#acl +All:read

CustomerDevelopment의 두 번째 단계

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

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. Get Ready to Sell||Produce preliminary version of sales materials and sales roadmap. Ensure all your exec's are in agreement||Action||
||2. Sell to Visionary Customers||Test product and road map with earlyangelists who can buy an unfinished and unproven product||Validation||
||3. Develop Positioning||Articulate belief about your product and your place in the market||Action||
||4. Verify||Have customers bought product and vision? Will it scale?||Validation||

== 1. Get Ready to Sell ==

||<#eeeeee>Phase||<#eeeeee>Goals||<#eeeeee>Deliverables||
||1. Articulate Value Proposition||Develop value proposition||Value Proposition||
||2. Prepare Sales Materials and a Preliminary Collateral Plan||Develop a preliminary distribution channel plan||Collateral Sales Materials & Preliminary Sales Roadmap||
||3. Develop a Preliminary Channel Plan||Develop a preliminary distribution channel plan||Channel Plan||
||4. Develop a Preliminary Sales Roadmap||Develop a preliminary sales roadmap||Sales Roadmap||
||5. Hire a Sales Closer||Hire a sales closer||Sales Closer||
||6. Align Your Executives||Agreement across company on schedule, deliverables, support, and collateral before you commit to product deliverables||Collateral Review||
||7. Formalize Your Advisory Board||Enlist needed advisors||Advisory Board Roadmap||