One (lesser acknowledged) benefit of doing customer development is that it makes you think about distribution strategy and your ability to execute it.
When trying to set up one on one conversations with even 10 of your target customers before you have a product, you’re forced to think about your ability to acquire customers when you do have a product.
One mistake I’ve seen entrepreneurs make is executing a strategy to acquire their first million users before they have their first 10 users. The way you acquire your first 100 or so users is much different than acquiring your next million.
Early on you can do things that aren’t really scalable to limit the time and money you invest in to something before validating the concept.
I believe it’s best to serve a customer where the team has existing relationships or access to customers. For example, someone who’s been working with lawyers all their life and knows a million lawyers would be better suited to start a company servicing lawyers than someone who hasn’t.
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