Customer Development

Course Overview

Customer Development is a four-step framework for discovering and validating the right market for your idea, building the right product features that solve customers’ needs, testing the correct model and tactics for acquiring and converting customers, and deploying the right organization and resources to scale the business.

At a high level, Customer Development is about questioning your core business assumptions. In other words, Customer Development teaches that rather than assume your beliefs about your business to be true, you should apply an engineering, or scientific method, to what is really not a scientific endeavor (building a business), in order to validate the ideas.

Course Objectives

The primary advantages of implementing the framework are that you don't spend lots of money discovering what works, but rather save the money for executing and scaling what you have already shown to work. An organization applies a learning process, rather than merely executing what you assume to be the right business model.  If implemented properly, Customer Development helps a business become highly focused, capital and resource efficient, and while not a guaranteed success, more likely to find Product-Market Fit and market traction.

Course Content

  • Customer Discovery
  • Problem Solution Fit
  • Proposed MVP
  • Proposed Funnel (S)
  • Customr Validation
  • Product Market Fit
  • Business Model
  • Sales and Marketing Roadmap
  • Customer Creation
  • Sales Execution
  • Company Building
  • Scale Organization
  • Scale Operation

Course Methodology

The training is going to be highly interactive combination of lectures, group discussions, questionnaires, individual reflections, role plays, simulations and videos.

Target Audience

Sales Managers, Key Account Managers, Regional Managers, Sales Representatives


2 Days (08:30–14:30) with appropriate breaks for tea/refreshments and lunch.

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