Use this customer development and discovery strategy created by Steve Blank to find a foothold in the market for your company's offering(s)

1. Customer Development Cycle
Rahul Xavier Singh Anant Corporation

2. Business Platform Success
We design, build, and manage business
platforms by leveraging DataStax,
Sitecore, Salesforce, Quickbooks and
other cloud software.

3. Introduction
● Developed by Steve Blank after studying many start-ups
● What is it?
○ Theoretical model to help organizations discover their
customers
● Who is it for?
○ Any team that wants to develop a new product
● Why is it developed?
○ No structured process for locating customers and markets
○ Directs the team in right path and improves the chance of
success

4. 4 Recursive Steps

5. Customer Discovery
● Starts with a hypothesis
● Who are the customers?
● Are our products/services the solutions to their problems?
● Listen to the customers
● Products/services constantly revised based on customers

6. Customer Validation
● Verifies a company's market and customers
● Tests the products
● Established pricing
● Finds repeatable customers with a repeatable sales process
● Hypothesis is continuously revised

7. Customer Creation
● After a company has already had initial sales
● Makes heavy market spending after initial success
● Methods vary based on company
● Long term strategy rather than tactic

8. Marketing Strategies
● Existing Market
○ Take other company’s customers
● Resegmented Market (low cost entrant or niche player)
○ Focusing on certain customers’ needs within a market
● New Market
○ Create your own customers by educating

9. Company Building
● Transition from informal company development to formal
departments
● Create demand
● Grow business, to continue sales

10. Marketing Strategies
● Existing Market
○ Take other company’s customers
● Resegmented Market (low cost entrant or niche player)
○ Focusing on certain customers’ needs within a market
● New Market
○ Create your own customers by educating

11. Data & Analytics
Cassandra, DataStax, Kafka, Spark
Customer Experience
Sitecore
Information Systems
Salesforce, Quickbooks, and more
www.anant.us | solutions@anant.us | (855) 262-6826
3 Washington Circle, NW | Suite 301 | Washington, DC 20037