Customer Development Checklist for My Web Startup – Part 2

Written by Ash Maurya

I covered the Customer Discovery flow for my web startup in Part 1. Here I’ll be covering the next step: Customer Validation.

At the end of Customer Discovery you should have identified a customer problem worth solving and started building your solution (MVP). During Customer Validation, you’ll test your finished MVP by selling it to earlyvangelists and in the process start developing a repeatable and scalable sales process.

While Customer Discovery was all about Problem/Solution fit,
Customer Validation is all about Product/Market fit
.

The good news is that since web-apps are primarily distributed though a website, developing a repeatable and scalable sales process (conversion funnel) is easier for a web-startup, than say for Enterprise software, which usually requires multiple stake-holders, necessitates face-to-face selling, and eventually a sales force to scale. The bad news is that relying on just a website to sell is much harder – You only have 5-8 seconds to make an impression and it’s harder to troubleshoot the sales process without face-to-face interaction with customers.

I’ve found that “Getting out of the Building” is just as important during Customer Validation as it was during Customer Discovery.

Customer Validation: Have I built something people want?

Here’s my Customer Validation Flow (you’ll probably want to click to enlarge and skim it before reading on).

Customer Validation FlowClick to Enlarge

The 3,000 Foot View

Before you’re ready to sell, you have to distill down your product into a clear message (positioning), develop your sales materials (demo, website), identify your preliminary distribution channel, define your sales roadmap (conversion funnel), and of course, finish your MVP. You then test your finished MVP + sales process by first selling face-to-face to earlyvangelists, then to web visitors. Product/Market fit is all that matters here so build/measure/test until you’re fit.

Let’s Get Ready to Sell

Get Ready to Sell

Articulate a Unique Value Proposition
Your Unique Value Proposition is a single, clear, compelling message that states why you are different and worth buying. This is what customers see first and is arguably the most important element on your landing page. A good starting point for crafting a compelling UVP is revisiting your prioritized list of problems from Customer Discovery and answering “what, who, and why”.

Here’s an example of the current UVP I am using for CloudFire:

Photo and Video Sharing for Busy Parents.
No uploading. No reorganizing. No hassle.

What is it? A photo and video sharing service
Who is it for? Busy Parents
Why is it different from what I use today? It’s hassle-free: You don’t have to upload, or reorganize your photos and videos.

For more on positioning, read/reread Al Ries/Jack Trout’s classic book – Positioning: The Battle for Your Mind. Crafting a good UVP is hard work but don’t worry about getting it perfect. Like all your earlier hypotheses, this one is a guess too that you’ll be testing and refining later.

Build a Product Website
With your UVP crafted, it’s time to polish up your MVP demo (from Customer Discovery) and start building your product website. While there are many ways to structure a product website, this is what I feel are the minimum set of pages to include:

Must-have pages:

1. Landing Page: State UVP, link to a demo, strong call-to-action
While there are other important elements like social proof and credibility that eventually need to go on your landing page, you may not have all of these day 1 and the UVP is the most important element to test first anyway.

2. Pricing Page: How much does the service cost?
This is where you detail your pricing. There are several tactics to lower buyer friction such as offering free trial periods, money back guarantees, deferred credit card payments, etc. Pricing is more art than science and you’ll need to test what works best with your customers. I will, however, restate my position on NOT giving away the product for free. Anyone can give away a product. In return, you don’t learn anything about your customer’s willingness to pay.

There is a line of reasoning that suggests implementing a business model after product/market fit so as not to add friction. I believe that strategy is sound only if you built your product absent Customer Discovery and don’t know if you have Problem/Solution fit. The point of Customer Discovery was finding a problem worth solving which involved determining a price customers would pay for a solution to that problem. Your job now is to test if that solution could be your solution. Lowering buyer friction though free trials and/or money back guarantees is all good and expected, but now is not the time to back down on pricing to make a sale – as appealing as it may seem. Even if you’re considering a Freemium model, I would not offer a free plan till after Product/Market fit. You need to validate that your customers will pay for your premium plan first.

The exception is if you are building a service that *primarily* relies on high-network effects to succeed. For example, social media services (twitter/Facebook) and marketplaces. There early user engagement trumps revenue.

3. Sign up Page: Activate users
It goes without saying that the sign-up process needs to be as painless as possible so you can get customers activated and using your product as quickly as possible. Minimize steps, only ask for what you need, defer registration to later or never (lazy registration), connect with Facebook, etc. are all ways to reduce signup friction.

Nice-to-have pages:

4. About Us: Company positioning
People want to know who you are and what qualifies you to be offering this service. For inspiration, read Jason Cohen’s: You’re a little company, now act like one.

5. Tour: Features/Benefits, How it works?
Not everyone will view the demo. Our usability testing showed a large number of users abandoning a 2-min demo after 45 seconds. Some wouldn’t even watch the video for fear of getting viruses on their computer (yes, probably not our target demographic). Having a separate tour page, also allows you to expand upon the other top problems you solve that may not be covered in your UVP.

Define Conversion Funnel
With your website pages created, you can now string them into a coherent sales roadmap or conversion funnel. Your conversion funnel should chart your web visitors from the moment they hit your landing page to the point when they trigger a revenue transaction.

Dave McClure has captured the essence of the conversion funnel with his AARRR startup-metrics which has 5 basic steps:

  1. Acquisition: How do users find you?
  2. Activation: Do users have a great first experience with your product?
  3. Retention: Do users come back and use your product?
  4. Referral: Do users tell others about your product?
  5. Revenue: How do you make money?

Using the pages above, a typical conversion funnel would look like this:

Landing Page -> Pricing Page -> Signup Flow -> Invite/Tell a friend -> Upgrade Account

While it’s possible to optimize steps (like combining the landing page with pricing/signup), at least during Customer Validation, I prefer to organize my conversion funnel for maximum learning versus maximum conversion. For instance, by keeping my landing page completely free of pricing, I can measure the effectiveness of the UVP without having to guess if price was a factor.

Select Customer Acquisition Channels
Customer acquisition channels for a web-startup range from free channels (blogs, SEO, referrals, etc.) to paid channels (SEM, paper ads, partners, etc.). The key objective during Customer Validation is NOT growing customer acquisition but validating product/market fit. You need to drive “just enough” traffic to learn and optimize for product/market fit. You can usually accomplish this solely relying on free channels, but it is okay to supplement with some paid channels (like SEM). However, be wary not to over-spend at this stage which is a common tendency.

I jumped into paid advertising (the expensive kind) too early with my last product BoxCloud. While it drove lots of good traffic, they all ran into the same product/usability roadblocks. I would have learned the same lessons with one-fifth the traffic and one-tenth the cost.

That said, free channels aren’t really free either. They take time to develop. Now is the time to start investing in these (before you need them). Publishing your website publicly (versus hiding it behind a closed-beta) is already a good start as you’ll start gathering some SEO value. Another channel worth developing is starting a blog. But don’t make the mistake of simply touting your solution or rambling on about your product roadmap or release schedule. Nobody cares (not yet).

Customers care about their problems NOT your solution.
- Dave McClure (paraphrased)

Instead blog about the problem space you just validated in Customer Discovery. As Gary Vaynerchuck once said: “If you want to launch your own brownie, become an expert in brownies first”. Earn trust. Be passionate.

This blog drives lots of traffic to my products – albeit indirectly. I started a more direct CloudFire blog here that needs more love.

Get MVP to “It Works”
The final step to getting ready to sell is getting your MVP to a state where Earlyvangelists can use it. There is a common misconception that a MVP is a quick-and-dirty release simply engineered to solicit early feedback from customers. While speed is a key consideration in a lean startup, so is quality. The finished MVP needs to be a well executed implementation of the minimum feature set identified in Customer Discovery and it has to work.

Sell to Earlyvangelists

With the finished MVP, it’s time to visit with the original interviewees from Customer Discovery and sell them your MVP. In addition, I make sure to include several new potential customers that haven’t been exposed to any discussions on the product at all. The reason for this is to test your sales process as closely as possible to how a web visitor would but with the added benefit of being in the room.

This is how I structure my sales presentation – part usability testing, part selling:

1. Show customer your landing page.
2. Ask them what they think the service is about. What’s compelling, what’s different? Does the difference matter?
3. Show them the pricing page and test pricing.
4. Are they convinced to try the service? If not, why not?
5. If they are sold, watch them go through your sign-up flow.
6. Take lots of notes and fix obvious usability/messaging issues before next iteration.

Structuring the sales presentation like a usability test reveals lots of actionable problems early that you can address before going on to testing web visitors. To learn more about running interviews in a usability test format, read Steve Krug’s latest book: “Rocket Surgery Made Easy”.

If you’re going to be relying on free customer acquisition channels, now is the time to assess their effectiveness in driving new web visitors to your landing page. Otherwise, supplement with some paid traffic.

Measure Product/Market Fit

Measure Product/Market Fit

Now that you have some web traffic, you need to instrument a basic conversion dashboard that measures your AARRR metrics. Of the five, Activation and Retention are most critical towards achieving Product/Market Fit. Focus on those first and don’t get distracted by trying to grow customer acquisition or referrals (virality). You’ll optimize these in the next stage – Customer Creation.

Getting to fit typically requires multiple iterations on the UVP (positioning) and initial user experience flow. Because initial web traffic tends to be small at this stage, I have found it more effective to balance quantitative testing (A/B tests) with more qualitative testing (face-to-face usability tests). Usability experts agree that you need just 3 face-to-face tests to reveal 80% of the issues. Try learning anything from 3 abandoned web visitors.

Quantitative metrics clearly have the advantage-of-scale once you’re generating lots of traffic but they also have a place early on especially for troubleshooting problems with your conversion funnel. For instance, I’ve used my activation metrics to uncover several technical issues with my signup flow, that were browser/OS specific, and preventing customers from completing installation of CloudFire.

Iterate or Exit

Verify Customer Validation

So how do you know when you’ve hit Product/Market fit? Dave McClure suggests hitting a 6 or higher on a customer satisfaction scale of 1-10. Sean Ellis uses a survey to determine if more than 40% of his customers would be disappointed if the service were discontinued. The mechanics of how you measure Product/Market fit is a little vague and subjective – how many people do you poll, when, how?

I rely on a combination of my revenue and retention metrics to identify customers that are continually paying AND using the product. I then poll these customers with the “would you be disappointed” question. I feel that question is less vague than relying on a 1-10 scale whose weighting might vary from person to person. As with Problem/Solution fit, there is no empirical answer to how many customers you need to declare a fit. You stop when you aren’t learning anything new. Getting a strong signal from just 30 customers could be enough to declare Product/Market fit and move you to the next stage – Customer Creation.


Update: The workflow described in this post has been refined even further and turned into a book: Running Lean – with step-by-step guides, techniques for finding prospects, and field-tested interview scripts.

You can learn more here: Get Running Lean.




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  • http://www.arieldistefano.com/ Ariel Di Stefano

    Hi Ash,

    Your e-book idea is great! First hand experiences and tactics would be really valuable for all the CDM community.

    Ariel

    [Reply]

  • http://www.arieldistefano.com Ariel Di Stefano

    Hi Ash,

    Your e-book idea is great! First hand experiences and tactics would be really valuable for all the CDM community.

    Ariel

    [Reply]

  • Wes Winham

    This is amazing stuff. I really appreciate you putting this out there. I especially love the flow charts for helping me visualize the process.

    -Wes

    [Reply]

  • Wes Winham

    This is amazing stuff. I really appreciate you putting this out there. I especially love the flow charts for helping me visualize the process.

    -Wes

    [Reply]

  • Steve Blank

    Absolute genius.

    Wonderful work.

    Wish I could have done these.

    Bravo!

    steve

    [Reply]

    Ash Maurya Reply:

    Thanks for the endorsement. It means a lot…

    [Reply]

  • http://sblank@stanford.edu Steve Blank

    Absolute genius.

    Wonderful work.

    Wish I could have done these.

    Bravo!

    steve

    [Reply]

    Ash Maurya Reply:

    Thanks for the endorsement. It means a lot…

    [Reply]

  • http://memetales.com/ Maya

    Ash,

    thank you for your posts – they are perfectly timed for me.
    I do not have a landing page but I think you convinced me to put one – seems so much easier to get directly to UVP with that.

    [Reply]

  • http://memetales.com Maya

    Ash,

    thank you for your posts – they are perfectly timed for me.
    I do not have a landing page but I think you convinced me to put one – seems so much easier to get directly to UVP with that.

    [Reply]

  • Bryan Hall @bryathlon

    Thanks for sharing your insights Ash. I have learned a lot from you and routinely recommend your blog to entrepreneurs that are new to web startups.

    Wrapping all of this up into en eBook would be fantastic!

    [Reply]

  • Bryan Hall @bryathlon

    Thanks for sharing your insights Ash. I have learned a lot from you and routinely recommend your blog to entrepreneurs that are new to web startups.

    Wrapping all of this up into en eBook would be fantastic!

    [Reply]

  • http://www.SportsLeeg.com/ Levi Rosol

    As with Maya, these posts have been timed perfectly for our startup. We are just getting started in this whole CD / CV process and you’ve done a great job at organizing the thoughts we’ve been mulling over.

    One point in particular that I liked in this post was your thoughts on keeping pricing out of the landing page so that price was not a factor on determining if your UVP was good or not.

    Thanks again for these posts.

    [Reply]

  • http://www.SportsLeeg.com Levi Rosol

    As with Maya, these posts have been timed perfectly for our startup. We are just getting started in this whole CD / CV process and you’ve done a great job at organizing the thoughts we’ve been mulling over.

    One point in particular that I liked in this post was your thoughts on keeping pricing out of the landing page so that price was not a factor on determining if your UVP was good or not.

    Thanks again for these posts.

    [Reply]

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  • http://www.hopshopper.com/ Marko

    Ash, a definite yes vote for the ebook! I’m hoping you are going to continue with this series into customer creation and scaling.

    [Reply]

    Ash Maurya Reply:

    I hope to write parts 3 and 4 too. However, as I’m trying to model my writing on taking “theory to practice”, the requirement I’m imposing on myself is having gone through those stages myself. Getting to Product/Market fit is the riskiest part of a startup. After that the some success is almost guaranteed – the question is how much.

    [Reply]

  • http://www.hopshopper.com Marko

    Ash, a definite yes vote for the ebook! I’m hoping you are going to continue with this series into customer creation and scaling.

    [Reply]

    Ash Maurya Reply:

    I hope to write parts 3 and 4 too. However, as I’m trying to model my writing on taking “theory to practice”, the requirement I’m imposing on myself is having gone through those stages myself. Getting to Product/Market fit is the riskiest part of a startup. After that the some success is almost guaranteed – the question is how much.

    [Reply]

  • http://www.hopshopper.com/ Marko

    Just a side note. It would be great if you had Disqus installed on this blog. Just makes following up on comments and getting notified so much easier. It’s really simple to do on WordPress (there is a great plugin for it) and you can import your existing comments into it. I use it on a number of WordPress sites and it works great. And no, I have no affiliation with them :)

    [Reply]

    Ash Maurya Reply:

    Cool – will install. I’ve used it and liked it…

    Thanks.

    [Reply]

  • http://www.hopshopper.com Marko

    Just a side note. It would be great if you had Disqus installed on this blog. Just makes following up on comments and getting notified so much easier. It’s really simple to do on WordPress (there is a great plugin for it) and you can import your existing comments into it. I use it on a number of WordPress sites and it works great. And no, I have no affiliation with them :)

    [Reply]

    Ash Maurya Reply:

    Cool – will install. I’ve used it and liked it…

    Thanks.

    [Reply]

  • Pingback: Customer Development Checklist for My Web Startup – Part 2 | Drakz Free Online Service

  • http://www.contify.com/ Mohit Bhakuni

    I was about to write perfect timing for us, when I read Maya and Levi saying the same thing. I guess, the issues that you have tried to address are faced by almost all product websites. Your posts will definitely help in devising a structured approach to these difficult problems.

    One suggestion would be to give as many real-life examples as possible. This will help us in the implementation aspect also and will further substantiate your learnings in our head.

    Thanks for your posts!
    Mohit

    [Reply]

  • http://www.contify.com Mohit Bhakuni

    I was about to write perfect timing for us, when I read Maya and Levi saying the same thing. I guess, the issues that you have tried to address are faced by almost all product websites. Your posts will definitely help in devising a structured approach to these difficult problems.

    One suggestion would be to give as many real-life examples as possible. This will help us in the implementation aspect also and will further substantiate your learnings in our head.

    Thanks for your posts!
    Mohit

    [Reply]

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  • davidduey

    I'd certainly buy a copy of your getting to product/market fit ebook. I think the lean startup approach to customer discovery (I call it the iterate-pivot approach) is a huge improvement over the “build it and they will come” approach. But, I'm beginning to wonder if somethng like the “Tuned In” approach or the “Outcome-Driven Innovation” process might improve on the customer dicovery and customer validation process.

    “Tuned In” refers to the book titled “Tuned In: Uncover the Extraordinary Opportunities That Lead to Business Breakthroughs” by Craig Still et al

    “Outcome-Driven Innovation” refers to the book titled “What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services” by Anthony W. Ulwick

    [Reply]

  • http://twitter.com/robfitz Rob Fitzpatrick

    Hey Ash, I'd be all over an e-book.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Thanks – I will check out those references…

    [Reply]

  • http://blog.sagepointsoftware.com/ Richard Wilner

    Ash,
    I am new here and am finding your posts packed with useful (and actionable!) information. Thank you.

    Maybe it's the engineer in me, but I would love to see a case study — an existing site analyzed with the process you've outlined here. I'm love to work with you and volunteer my site — we are live but in the earliest stages of customer acquisition (actively pursuing earlyvangelists). If interested, please get in touch: richard dot wilner at gmail dot com.
    Thanks!
    Rich

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Welcome Richard –

    If you read my blog from the beginning, you'll see that this process is being actively applied to my startup. I don't know that I have the bandwidth to work extensively with other sites right now but am happy to discuss specific topics here or offline.

    [Reply]

  • mbhakuni

    Yes Richard,

    I made a similar comment earlier on this post. To be honest, this was one of the first Ash's posts that I read. As I am reading other posts also, I am finding how he has used these techniques on his products.

    - Mohit Bhakuni

    [Reply]

  • http://blog.sagepointsoftware.com/ Richard Wilner

    Ash,
    2 comments:
    1. If you haven't yet, check out David Skok's blog at http://forentrepreneurs.com. He develops a very rigorous metrics-driven approach to managing SaaS companies.
    2. You're now building a B2C business, but your previous work looks like it was more B2B. A question I'm thinking about now: how might this process (defining UVP, Building MVP, etc) differ for a B2B company?

    p.s. Thanks for these posts — they are both enjoyable and informative.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Richard – I am familiar withDavid's work – good stuff.

    I believe the customer development fundamentals are the same for B2C and B2B. They are actually easier to apply to B2B SaaS services because business value is more easily quantifiable. With B2C, there is a prevalent perception (not always true) that B2C services need to be free and monetized indirectly.

    Cheers.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Mohit –

    Yes, I'm developing these models by putting a lot of theory to test. It's great to read about stuff…a lot more fun to test it out.

    Best.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Thanks Wes.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Appreciate the support!

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Marko –

    Disqus is online!

    [Reply]

  • davidduey

    I'd love to know what you think of those appraoches to product/market fit (althought they don't call it that).

    I've seen a lot written about the importance of getting to product/market fit and how to measure for product/market fit, but I haven't found much written about the process of how to identify a problem to solve and then map that to a solution resonates with the market. That's a tall order and I think the things you've written, along with Steve Blank and Eric Ries's stuff has really advanced the art of the startup, but it still feels like there are some pieces missing when it comes to product/problem selection.

    Regardless, I would like to know what you think of “Tuned In.”

    And, thank you for for being so open and posting about your startup process on your blog; it's all great stuff!

    [Reply]

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  • http://twitter.com/santoshn Santosh Navkani

    these are definitely eye-openers. as entrepreneur, one is really wanting to put structure one's launch efforts….i wish i had read this much earlier. nevertheless, it is still helpful as never-to-miss check-list!

    [Reply]

  • http://twitter.com/ashmaurya Ash Maurya

    Thanks for reading Santosh. It's never to late to adopt some of these techniques into your current environment.

    [Reply]

  • http://twitter.com/MindWideWeb Mind Wide Web

    Ash, this is excellent, I really appreciate you sharing valuable insights with startup community. I'm waiting for pars 3 & 4!

    [Reply]

  • http://twitter.com/proussel proussel

    You exactly pointed to the problem I had when developing my solution. I found that the JTBD concept (Job To Be Done) developed by Clayton Christensen is the most objective one allowing to discover unmet needs and create innovative solutions that are not just incremental improvements.

    Ulwick developed the methodology to systematically identify the best opportunities using outcome expectations related to the JTBD. You can also find a quick description of these methods in “The Innovator's Toolkit” book.

    I am trying to use this methodology even though it is a bit heavy to implement in a short interview as it requires a lot of data from the customers. I think the best approach is to use each “outcome-based” interviewees to draw the entire map of the desired and undesired outcome expectations.

    With these methods, you have a consistent approach in identifying your top 3 customer problems and where you need to bring the solution which will be the basis of your MVP.

    I also use the job mapping methodology described in the HBR article from Ulwick and Bettencourt “The Customer-Centered Innovation Map”.

    I really think this is a systematic way to validate the customer & problem hypothesis step.

    By drawing a value quotient grap, you then have another way to complete the competitive hypothesis step. It is very close to the Blue Ocean “Strategy Canvas” curve.

    Hope this help;

    Philippe

    [Reply]

  • davidduey

    Philippe,

    Thanks for the input and references!

    I like the JTBD approach because it provides a good framework for evaluating opportunities that goes beyond unstructured interviews with potential customers. I wonder if the internet could leverage JTDB to help reduce the overhead of using that approach. It'd be nice to have a lean-JTBD that could help startups reduce the iterations required to achieve product/market fit.

    David

    [Reply]

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  • http://jayliew.com jayliew

    Hey Ash, great stuff! 1 request: Can you perhaps expand or at least comment on how web startups – but ones that *rely* on network effects and cannot charge $ up-front (e.g. Facebook, Twitter), should interpret these CD/CV guidelines?

    Or even startups that are trying to build a market place (like eBay), where you do want to charge a fee, but you can't charge yet when there's few buyers and few sellers.

    Cheers!

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Jayliew –

    At the risk of being called out for violating my own rule of only talking about my web startup, here goes:

    The initial success metrics for marketplaces and products with high network effects are different. They are not based on revenue but rather user engagement. The basic rules of achieving problem/solution fit, then product/market fit still apply, but absent pricing and revenue which are deferred to later and many times usually derived through a 3rd party i.e. customers and users are different.

    That said, it is still important to note that even though these services may not charge users, there is a quid pro quo where users help to increase the value of the service thorough their participation – e.g. contributing content, buyer/sellers, etc. Converting that value to revenue is the ultimate goal and getting to product/market fit is still the gating requirement for that.

    [Reply]

    haim Reply:

    Ash,
    I’m a bit confused regarding the customer validation stage wrt marketplaces; how do you carefully confirm product/market fit with limited number of earlyvangelists (face-to-face…) in a service which requires a critical mass to be effective?

    Thanks, Haim

    [Reply]

    Ash Maurya Reply:

    Haim –

    You can’t confirm product/market fit qualitatively (face-to-face) for a marketplace or web-based product. That has to follow through quantitative verification later.

    What you can do qualitatively is confirm that you are addressing the right problems and use 1:1 customer learning to help build the right product a.k.a. Problem/Solution Fit.

    [Reply]

    haim Reply:

    Thanks. I actually tried to take Jayliew one step further, and hoped you can elaborate how the ‘Sell to Earlyvangelists’ stage can be implemented in a marketplace web-service?

  • pouncilt

    I am definitely interested in the book; as I am big on methodologies. I am also trying to start my own web startup. My question to you is what tool do you use to measure the metrics? You also mentioned driving free traffic to the site and investing in continuous development and infrastructure early during the CD stage, before building the MVP; would you elaborate on this? When you say continuous development, do you mean continuous integration tools? And when you say invest in infustructure, are you talking about integrating with third party site to drive traffic to my site and blog sites?

    I admit I am new to the Lean methodology and I apologize if my comments are way off base.

    Thanks!

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Hi pouncilt –

    The tools and continuous deployment process I use are all documented in my previous posts with links to other sources on lean startup.

    Best.

    [Reply]

  • http://www.ashmaurya.com/ Ash Maurya

    Hi pouncilt –

    The tools and continuous deployment process I use are all documented in my previous posts with links to other sources on lean startup.

    Best.

    [Reply]

  • pouncilt

    I am curious to know if you use MS Word to capture your hypothesis and customer assumptions? If so, is there a template to follow. If not is there another tool to capture this kind of data?

    Thanks!

    [Reply]

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  • Ddsharma

    Very helpful work!

    Would you call Get MVP to “It Works” –> Release 1 or Release 1 Beta?

    [Reply]