EIA2016Turin - Bret Waters. Know Your Customer: Customer Persona & Customer Validation
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EIA2016Turin - Bret Waters. Know Your Customer: Customer Persona & Customer Validation
- 1. European Innovation Academy Customer Development,Validation, and Personas. BretWaters 13 July 2016
- 2. View viewo o
- 4. <begin>
- 6. “Entrepreneurship is the pursuit of opportunity without regard to resources currently controlled”. Howard Stevenson, Harvard Business School
- 7. For my first startup I raised $7.5 million and went bankrupt. Five years later I raised $600K for new startup and had great success.
- 8. The difference wasn’t the money. The difference was that I learned to pick up and phone and call customers before building anything.
- 10. –Johnny Appleseed “Type a quote here.”
- 11. The valley of death. Congratulations! You’ve spent 2 years and $7.5 million proving that there is zero demand for your product! Traditional linear execution: Cool idea! Spend millions building it. Try to find some customers. Then we’ll scale it up!
- 12. “No business plan ever survived first contact with actual customers”. - Steve Blank
- 16. “Customer Validation proves that you have found a set of customers and a market who react positively to the product by spending their own hard-earned money on it” - Steve Blank
- 17. “Validated learning is the process of trying out an initial idea and then measuring it to validate the effect. Each test of an idea is single iteration in a larger process of many iterations whereby something is learnt and the lessons applied to the succeeding tests”. - Eric Ries, inThe Lean Startup
- 18. Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Build Measure Adjust Learn from customers, using small experiments, iterating constantly.
- 21. “Build things customers want” -Paul Graham, founder ofY-Combinator.
- 23. OK, so“finding out what customers want”sounds like a good idea. But how do we do that?
- 30. 2016 is the greatest time ever to start a business. The free tools available today to gain deep customer insight are amazing. Use them.
- 31. Mind the Mind.
- 32. Every entrepreneur’s worst enemies: •Confirmation bias. •The echo chamber effect.
- 33. Mind the Mind. Don’t rely on your assumptions. Get out there and test them.
- 39. Understanding your customer segments and personas will help you to scaffold your markets.
- 40. Scaffold
- 42. Create Personas who represent your various customers. Some customers are more influential than others, and some customers are easier to reach than others. Scaffold your markets.
- 44. I’m going to tell you right now the most important thing you will get from these three weeks at the European Innovation Academy.
- 48. Thank you. Now go build some great companies. #EuropeanInnovationAcademy <end>