{"id":1209,"date":"2009-04-15T00:00:00","date_gmt":"2009-04-14T22:00:00","guid":{"rendered":"https:\/\/wwwneu.strehle.de\/tim\/weblog\/archives\/2009\/04\/15\/1147\/"},"modified":"2009-04-15T00:00:00","modified_gmt":"2009-04-14T22:00:00","slug":"1147","status":"publish","type":"post","link":"https:\/\/www.strehle.de\/tim\/weblog\/archives\/2009\/04\/15\/1147\/","title":{"rendered":"Validated learning about customers"},"content":{"rendered":"<p>Eric Ries \u2013 <a href=\"http:\/\/startuplessonslearned.blogspot.com\/2009\/04\/validated-learning-about-customers.html\">Validated learning about customers<\/a>:<\/p>\n<p>&#8222;The problem stems from selling each customer a custom one-time product. This is the magic of sales: by learning about each customer in-depth, they can convince each of them that this product would solve serious problems. That leads to cashing many checks. [\u2026] They are closing orders. They are gaining valuable customer data. They are close to breakeven. What\u2019s the problem?<\/p>\n<p>[\u2026] Stories like these are what has led me to this definition of progress for a startup: validated learning about customers.<\/p>\n<p>[\u2026] This unit of progress is remarkable in several ways. First of all, it means that most aggregate measures of success, like total revenue, are not very useful. They don\u2019t tell us the key things we need to know about the business: how profitable is it on a per-customer basis? What\u2019s the total available market? What\u2019s the ROI on acquiring new customers? And how do existing customers respond to our product over time?<\/p>\n<p>Secondly, this definition locates progress firmly in the heads of the people inside the company, and not in any artifacts the company produces. That\u2019s why none of dollars, milestones, products or code can count as progress.&#8220;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Eric Ries \u2013 Validated learning about customers: &#8222;The problem stems from selling each customer a custom one-time product. This is the magic of sales: by learning about each customer in-depth, they can convince each of them that this product would solve serious problems. That leads to cashing many checks. [\u2026] They are closing orders. They [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_share_on_mastodon":"0"},"categories":[1],"tags":[],"class_list":["post-1209","post","type-post","status-publish","format-standard","hentry","category-weblog"],"share_on_mastodon":{"url":"","error":""},"_links":{"self":[{"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/posts\/1209","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/comments?post=1209"}],"version-history":[{"count":0,"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/posts\/1209\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/media?parent=1209"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/categories?post=1209"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.strehle.de\/tim\/wp-json\/wp\/v2\/tags?post=1209"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}