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​Best Practices


  • Pre-Planning 1
  • Pre-Planning 2
  • Pre-Planning 3
  • Interviews 1
  • Interviews 2
  • Asking the Right Question
  • Death by Demo 1
  • Death by Demo 2
  • Assuming You Know
  • Death by PowerPoint
  • Understanding the Problem
  • Customers Lie
  • The Distracted Customer
  • Engaging the Customer
  • Customer Empathy - IMPORTANT!
  • The User, The Buyer, and the Saboteur
  • The Multi-Person Interview
  • B to B to C
  • Existing vs. New Markets
  • Public Interviews
  • Extracting Insight from Data
  • Getting the MVP Right
  • Pay Attention to Outliers  - Startups are not run by accountants / pay attention to the insights from data - IMPORTANT!
  • The Other 85%

Topic 1: What We Know

  • What We Now Know
  • History of The Corporation
  • Startups are NOT Smaller Versions of Large Companies
  • Strategy
  • Process
  • Waterfall Development
  • Customer vs. Product Development
  • Why Do Startups Fail?
  • Why Do Startups Fail Solution?
  • Organization
  • Entrepreneurial Education
  • Startup Outcomes
  • Startup Outcomes Solutions

Topic 1.5A: Business Models and Customer Development

​
  • What is a Company?
  • Business Model
  • Business Model Canvas Value Proposition
  • Business Model Canvas Customer Segments
  • Business Model Canvas Channels
  • Business Model Canvas Customer Relationships
  • Business Model Canvas Revenue Streams
  • Business Model Canvas Key Resources
  • Business Model Canvas Key Partners
  • Business Model Canvas Key Activities
  • Business Model Canvas Costs
Key Resources

4 Categories of Key Resources:

  1. Physical – Buildings, vehicles, machines, raw goods, etc.
  2. Intellectual – Brand, proprietary knowledge, patents, partnerships, etc.
  3. Human – Creativity, experience, etc.
  4. Financial – Cash, credit, stock, etc.

Key Activities
  • Marketing: marketing, communications, advertising
  • Production: Designing, quality control, producing, assembly
  • Distribution: Transportation, supply-chain, logistics
  • Problem solving: Training, studying metrics, improving.
  • Platforms: Website updating, promotion, IT.
  • Networks: Primarily people networks
  • Financial: Securing a merchant account, shop management, ecommerce.
  • etc.
 
Customer Relationships:
  • Personal Assistance
  • Dedicated Personal Assistance
  • Self-Service
  • Automated Services
  • Communities
  • Co-Creation

Topic 1.5B: Business Models and Customer Development

  • Hypotheses OR Guesses
  • Customer Development Process
  • Four (4) Phases of Customer Development
  • Four (4) Phases of Customer Development Solution
  • Customer Development Done By Founders
  • Hypothesis Testing
  • Minimum Viable Product
  • Pivot
  • Customer Discovery
  • Phases of Customer Discovery
  • Phases of Customer Discovery Solution
  • Customer Validation
  • Market Opportunity Analysis
  • Total Available Market
  • JerseySquare Market Size
  • Market Size Summary
  • Estimate SAM
  • Estimate SAM Solution
  • JerseySquare Introduction
  • JerseySquare Self-Intro
  • Optional Reading

Topic 2: Value Proposition


  • Value Proposition
  • Where Do Product and Market Go?
  • Where Do Product and Market Go Solution?
  • Relationship Between Value Prop and Customer Segments
  • Relationship Between Value Prop and Customer Segments Solution
  • Value Proposition and the Minimum Viable Product
  • Initial Planning
  • Initial Planning Solution
  • Customer Archetype
  • Importance of Customer Archetype
  • Importance of Customer Archetype Solution
  • Talk to Customers
  • Value Proposition Product
  • Value Proposition Services
  • Amazon’s Product
  • Amazon’s Product Solution
  • Pain Killers Hypotheses
  • Pain Killers Problem OR Need
  • Pain Killers Ranking
  • Gain Creators Hypotheses
  • Gain Creators Ranking
  • MVP Physical
  • MVP Web/Mobile
  • MVP
  • Purpose of MVP
  • Purpose of MVP Solution
  • The Art of the MVP
  • Common Mistakes With Value Proposition
  • How to Build a Startup 2: Value Proposition Questions
  • Technology and Market Insights
  • Types of Value Proposition
  • How to Build a Startup 4: Product
  • JerseySquare Value Proposition
  • Value Proposition Examples
  • Optional Reading

Topic 3: Customer Segments


  • Customer Segments
  • Product Market Fit
  • Jobs To Be Done
  • Rank and Day In The Life
  • Customer Gains
  • Customer Pains
  • Customer Archetype
  • JerseySquare Archetype
  • Customer in Context
  • Types of Customers
  • Types of Customers Solution
  • Signals and Experiments
  • 2 Sided Market
  • Market Matching
  • Market Matching Solution
  • Market Types Introduction
  • Multiple Customer Segments
  • E. Coli Example
  • Existing Market
  • Resegmented Market
  • New Market
  • Clone Market
  • Time to Profitability
  • Time to Profitability Solution
  • Existing Market Extended
  • Re-Segmented Market Extended
  • New Market Extended
  • Consequences of Not Understanding A New Market
  • Clone Market Extended
  • JerseySquare Customer Segments
  • Examples
  • Optional Reading and Homework

Topic 4: Channels

  • Introduction
  • Distribution Channels Overview
  • Your Product
  • Your Product Solution
  • Web Distribution
  • Physical Distribution
  • Distribution Complexity
  • Distribution Complexity Solution
  • Product Channel Fit
  • Product Channel Fit Solution
  • Indirect Channel Economics
  • OEM Channel Economics
  • Channel Profit Fit
  • Channel Profit Fit Solution
  • JerseySquare Channels
  • Optional Reading

Topic 5: Customer Relationships

  • Customer Relationships
  • Three (3) Components
  • Three (3) Components Solution
  • Customer Archetypes
  • Paid Demand Creation
  • Earned Demand Creation
  • Get Keep Grow
  • Customer Acquisition Quiz
  • Customer Acquisition Quiz Solution
  • Get Physical
  • Viral Loop
  • Get Alternatives
  • Keep Physical
  • Grow Physical
  • Get Web
  • Web Customer Acquisition Cost
  • CAC
  • CAC 2
  • Keep Web
  • Grow Web
  • JerseySquare Customer Relationships
  • Lifetime Value
  • Lifetime Value Solution
  • JerseySquare Customer Relationships II
  • Optional Reading

Topic 6: Revenue Model


  • How Do You Make Money?
  • Common Mistakes
  • Revenue Streams and Price
  • Revenue Streams and Pricing - Quiz
  • Revenue Streams and Pricing Solution - Quiz
  • Direct and Ancillary Models
  • Revenue Streams
  • Revenue Streams Solution
  • Pricing
  • Fixed and Dynamic Pricing Tactics
  • Fixed and Dynamic Pricing Tactics Solution
  • Common Startup Mistakes
  • Market Types and Pricing
  • Single and Multiple Side Markets
  • Revenue First Companies
  • Market Type and Revenue
  • Draw the Diagram
  • JerseySquare Pricing
  • Key Revenue Model Questions
  • Market Size and Share
  • JerseySquare Revenue II
  • Optional Reading and Homework

​

Topic 7: Partners

  • Partnerships
  • Why Should You Partner?
  • Why Should You Partner Solution?
  • Partner Definition
  • Types of Partners
  • Types of Partners Solution - http://types%20of%20partners%20solution/
  • Partner Resources
  • Partner Types
  • Greatest Strategic Alliance
  • Joint Business Development
  • Joint Partnerships and Startups
  • Co-opetition
  • Key Suppliers
  • Virtual Channels
  • Partner Risks
  • Managing Partners Risks
  • Investments
  • Startup Partner Strategies Summary
  • Optional Reading


​

Topic 8: Resources, Activities & Costs


  • Resources, Activities & Costs
  • Four (4) Critical Resources
  • Financial Resources
  • Financial Resources Quiz
  • Financial Resources Quiz Solution
  • Human Resources
  • Qualified Employees and Culture
  • Intellectual Property Overview
  • Intellectual Property Detailed
  • Intellectual Property
  • Intellectual Property Solution
  • Costs
  • Metrics That Matter
  • JerseySquare Revenue II
  • JerseySquare Partners, Resources, Activities, Costs
  • What’s Next

​

Also of Interest

  • A Complete Guide to Startup Advisors and Mentors
  • Startup Advisors: How Much Compensation / Equity to Give
  • Holloway Guide to Equity Compensation
  • Startups Don't Have to Fail, Irwin Stein​
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