A Modern Approach to Customer Development

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Customer DevelopmentThe focus on this set of slides are on customer development, mainly motivated by Steve Blank’s “4 Steps to Epiphany”, and centered a lot on customer discovery & validation. Based on a three hour session I have conducted on customer development for a summer school between Nanyang Technopreneurship Centre, Nanyang Technological University & Chonnam University, Korea on 18 June 2013. As the primary objective of a startup is to validate its business model hypotheses (and iterate & pivot until it does), the entrepreneur needs to work out the customer discovery process by performing small experiments to engage the customers to see if they will buy or pay for the products/service that you are selling them to. The talk also addresses the lean business canvas and helps the team to think about how to size the market and work out the channels on how they can get and grow customers.

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Bernard Leong

A Pragmatic Idealist