The startup owner's manual. the step-by-step guide for building a great company

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ISBN-10 0984999302 ISBN-13 9780984999309
6 Flashcards & Notes
14 Students

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Samenvatting - The startup owner's manual. the step-by-step guide for building a great company

  • 3 STEP ONE: Customer Discovery

  • Customers don't behave like your business plan

  • What are the key questions you should address when setting up a startup?

    1. Have we identified a problem a customer wants to see solved?
    2. Does our product solve this customer problem or need?
    3. If so, do we have a viable and profitable business model?
    4. Have we learned enough to go out and sell?
  • The no 1. goal of customer discovery amounts to this: turning the founders' initial hypotheses about their markets and customers into facts.

  • The most important aspect of customer discovery is getting out the building, in front of customers.

  • All the rules about new-product management in large companies are turned upside down. It's instructive to enumerate all things you are not going to do:

    • understand the needs and wants of all customers
    • make a list of all the features customers want before they buy your product
    • hand Product Development a features list of the sum of all customer requests
    • hand Product Development a detailed marketing-requirements document
    • run focus groups and test customers' reactions to your product to see if they will buy
  • What is the meaning of Enumerate?

    Dutch: opsommen. The term is commonly used in mathematics and theoretical computer science to refer to a listing of all of the elements of a set. 

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What are the key questions you should address when setting up a startup?
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What is the meaning of Enumerate?
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