- Praise for Lean Customer Development
- Foreword
- Preface
- 1. Why You Need Customer Development
- 2. Where Should I Start?
- 3. Who Should I Be Talking To?
- How Can I Find Customers Before I’ve Even Built a Product?
- The Importance of Earlyvangelists
- Three Things That Motivate People
- How Can I Find My Customers?
- How Should I Conduct My Interviews?
- Following Up
- Interview Troubleshooting
- Next Step: Get Ready for Customer Development Interviews
- 4. What Should I Be Learning?
- Get Started with These Customer Development Questions
- Customers Don’t Know What They Want!
- What You Should Be Listening For
- Next Step: Get Ready to Do Your Customer Development Interviews
- 5. Get Out of the Building
- The Practice Interview
- To Record or Not to Record?
- Taking Great Notes
- Immediately Before the Interview
- The First Minute
- The Next Minute
- Keeping the Conversation Flowing
- Tangents Happen
- Avoiding the Wish List
- Avoiding Product Specifics
- Going Long
- The Last Few Minutes
- After the Interview
- Get Out (Now!)
- 6. What Does a Validated Hypothesis Look Like?
- Maintaining a Healthy Skepticism
- Keeping Organized Notes
- Rallying the Team Around New Information
- How Many Interviews Do You Need?
- What Does a Validated Hypothesis Look Like?
- Now What?
- 7. What Kind of Minimum Viable Product Should I Build?
- 8. How Does Customer Development Work When You Already Have Customers?
- 9. Ongoing Customer Development
- A. Questions That Work
- Questions for Any Customer Development Interview
- Tell me about the last time you ___
- If you could wave a magic wand and change anything about how you [perform this task], what would it be?
- What tools do you use for _____?
- When you started using [tool], what benefit were you expecting?
- How often do you do _______? Let’s say, how many times in the past month?
- When this occurs, how much additional time or money does it cost you or your company?
- Who else experiences this problem?
- When you do (or use) ______, is there anything you do immediately before to prepare?
- Would you be willing to help us by participating in user research or beta testing?
- Questions for an Existing Product
- If It Works, Keep Asking It
- Questions for Any Customer Development Interview
- Index
- About the Author
- Copyright
About the Author
Cindy Alvarez is a product manager who turns understanding the customer into competitive advantage. Currently the Director of User Experience and Product Design for Yammer (a Microsoft company), she has worked with early- and mid-stage startups as well as Fortune 500 companies to make customer development an ingrained part of company culture and product development process.
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