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The Novelty Anti-Pattern

Customer development has some messy edge cases that aren’t covered clearly in the primary texts or the various case studies. I’ve run into a few, which I’ll be documenting here. (Update: the second...

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Big Name Discovery Anti-Pattern

(This is the second in an ongoing series of customer development anti-patterns. The first post was on the novelty anti-pattern) The big name discovery anti-pattern happens when you keep “improving” the...

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The pathos problem

When you’re testing the waters with a new idea, you really need to present yourself as emotionally robust. You can’t validate a business if you seem pathetic, which I’m using in the sense of “having a...

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The greatest joke ever told

This is all going to come back to startups (actually it will come back to getting feedback for any creative endeavour), but first watch this: Just like you can’t tell an anti-joke if you aren’t willing...

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The mom test for good customer feedback

Supposedly, you aren’t meant to ask your mom if your business is a good idea. The idea is that she thinks everything you do is great and her opinion is therefore a worthless data point. That advice is...

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Customer development antipattern: the meeting

This is the third entry in my very slow series on customer development anti-patterns. Previous ones were on the novelty anti-pattern and the big name anti-pattern. The meeting anti-pattern is the...

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Let’s admit that customer development is awkward

Customer development has a core quality that nobody really talks about: It’s awkward. I think people don’t talk about it because it’s not entirely clear whether the awkwardness arises from the...

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