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SOCIAL INNOVATION ACCELERATOR

BOOTCAMP. SOCIAL INNOVATION ACCELERATOR. TO CREATE LASTING CHANGE. PRESENTED BY SANTANDER. developed in partnership with. CUSTOMER DISCOVERY. Lane Conner Title, Company. Business Model Validation Lab. Customer Discovery. Customer Validation. Mentor Feedback. Mentor Feedback.

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SOCIAL INNOVATION ACCELERATOR

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  1. BOOTCAMP SOCIAL INNOVATION ACCELERATOR TO CREATE LASTING CHANGE PRESENTED BY SANTANDER developed in partnership with

  2. CUSTOMER DISCOVERY

  3. Lane Conner Title, Company

  4. Business Model Validation Lab Customer Discovery Customer Validation Mentor Feedback Mentor Feedback Keep Momentum Identify Assumptions Rapid Prototyping Mentor Prep + Cost Assumptions Strategic Planning

  5. 10% of startups fail because of product or technology failure • 90% of startups fail because ofinability to find customers and a market • Steve Blank

  6. THE CUSTOMER • Everything flows from validated assumptions of: • who the customer is • what the problem the customer has is • if entrepreneur is able to effectively address that problem with a solution • if the customer is willing to pay for it

  7. COMMON CHALLENGES • Entrepreneurs don’t know exactly how to prioritize what to focus on in the early days of their venture • Entrepreneurs don’t spend enough time in market • Entrepreneurs underestimate how fast they can learn

  8. TODAY’S PLAN • Learn how to find + interview customers • Build a customer interview script • Go interview customers

  9. 1. Customer 2. Problem 4. Value Prop 3. Solution

  10. YOUR JOB THIS WEEK Unknowns→Knowns

  11. WHAT HAVE YOU ALREADY TRIED?

  12. HOW TO FIND CUSTOMERS • Principles • Identify the broad customer segment • Follow the problem, not the solution/product • Practice • Online • In-Person

  13. HOW TO TALK TO CUSTOMERS

  14. FRAME IT

  15. QUESTIONS “Do you agree that these muffins are just totally delicious?” why is this question bad?

  16. QUESTIONS • Four Things to Remember: • Open Ended Quesitons • Who, What, When, Where, How • K.I.S.S. • Features And Benefits • WIIFM

  17. EXAMPLE QUESTIONS • Tell me about your experience with/when _________? • Walk me through how you ________? • What pain points do you experience when _________? • In _________ scenario/environment, what are you trying to do/get done?

  18. LISTENING > TALKING • You are excited about your solution, and will be inclined to just jump in and start talking about your product/service/solution • Instead, the key is to be patient and do more listening than speaking • The goal is to learn as much from the customer as possible • There is a difference between listening and hearing

  19. NEXT STEPS • Role Play (10 minutes) • Build out an interview script (20 minutes) • Practice (20 minutes)

  20. QUESTIONS?

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