 80 customers 6 weeks from full launch • Adding 15-20 customers per week • Addressable market = 11,000 US libraries Saturday, March 16, 13

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@cyetain The only way to win is to learn faster than anyone else. ― Eric Ries Saturday, March 16, 13

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@cyetain Lean Kanban North America : http://lkna.leankanban.com LeanUX NYC Keynote Speaker Lean Kanban North America : http://leanuxnyc.co Saturday, March 16, 13

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@cyetain Joshua (Jabe) Bloom CTO : The Library Corporation & TLC Labs http://tlclabs.co blog http://blog.jabebloom.com Send Anonymous Feedback http://sayat.me/jabebloom Saturday, March 16, 13