Get Out of Your Batcave: Customer Development for Lean Startups

, An open incubator where ideas meet execution

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About This Class

This class will cover key concepts and rules of thumb for successful innovation by lean startups. These concepts provide the terms, the metaphors, the parables – in short, the language - that successful high technology firms use to develop their plans and monitor their customer development. In a fast-paced interactive setting, we will cover the strategies that form the basis for conventional wisdom for lean startups bringing discontinuous or disruptive products to market.

Some key concepts we will cover are:

  • Establishing the "ground truth" in an early market: "Go and See," "Get Out Of The BatCave," "Markets are Conversations"
  • Using an initial product as a probe to explore the market: MVP (Frank Robinson, Eric Ries, Marty Cagan), Pretotype, and Blue Ocean models
  • The need for iteration to learn enough to develop a successful product strategy: OODA Loop, Build-Measure-Learn, and customer development/customer validation
  • What a mainstream customer views as a product worth paying for: whole product, crossing the chasm, and product-market fit

Class Format

This is an interactive session, so bring your questions and issues.

Who Should Attend

  • Founders and soon-to-be founders
  • Growth hackers and managers
  • Anyone working on prototypes or product development
  • Sales and marketing professionals
  • Customer Development for Lean Startups


    169 11th St.
    San Francisco, CA

    Tue, May 7th, 2013

    6:30 pm - 8:00 pm PDT

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PARISOMA Education

An open incubator where ideas meet execution

Sean Murphy, CEO of SKMurphy, Inc. has taken an entrepreneurial approach to life since he could drive. He has served as an advisor to dozens of startups, helping them explore risk-reducing business options and build a scalable, repeatable sales process. SKMurphy, Inc. focuses on early customers and early revenue for software startups, helping engineers to understand business development. Their clients have offerings in electronic design automation, artificial intelligence, web-enabled collaboration, proteomics, text analytics, legal services automation, and medical services workflow.

SKMurphy, Inc. ( offers customer development services for high technology startups. We are a small team that provides sound strategy and a workable plan to grow your business by helping develop leads and close deals. Our focus is on early customers and early revenue for startups.

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169 11th St.

San Francisco, CA

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