The Physics of Customer Acquisition

A basic tenet of running lean is validating a product or feature ideally without having to building it first
The first battle isn’t fought on the ground but in the mind of the customer. It isn’t fought with your built out solution but instead with an offer.

Physics of Customer Acquisition

How To Interview Your Users And Get Useful Feedback

It’s not enough just to talk to customers. You have to know know.
In this post, Garrett shares his lessons learned for crafting effective customer interviews.

How to Get Customers to Want to Pay Even Before Building Your Product

In my post “Why You Should Never Ask Customers What They’ll Pay, I covered how to uncover initial pricing for your product by first spending time to understand your customer, their problems, and their existing alternatives. In this post, I’ll talk about how you use that information to test pricing.


Why You Should Never Ask Customers What They’ll Pay

Can you imagine Steve Jobs asking you what you would have been willing to pay for an iPad before it launched? Sounds ludicrous right? Yet, you’ve probably asked a customer for a “ballpark price” at some point. Well, that’s just backwards. Think about it for a moment. There is no reasonable economic justification for a customer to offer anything but a low-ball figure. They may honestly not know and this question only makes them uncomfortable.

Steve Jobs Introduces iPad

The Different Worldviews of a Startup

In his book, “All Marketers are Liars Tell Stories”, Seth Godin defines a “worldview” as the set of rules, values, beliefs, and biases people bring to a situation. He offers a strategy of not trying to change a person’s worldview but rather framing your story in terms of their pre-existing worldview.

Why NOT the Funnel Chart?

Eric Ries describes the three A’s of metrics as: Actionable, Accessible, and Auditable. Today, I’d like to share our take on what it means for metrics to be accessible.

[NEW BOOK] The Customer Factory

Last week I soft-announced a new book I’m working on titled:”The Customer Factory”. It aims to address the #1 problem in my opinion that trips up most lean practitioners – crafting effective experiments that lead to breakthrough insights.

Don’t Count Your Users Like Sheep

In my last post, I introduced the idea of establishing a standard measure of progress for your products using a handful of macro (versus micro) metrics measured in batches (or cohorts).

The problem with micro metrics is that there’s still a lot of it to wade through. Today, I’d like to share our approach for navigating all this data without drowning in a sea of numbers.

Activation Sub-funnel