The following list of video clips will walk you through the process of setting up and executing your customer discovery plan.

The focus of discovery is not to ‘sell’ the product but to understand the customer in context, develop an appreciation for the nuances of the industry and identify gaps (underserved customers and over-served customers, unmet needs, inefficiencies, etc.) that can later be incorporated into a business model:

Use these tools to plan your discovery process to get as close to your ‘customer’ as possible:


Before Leaving the Building
  1. Pre-Planning Contacts (4:34) CD
  2. Customer Interview Dry Runs (0:49) CD
  3. Discovery is for Founders (1:30) CD
  4. Pass/Fail Experiments (1:32) CD
Outside the Building
  • Rules of Customer Interviews
    1. Being Aggressive (1:29) CD
    2. Conducting a Customer Interview (1:30) CD
    3. Letting the Customer Interview Flow (1:37) CD
    4. Sizing the Opportunity (2:50) CD
    5. Finding Patterns (1:50) CD
    6. Looking for Insights (0:58) CD
  • Early Mistakes to Avoid
    1. Death by PowerPoint (1:42) CD
    2. Death by Demo 1 (2:18) CD
    3. Death by Demo 2 (1:45) CD
    4. Understanding the Problem (3:22) CD
    5. Multi-Person Interview (2:03) CD
    6. Assuming You Know (1:56) CD
    7. B-to-B to C (2:15) CD
    8. Existing vs. New Markets (5:29) CD
    9. Asking the Right Question (2:37) CD
    10. Public Interviews (2:11) CD
Understanding What the Customer Is Telling You
  1. Engaging the Customer (3:37) CD
  2. Customer Empathy (2:25) CD
  3. The Distracted Customer (3:12) CD
  4. Customers Lie (2:37)
  5. The User, the Buyer & the Saboteur (2:24) CD
Back in the Building
  1. Extracting Insight from Data (2:59) CD
  2. Pay Attention to Outliers (2:16) CD
  3. Getting the MVP Right (3:34) CD
  4. The “Other 85%" (2:32) CD
  5. Finding Early Evangelists (1:17) CD
  6. Communicating Your Discoveries (2:26) CD