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Lean Startup - Coggle Diagram

- - - - Customer discovery starts with theory building, during which
        the goals of the management team are to develop a theory of the business, including testable
        hypotheses.
      - Theory building is guided, codified, and tracked by using the BMC. Testable hypotheses are derived from the BMC and represent key unknowns in the business model, such as the existence of demand, the fit between the proposed
        solution and potential demand, and how to effectively reach customers (e.g., customer
        relationships and channels).
      - Once theory building is complete, the entrepreneur transitions to problem testing. Problem testing starts with ethnographic interviews of those with potential insight into aspects of the
        business theory articulated in the BMC, such as potential customers or suppliers.
      - Entrepreneurs are advised to test theory and assumptions by developing and selling prototypes
        with limited features and reliability, termed the minimum viable product (MVP).
      - Customer discovery is complete when the entrepreneur
        knows who will buy (customers), what they will buy (product), why they will buy (value
        propositions), how they will buy (channels), and at what price they will buy.
    - - The goal of customer validation is to convert initial insights from the
        customer discovery process into a scalable, repeatable sales process. Important questions
        include the following (Blank, 2012: 281): Who are the key decision makers? How long
        and costly is the sales cycle? What is the selling strategy? What value propositions should
        be used in marketing? What is the generic profile of earlyvangelists?
  - - - Building organizational sales and marketing processes to
        support growth.
    - - Building the internal organization to fit the specific
        sales and marketing strategy.