Customer Discovery Quotes

People don't know what they want until you show it to them. That's why I never rely on marketing research. Our task is to read things that are not yet on the page.

Because startups often accidentally build something nobody wants, it doesn’t matter much if they do it on time and on budget. The goal of a startup is to figure out the right thing to build - the thing customers want and will pay for - as quickly as possible.

Once an ebook hits the Kindle Top 100, sales tend to snowball as new customers discover it in greater numbers.

Decades before we were able to articulate the value of 'getting out of the building' and the Lean Startup, the value in having skunk works controlling their own distribution was starkly evident.

Unless you have tested the assumptions in your business model first, outside the building, your business plan is just creative writing.

Most salespeople are half prepared. They know everything about their company and their product. They know nothing about their prospect.

Money, while clearly helpful in solving myriad problems, can often conceal a business's real flaws. It can also risk rigidifying a company's business model at the very moment it should be in 'customer discovery' mode or iterating around market opportunities.

Customer discovery is the process of translating a founder's vision for the company into hypotheses about each component of the business model and creating a set of experiments to test each hypothesis.

Who would you talk to? That is the first question for almost any startup that you need to answer. Who is my user and where am I going to find them?

For Customer Development to succeed, everyone on the team - from investor or parent company to engineers, marketers and founders - needs to understand and agree that the Customer Development process is different to its core.

A startup is a human institution designed to deliver a new product or service under conditions of extreme uncertainty.

Unlike many other startup processes, Customer Development is deep, detailed, and rigorous.

the shop owner did not try to push the book on any of her customers. She knew that in the wrong hands such a book could easily be dismissed, or, worse, go unread. Instead she let it sit where it was in the hope that the right reader might discover it.