Blog Archives

Hacking the customer discovery process – part 1

I’m the type of person that needs to understand things in a very methodical way.  Must be due to my engineering background, but I like things explained very clearly, so when it comes to customer development, it’s not enough that

Posted in customer development, lead generation

Update on Genesis One – the competition!

Finding a lot of competitors in this market.  It seems fairly well established and crowded.  It was definitely a hit to the gut to see such a thing as talking with the lead who said “we’ll be your first customer”

Posted in customer development, lead generation

2nd call and genenis one!

My next call with a prospective customer started off much more optimistically.  After reaching out to a b-school alum with the same canned email asking if they saw software solution opportunities in their market, the response that came back from the alum

Posted in customer development

First customer development phone call

Finished my first call with an attorney to learn about software solution opportunities in the legal industry. My report card: Active Listening: C Follow-Thru: B+ Overall Result: C- The takeaways: Be quiet and let them speak When setting up the

Posted in customer development