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Index
Disclaimer
Foreword
Acknowledgements
Contents
Why this book?
Who Should Read This
What Customer Development is
What Customer Development is Not
Three Levels of Learning
Getting Started
Naive Thinking
Concept Definitions
Early Adopters/ Earlyvangelists
Segmentation
Market Type
"Non-Traditional" Business Models
Positioning
Product-Market Fit
Minimum Viable Product (MVP)
Lean Startup
Pivot
Getting Out of the Building
Multiple Pivots
To the Whiteboard
An Example
Know thyself
On Customer-Centric Cultures
Overview
Document C-P-S hypotheses
Pitfalls to Avoid
Brainstorm Business Model Hypotheses
Pitfalls to Avoid
Find prospects to talk to
Pitfalls to avoid
Reach out to prospects
Engaging prospects
Pitfalls to Avoid
Phase Gate | Compile | Measure | Test
Pitfalls to Avoid
Problem-Solution Fit/MVP
Pitfalls to Avoid
Phase Gate II Compile | Measure | Test
Pitfalls to Avoid
Testing Towards a Scalable Business Model
Summary
Resources
About Authors
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