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NWEN Founder Institute Justin Wilcox Validating the Idea
- 4. Smarter than your Customers
• “If I had asked customers what they wanted,
they would have said faster horses.”
- Henry Ford
• Bullshit
• Horseshit
- 6. Chief Learning Officers
• CEOs
– Vision
– Smarter than customers
– Preserver
• CLOs
– Know just 1 thing - they know nothing
– Customers know everything
– Success = learning
- 7. My Story
• Left Microsoft
• I had
– Idea
– Customer
– Paying customer
– Lots more customers
• What I didn’t have
– Anything of value!!!
- 8. I didn’t know
• How many customers there were
• How much they would pay
• What it would take to make a real sale
- 9. What Happened
• Instead of testing…
– Build product
– Try selling to brick walls
• It took me 2 years to fail
– Could have failed in 2 weeks