customer development

The Most Important Person During Healthcare Software Development

Especially in healthcare software development, where FDA compliance and HIPAA compliance require such attention to detail, it is crucial to have one person whose job it is to know the customer and guide the project. Often times companies will rely on third party software developers to maximize efficiency, but it is important for both parties to understand expectations. When approached the wrong way, it is easy for th
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Why Won’t Anyone Use My mHealth Apps?

 The explosion of the mobile health (mHealth) arena seems to have many players in the  healthcare industry running a race they haven’t trained for. There are roughly 40,000 mobile health and wellness apps in the marketplace today, up from about 6,000 in 2010. That type of growth shows the demand for mHealth apps, but as user engagement remains relatively stagnant one must wonder how developers are deci
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The Who, What, When, Where and Why of Talking to Customers – Part 3

This is part 3 of a series from guest blogger Joy McCaffrey of SpendRadar. In my former posts, I discussed the Who and the What. Talking about the When is easy. Once again, I’ll break it down depending on the type of customer. Current Customers Regularly. Whether you’re conducting annual surveys, or running user groups, find as many reasons as possible to talk to as many customers as you can. New Customer
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Lean Startup Classes to Accelerate Your Product Launch

Most startups fail because they lose a lot of time pursuing the wrong business models, building products no one wants, and making too many mistakes that could have been avoided. Todd Wyder and I created Lean Building Blocks as a series of hands-on, interactive workshops that give entrepreneurs the knowledge they need to get to market quickly with as few missteps as possible. The next workshops, on April 15th, cover c
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The Who, What, When, Where and Why of Talking to Customers – Part 2

My last post focused on the “Who” of talking to customers. This post will focus on the “What.” All conversations can fall in to 4 categories: 1. Specific questions, with a specific goal in mind 2. Open-ended, exploratory questions 3. Meet and greet 4. Maintaining relationships
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The Who, What, When, Where and Why of Talking to Customers – Part 1

Discover the who, what, when, where and why of talking to your customers.
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Pathfinder Talks Customer Development at the University of Chicago's Booth School

Todd Wyder and I are giving a talk on Customer Development at the University of Chicago’s Booth School of Business next Tuesday, as part of The Polsky Center for Entrepreneurship’s New Venture Challenge program. It’s nice to see Customer Development and Lean Startup principles make their way into business school curricula, and thanks to the Polsky Center’s efforts, there are some very good thi
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Video of Todd Wyder's talk on Customer Acquisition and Retention

We recently posted slides of Todd’s talk on Customer Acquisition and Retention at the Chicago Lean Startup Circle. The video is even better: Pathfinder’s Todd Wyder on Customer Acquisition and Retention: Know Your Cohorts. In this presentation, Todd discusses best practices on evaluating customers from first contact to customer to referrer and all the steps in between, drawing some of the great work done by fol
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Exploring Customer Validation

I want to do some exploration of customer validation, the second phase of Customer Development.  I think its an area that there isn’t as much information on as customer discovery.  And some of the stuff about customer validation is pretty hazy.  So, I thought I would do a few postings on it and see where it goes. Starting with the end in mind, let’s talk about the exit criteria for customer validation.  Steve Blank a
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