Diff for "CustomerDiscovery"

Differences between revisions 1 and 2

Phase	Goals	Deliverables
0. Get Buy-in	Investors / founders agree on CustomerDevelopment, key hires, and values.	Buy-In, Core Values
1. State Hypotheses	Set product specs, develop detailed hypothesis of product, first customers, channels and pricing, demand, market, and competition.	Hypothesis Briefs
2. Test & Quality Hypotheses	Test hypotheses from phase 1. Understand customers' "day in the life"	Validate
3. Test & Qualify Product Concept	Test product concept. Do customers' needs match the product?	Hypotheses
4. Verify	Found the right market? Have a profitable business?	Validate

1. State Hypotheses

Phase	Goals	Deliverables
1. Product Hypotheses	Get agreement on product features, benefits, and release schedules	Product Brief
2. Customer Hypotheses	Describe customers, their problems, and why they will use the product	Customer Brief
3. Channel & Pricing Hypotheses	Develop a channel strategy and pricing model	Channel and Pricing Brief
4. Demand Creation Hypotheses	Identify demand creation strategy, influencers, and trends	Demand Creation Brief
5. Market Type Hypotheses	Describe what market you are in (new, existing, resegmented)	Market Type Brief
6. Competitive Hypotheses	Develop competitive analysis that fits your market type	Competitive Brief

2. Test & Quality Hypotheses

Phase	Goals	Deliverables
1. First Customer Contacts	Create customer list and schedule the first customer contacts	Customer List
2. Problem Presentation	Develop presentation of problems, current solutions, product solution	Problem Presentation
3. In-Depth Customer Understanding	Understand how customers work, their problems and who else influences their decisions	Customer Brief
4. Market Knowledge	Understand the market: meet w/analysts & media, trade shows, research	Positioning Brief

3. Test & Qualify Product Concept

Phase	Goals	Deliverables
1. First Reality Check	Review customer / product feedback & test phase 1 customer problem assumptions	Revise Product Customer Brief
2. Product Presentation	Create product presentation on how product solves customers' problems	Product Presentation
3. More Customer Visits	Expand customer list to include five new potential customers	Customer List
4. Second Reality Check	Review product feature feedback and test	Updated Feature List
5. First Advisory Board Members	Spot and recruit first advisory board members	Advisors on Board

4. Verify

Phase	Goals	Deliverables
1. Problem Verification	Verify that you have identified a problem that a customer wants solved	Problem Statement
2. Product Verification	Verify that the product solves customer's needs and its ROI	Product Requests Document
3. Business Model Verification	Verify that you have a profitable business model	Updated Revenue / Sales Plan
4. Iterate or Exit	Decide whether you have learned enough to go sell	Business / Product Plan

-  ⇤ ← Revision 1 as of 2013-07-30 16:13:01 → 
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+   ← Revision 2 as of 2013-07-30 16:24:18 → ⇥
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+||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. Product Hypotheses||Get agreement on product features, benefits, and release schedules||Product Brief||
||2. Customer Hypotheses||Describe customers, their problems, and why they will use the product||Customer Brief||
||3. Channel & Pricing Hypotheses||Develop a channel strategy and pricing model||Channel and Pricing Brief||
||4. Demand Creation Hypotheses||Identify demand creation strategy, influencers, and trends||Demand Creation Brief||
||5. Market Type Hypotheses||Describe what market you are in (new, existing, resegmented)||Market Type Brief||
||6. Competitive Hypotheses||Develop competitive analysis that fits your market type||Competitive Brief||

== 2. Test & Quality Hypotheses ==

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. First Customer Contacts||Create customer list and schedule the first customer contacts||Customer List||
||2. Problem Presentation||Develop presentation of problems, current solutions, product solution||Problem Presentation||
||3. In-Depth Customer Understanding||Understand how customers work, their problems and who else influences their decisions||Customer Brief||
||4. Market Knowledge||Understand the market: meet w/analysts & media, trade shows, research||Positioning Brief||

== 3. Test & Qualify Product Concept ==

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. First Reality Check||Review customer / product feedback & test phase 1 customer problem assumptions||Revise Product Customer Brief||
||2. Product Presentation||Create product presentation on how product solves customers' problems||Product Presentation||
||3. More Customer Visits||Expand customer list to include five new potential customers||Customer List||
||4. Second Reality Check||Review product feature feedback and test||Updated Feature List||
||5. First Advisory Board Members||Spot and recruit first advisory board members||Advisors on Board||

== 4. Verify ==

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. Problem Verification||Verify that you have identified a problem that a customer wants solved||Problem Statement||
||2. Product Verification||Verify that the product solves customer's needs and its ROI||Product Requests Document||
||3. Business Model Verification||Verify that you have a profitable business model||Updated Revenue / Sales Plan||
||4. Iterate or Exit||Decide whether you have learned enough to go sell||Business / Product Plan||