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Customer development is the practice of gaining customer insights through interviews and structured experiments to generate, test, and optimize ideas for products and services. Customer development is used to help build products that customers want and avoid spending time and money on products customers don’t want. It can be used to identify problems and new startup ideas, to test ideas, and to optimize ideas and existing products. Customer development helps us learn about our potential customers so we can build products they will actually use.
Customer development and Lean Startup methodology have become quite popular with entrepreneurs. This course can be a supplement to books like The Lean Startup and The Startup Owner’s Manual. Without rehashing too much of what they’ve taught, this is a tactical guide to practicing customer development. Many entrepreneurs and corporate innovators know they need to be practicing customer development, but don’t know how to do it in a way that will help them build awesome products.
How to Get Startup Ideas Through Customer Development
How to Test a Startup Idea’s Viability Before Building a Product
How to Find Customers to Interview
How to Ask for and Get Customer Interviews
First Steps After Coming Up With an Idea
The Best and Worst Customer Development Questions to Ask
How to Optimize Ideas and Existing Products
When I first learned about Lean methodology and customer development it was mind-blowing. I’ve been thinking of and evaluating startup ideas for as long as remember. It helped me to focus my ideas, and helped me avoid wasting a lot of time and money and products that no one actually wants. This book is a compilation of everything I’ve learned through study and practice.
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|Section 1: What Exactly is Customer Development?|
Definition, Goals, and OutcomesPreview
|Section 2: Principles of Customer Development|
Principles of Customer DevelopmentPreview
|Section 3: Four Phase Customer Development Process|
Intro + Problem Discovery
|Section 4: How to Get Startup Ideas|
Outline of Process for Generating Ideas
How to Choose a Customer Segment to Serve
How to Discover Ideas
|Section 5: How to Test Startup Ideas|
Testing Ideas: First Steps After a New Idea
|Section 6: How to Find Customers to Interview|
Intro to Finding Customers
14 Ways to Find Customers Part 1
14 Ways to Find Customers Part 2
|Section 7: Cust Dev Logistics|
How to Ask For Interviews and Frame the Conversation
What to Do Before, During, and After the Interview
|Section 8: Case Studies|
AirBnB, SinglePlatform, Yipit
|Section 9: Key Takeaways, Conclusion, and Next Steps|
To learn more, check out my book, Customer Development for Enterpreneurs: http://www.amazon.com/Customer-Development-Entrepreneurs-Products-ebook/dp/B00GCTYHQG/
Mike Fishbein is an entrepreneur in New York City, author of multiple books on entrepreneurship, and has advised both startups and Fortune 500 companies on customer development and new product innovation.
Mike is the Founder of stpcollege an education technology company in New York City. Prior to stpcollege, Mike was a founding team member of Casual Corp, a venture studio and corporate innovation firm founded by an accomplished serial entrepreneur. While at Casual Corp, Mike served as a lead product manager in launching three new consumer technology products. In addition, Mike advised some of the world's largest companies on new product innovation.
Mike's expertise lies in customer development, Lean product strategy, and customer acquisition. His writings on startup marketing and strategy have been published in Huffington Post, Entrepreneur, and more.
Mike has been starting companies since he was a teenager and serves as a resource and advisor to startups in New York City and abroad.