#acl +All:read
CustomerDevelopment의 첫 번째 단계.

 1. CustomerDiscovery
 1. CustomerValidation
 1. CustomerCreation
 1. CompanyBuilding

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>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 ==

||<#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||