7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides http://slidepdf.com/reader/full/svfi-april-9-2013-customer-development-startup-research-jeff-bonforte-slides 1/18 Know your advantage? Product, Distro (supply), Sales/Marketing (demand), Business Model, etc. Failure feedback loop engineered at the core. Build systems and processes that fail a magnitude faster (and then again). You must break one or two “rules”, but you can’t break all rules. If you follow all the conventional wisdom; you’re dead already. But denying all logic is worse. Attack a big space. Give yourself a lot of room to specialize but still have a big problem to solve.
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SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
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7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
Know your advantage?Product, Distro (supply), Sales/Marketing (demand), Business Model, etc.
Failure feedback loop engineered at the core.Build systems and processes that fail a magnitude faster (and then again).
You must break one or two “rules”, but you can’t breakall rules.If you follow all the conventional wisdom; you’re dead already. But denyingall logic is worse.
Attack a big space.Give yourself a lot of room to specialize but still have a big problem to solve.
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
PRODUCTS NEED TO FOCUS ON THE EMOTIONAL DRIVERS FOR CONSUMERS
HORMONALANGRYSCAREDLONELY
The Irrational The Efcient The Laughers The ComfortableThe Lovers P R O V E
R B I A L C H A S M
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
http://slidepdf.com/reader/full/svfi-april-9-2013-customer-development-startup-research-jeff-bonforte-slides 9/18EVERY MONTH, OUR TELCOs SEND US A REMINDER OF WHY WE HATE THEMWITH HINDSIGHT, IT WAS SO OBVIOUS
The Angry22%
Efcient25%
The Laughers35%
The Comfortable15%
The Lovers3%
P R O V
E R B I A L C H A S M
VOICE
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
http://slidepdf.com/reader/full/svfi-april-9-2013-customer-development-startup-research-jeff-bonforte-slides 10/18IF ONLY WEBCAMS COST A LOT MORE ;)UH-OH. WHERE’S THE HATE?
The Efcient35%
The Laughers35%
The Comfortable15%
The Lovers3%
P R O V
E R B I A L C H A S M
The Angry?%
WEBCAM
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
http://slidepdf.com/reader/full/svfi-april-9-2013-customer-development-startup-research-jeff-bonforte-slides 11/18THIS DOESN’T LOOK GOODMY WHAT A LARGE CHASM YOU HAVE
The Efcient35%
The Laughers35%
The Comfortable15%
The Lovers3%
P R O V
E R B I A L C H A S M
The Angry?%
WEBCAM
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides
http://slidepdf.com/reader/full/svfi-april-9-2013-customer-development-startup-research-jeff-bonforte-slides 12/18HOW LONG IS THIS GOING TO TAKE, AND WHO CARES?THAT LOOKS A BIT BETTER
The Efcient?%
The Laughers?%
The Comfortable15%
The Lovers3%
P R O V
E R B I A L C H A S M
The Angry?%
WEBCAM
7/28/2019 SVFI April 9, 2013 Customer Development & Startup Research Jeff Bonforte Slides