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By brantcooper, January 9, 2010 1:59 pm

One of the more intriguing dynamics in startups and business in general, is customer communication. Customer Development is, of course, all about talking with customers to test fundamental business hypotheses, match product solution to customer problem, and in general, learn as much about them as possible in order more efficiently and effectively market and sell to them.

The tension comes from learning when to ignore your customers and when to take heed. Custdevguy reminds us that customers have their own agenda, which might not coincide with your own. Steve Blank reminds us that Customer Development is not just collecting web metrics and it’s not about focus groups. I’ve written before that Customers own the pain, Founders own the vision, meaning that as an entrepreneur, you must tailor your vision to solve the customer’s pain. That is the objective of speaking with your customers.

Sean Ellis perhaps says it best, describing the process as “honing in” on the “signal” that is the core value proposition of your product to your customer. What’s valuable about this description to me, is that rather than looking at what you need to ask each customer, it provides a high-level perspective on what your objective should be and how to get there.  It’s talking to enough customer and asking whatever questions necessary to hone in on the core value of the product.

Continue reading 'Treat Your Customers Like Children (or your Children like Customers)'»

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By brantcooper, June 4, 2009 4:37 pm

I love the work Eric Ries is doing with Lean Startup.  (IMO, coupled with an investment model where funds are predicated on implementation of lean startup principles and achieving specific customer development milestones #leanstartup could revolutionize the start-up and investment landscapes.)

Words are powerful and and the intent of catchy phrases can be lost when removed from their original context.  I brought this up before a few weeks back, when the “Fail Fast” meme was cruising through Twitter and among some cheerleaders, it seems, failing itself had become the best means to success, as if it were the end objective, as if tripping your way to finish line will ensure you are the winner.

So it goes, IMO, with this quote about the customer’s vision:

Early customers are often more visionary than the startup they work with for that product.

I’m not so sure.  Continue reading 'Who owns the vision?'»

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By brantcooper, April 1, 2009 6:39 pm

Lewis Mumford (1895-1990) was an American Architecture and Literary critic, as well as Sociologist and Philosopher.  I often attribute a particular quote to Mumford, though I can’t seem to locate the source.  When asked where to put a sidewalk, Mumford responds:

See where the people walk and then pave their path.

How many times have you seen two sidewalks intersecting at 90 degree angles, with worn grass cutting the corners?

There’s a fine line between executing on your vision and listening to your customers.  Consider Mumford’s quote, thinking of the sidewalk as the “vision” and the path as “customer needs.”

Continue reading 'Mumford's Law and Vision vs. Customer'»