The example Project – Customer Development: Co-Founders Wanted made a pivot. Now it is called “Agile outsourcing“, which is not the final name off-course.


The reason for the pivot was that the defined customer segments could not identify themselves with the problem as we expected them to have. It does not mean that the defined customer segments do not have the problem but it means that the defined customer segments does not see the defined problem as a problem (yet). More you can read in the previous part.

To fail faster, and in the end succeed faster, the focus will be customert-problem fit.

We are gong to look for the Earlyvangelists?

Earlyvangelists = Early Adopter + Internal Evangelist
Earlyvangelists are a special breed of customers willing to take a risk on your startup’s product or service. They can actually envision its potential to solve a critical and immediate problem—and they have the budget to purchase it. Unfortunately, most customers don’t fit this profile.

  • They have a problem.
  • They understand they have a problem.
  • They are actively searching for a solution and has a timetable for finding it.
  • The problem is painful enough that they have cobbled together an interim solution.
  • They have, or can quickly acquire, euro’s to purchase the product to solve their problem.


How and where will we find the Earlyvangelists for Agile Outsourcing?

To find the Earlyvangelists we will use a checklist from Steve Blank:

Checklist 16: Gain Customer Understanding
Goal: In-depth understanding of potential customers

Reference: Chapter 4, Customer Discovery, Get Out of the Building to Test the Problem.
Do people care?

Research and Customer interviews [Agile Outsourcing]: to be defined

  • How customers’money and time are spent
  • Current workflow
  • Pain or need
  • Current solution and cost
  • How workflow would change with startup’s product
  • Customer publications
  • Customer influencers
  • Spend a day doing wht customers do
  • Attend customer events

Become a customer

  • Their websites and publications
  • Online experiences
  • How and where they spend time
  • How and where they discover new ways to spend time

Report card for recording information learned

Process for analyzing data collected

Exit criteria:

  • In-depth understanding of customers, what they read, who they listen to, how they work, spend leisure time and money

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