By Larry Chiang
I took a lot of Customer Development Cycle notes. Heck, I even memorized the URLs and corollary page numbers inside Four Steps to the Epiphany
🙂
Customer Dev Cycle‘s a sales process that puts a protocol and syntax to sales and product development. As a technical sales rep trained at a Fortune 100 company, my viewpoint differs from my undergrad classmates in ENGR 145.
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Unofficial Austin (@UnofficialATX) |
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Executing “Customer Development Cycle” via #ENGR145s: youtu.be/rF-ItsBePFU?a
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Update (with a new diagram)
Customer development cycle when “Crossing the Chasm From the Right”
New way:
The dotted line area is in Main Street. Sales are easier on University Ave compared to the Palo Alto Hinterlands.
Old way:
customer development MANIFESTO is a series of Steve Blank articles
based on “Four Steps to the Epiphany“, Startup Death Spiral still has not been solved. https://bit.ly/sblank710
New way. [The sequel method to E145]
Executing “Customer Development Cycle” is done by shifting from the selling on left side of the Innovation chasm to the right side. This shift in focus does five things
– it commercialized the technologist before they try to commercialize a technology
– technologists practice selling things that exist.
– practice selling in the main stream
– technologists practice selling things that exist.
– practice selling in the main stream
– selling to CTOs half-baked products would be tough even for a legendary sales person like Larry Chiang
#5 is down below inside of two #ENGR145 videos
#5 is down below inside of two #ENGR145 videos
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