内容简介

This book, The Entrepreneur’s Guide to Customer Development: A cheat sheet to The Four Steps to the Epiphany By brant & Patric represents another milestone. Not only is it the first “third party” eBook about Customer Development, it raises the bar. Authors Brant Cooper and Patrick Vlaskovits have integrated the thinking of leading Customer Development practitioners and evangelists so any entrepreneur can apply them to his or her startup. They have distilled Customer Discovery into a series of steps illustrated with clear examples, concrete action items, and traps to avoid. This is a must read for all startups and their stakeholders.

The Customer Development framework is not tied to a particular business type, market segment, or product category. Company size, revenues, or location are im-material, as long as the company is planning on launching a new product. Anyone can benefit from Customer Development thinking. The philosophy applies to all entrepreneurs even though specific Customer Development processes are typically associated with those businesses just “starting up.”

Regardless of the stage your business is in, those of you most likely to pick up The Entrepreneur’s Guide to Customer Development are significantly involved in a startup technology company, either as a developer, product manager, or founder. Fundamentally, this is a book for entrepreneurs who are willing and able to question their most tightly-held business assumptions; it is for this group of people this eBook will benefit the most.

作品目录

1. Introduction

Why this book?

Who Should Read This

2. Customer Development

What Customer Development Is

What Customer Development Is Not

Three Levels of Learning

Getting Started

3. Case Study: Naive Thinking

4. Concept Definitions

Early Adopters/Early Evangelists

Segmentation

Market Type

“Non-Traditional” Business Model

Positioning

Product-Market Fit

Minimum Viable Product (MVP)

Lean Startup

Pivot

Getting Out of the Building

5. Case Study: Multiple Pivots

6. Know The Business

To the Whiteboard

An Example

Know Thyself

7. Case Study: On Customer-Centric Cultures

8. 8 Steps to Customer Discovery

Overview

Step 1. Document C-P-S Hypotheses

Step 2. Brainstorm Business Model Hypotheses

Step 3. Find prospects to talk to

Step 4. Reach out to prospects

Step 5. Engaging Prospects

Step 6. Phase Gate I Compile I Measure ITest

Step 7. Problem Solving Fit/MVP

Step 8. Phase Gate II Compile I Measure ITest

9. Case Study: Testing Towards a Scalable Business Model

10. Conclusion

Summary

Resources

About the Authors