Presentation to Lean Startup Machine NYC event, July 23, 2010

1. Customer Development in the Trenches Giff Constable Co-Founder & CEO, Aprizi July 23, 2010

2. Who am I? Startups Trilogy Envive Ithority*, acq by Opus360 Electric Sheep Company Aprizi* I blog here giffconstable.com *co-founder

3. The Context

4. The first rule of lean startup

5. There are no rules

7. Surveys, discussions

9. Paper mockups

11. Open Beta (high velocity learning) (in-person and phone best) (don’t make snap decisions) (don’t optimize for the wrong things)

12. The first rule of lean startup

13. But here is some advice* *worth the paper it is printed on, maybe

14. Doing a Customer Interview Work to their schedule Get psyched to hear things you don’t want to hear Disarm “politeness” training Start with behavior, not feedback Ask open ended questions Listen, don’t talk Encourage but don’t influence Follow your nose and drill down Parrot back to confirm Thank them Ask for introductions Write up your notes as quickly as possible

15. Learning Comes in Waves

16. Strip Out Everything But the Core Value Proposition

17. vs Pre-PM Fit, It’s All About People

18. Questions? Contact Info giff.constable@gmail.com http://giffconstable.com http://www.aprizi.com