What Customer Development Is
客戶發(fā)展是什么

Customer development is a four-step framework to discover and validate that you have identified the market for your product,built the right product features that solve customers’ needs,tested the correct methods for acquiring and converting customers,and deployed the right resources to scale the business.
客戶開(kāi)發(fā)包括四個(gè)步驟，用于開(kāi)始發(fā)和鞏固你所發(fā)現(xiàn)的商品市場(chǎng)，確定商品特征，整合客戶需求，檢測(cè)與尋找合適的方法培養(yǎng)客戶，形成企業(yè)資源合理配置。

At an abstract level,Customer Develpment is simply about questioning your core business assumption.It applies an engineering,or scientific endeavor(building a business).Your process will resemble the scientific method by following these steps.
抽象來(lái)說(shuō)，客戶發(fā)展就是對(duì)公司核心業(yè)務(wù)發(fā)展的設(shè)想，需要周密而科學(xué)的努力嘗試（以建立商業(yè)模式）。想要完成好這個(gè)工作，需要做到以下四個(gè)步驟：

·Observing and describing a phenomenon.
·Formulating a casual hypothesis to predict the results of new observations.
·Measuring prediction performance based on experimental tests.
·觀察與闡述事實(shí)
·形成對(duì)于新發(fā)現(xiàn)所得結(jié)果的一般性假設(shè)
·以試驗(yàn)性測(cè)試衡量假設(shè)的績(jī)效

This process is used to discover and validate the following business-related information:
這種方式通常用于發(fā)現(xiàn)和鞏固下列商業(yè)情況：

·A product solves a problem for an identified group of users(Customer Discovery)
·The market is saleable and large enough that a viable business might be built(Customer Validation)
·The business is scalable through a repeatable sales and marketing roadmap(Company Creation)
·Company departments and operational processes are created to support scale(Company Building)
·做出迎合目標(biāo)用戶需求的產(chǎn)品（發(fā)現(xiàn)客戶）
·市場(chǎng)潛力大，規(guī)模大，可以建立新的業(yè)務(wù)（鞏固客戶）
·通過(guò)多次營(yíng)銷和試探可以確定商業(yè)市場(chǎng)的規(guī)模是具有彈性的（創(chuàng)立公司）
·公司的部門(mén)和經(jīng)營(yíng)進(jìn)程是為了規(guī)?；l(fā)展而建立的（經(jīng)營(yíng)公司）

There’s an old sales adage that says “maybe”is the worst answer you can get from a customer.This applies to Customer Development as well.The first desired outcome of implementing Customer Development is a thriving,successful company;all Customer Development can promise is to maximize the potential to succeed.
有一句營(yíng)銷界的真言：“可能吧”是顧客給你的最壞的答案。這一點(diǎn)放在客戶開(kāi)發(fā)商也是一樣?？蛻舭l(fā)展的首要目的是建立有生機(jī)的，成功的企業(yè)；所有客戶開(kāi)發(fā)的完成都對(duì)公司走向成功有很大的推動(dòng)作用。

The second most desired outcome is the realization that there is no market,or that the market is insufficient upon which to build the business you desire.The iterative aspect of Customer Development is designed to eliminate the middle gound between these two end points.At each phase gate,you “pivot”-change your assumption(s)-in order to test another path.Ultimately,you either find the path,or realize that the market has spoken and close the business.
其次所能得到的收獲就是確定你所調(diào)查的客戶市場(chǎng)是沒(méi)有潛力的，或是不完善的。恰恰迭代的客戶開(kāi)發(fā)可以幫助消除這樣極端的現(xiàn)象，在每一次開(kāi)發(fā)的進(jìn)展之時(shí)，調(diào)整自己的市場(chǎng)假設(shè)，嘗試其他道路。如是進(jìn)展下去，你會(huì)找到對(duì)的發(fā)展道路，或是繼續(xù)接連斃掉不正確的道路。

下一篇：《企業(yè)家指導(dǎo)你發(fā)展客戶》概念解釋1：首批受用人