The Customer Development Game (@ UXCampLondon)

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Decidedly beta- and non-final version of a talk on Customer Development given at the Jul 9th UXCampLondon unconference. Final version will form part of the Customer Development Game session at Agile 2011 in August at Salt Lake City.

Design Business Technologie

The Customer
Development Game
(beta)

Adrian Howard
adrianh@quietstars.com
@adrianh

Today’s buzzwords

•Agile
• Customer Development
• Lean Startup

The Business Plan

1.Vision
2.Lots of hard work
3.Proﬁt

Underpants Gnomes

1.Collect underpants
2.?
3.Proﬁt

customer customer company company
discovery validation creation bulding

1) Do we solve
a problem?

customer customer company company
discovery validation creation bulding

1) Do we solve 2) Do we have
a problem? a market?

customer customer company company
discovery validation creation bulding

1) Do we solve 2) Do we have
a problem? a market?

customer customer company company
discovery validation creation bulding

pivot

1) Do we solve 2) Do we have 3) Grow the
a problem? a market? market

customer customer company company
discovery validation creation bulding

pivot

1) Do we solve 2) Do we have 3) Grow the 4) Grow the
a problem? a market? market company

customer customer company company
discovery validation creation bulding

pivot

Lean Startup
=
Customer Development
+
Agile

1) Do we solve 2) Do we have
a problem? a market?

customer customer
discovery validation

pivot

Hypothesis Test

customer customer
discovery validation

pivot

“Getting out of the building”
– Steve Blank

1. Document your hypothesis

2. Do as little as possible to test (MVP)

3. Listen. Tweak. Repeat.

Document the
hypotheses
• Worksheets (Steve Blank)
• Business Model Canvas (Alexander
Osterwalder)
• Startup Canvas (Rob Fitzpatrick’)
• Lean Canvas (Ash Maurya)

Features Problem

Value Customer
Proposition Segment
Revenue
Channel
Model

External
Market KPI
Risks

Further reading
• “The Four Steps to the Epiphany” by Steve Blank
(warning: this really needed a good editor)

• “The Entrepreneur’s Guide to Customer
Development” by Brant Cooper & Patrick
Vlaskovits (the thin version of FSTTE)

• “Business Model Generation” by Alexander
Osterwalder & Yves Pigneur

• http://steveblank.com

• http://startuplessonslearned.com

custdevgame.com

Adrian Howard
adrianh@quietstars.com
@adrianh

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