Customer development requires you to ask lots of clarifying questions to lots of people who are connected to your pain

point. Engage in conversation that may yield relevant insights. Create something of value.

Who to target? Real people who align with your customer persona/archetype sketches.

Customer development – testing hypotheses with series of experiments if it’s correct or incorrect. If incorrect what are
the types of iterations, small changes, or what types of pivots?

Customer discovery helps to answer:

- Who is the customer?

- What is the problem?
- What are the potential solutions?

Founders:

- Get outside the building

- Lead the customer development team
- Be the authority
- Create iterations and pivots
Personas help us understand who customers are today

Archetypes show us who they want to be