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.
客戶開發(fā)包括四個步驟，用于開始發(fā)和鞏固你所發(fā)現(xiàn)的商品市場，確定商品特征，整合客戶需求，檢測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.
抽象來說，客戶發(fā)展就是對公司核心業(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）。想要完成好這個工作，需要做到以下四個步驟：

·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
·形成對于新發(fā)現(xiàn)所得結(jié)果的一般性假設(shè)
·以試驗性測試衡量假設(shè)的績效

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）
·市場潛力大，規(guī)模大，可以建立新的業(yè)務(wù)（鞏固客戶）
·通過多次營銷和試探可以確定商業(yè)市場的規(guī)模是具有彈性的（創(chuàng)立公司）
·公司的部門和經(jīng)營進程是為了規(guī)模化發(fā)展而建立的（經(jīng)營公司）

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.
有一句營銷界的真言：“可能吧”是顧客給你的最壞的答案。這一點放在客戶開發(fā)商也是一樣?？蛻舭l(fā)展的首要目的是建立有生機的，成功的企業(yè)；所有客戶開發(fā)的完成都對公司走向成功有很大的推動作用。

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)查的客戶市場是沒有潛力的，或是不完善的。恰恰迭代的客戶開發(fā)可以幫助消除這樣極端的現(xiàn)象，在每一次開發(fā)的進展之時，調(diào)整自己的市場假設(shè)，嘗試其他道路。如是進展下去，你會找到對的發(fā)展道路，或是繼續(xù)接連斃掉不正確的道路。

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