ENT 500 Chapter Notes - Chapter Phase 2: Critical Mass, Addressability, Cash Flow

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Collaborative relationship: potential customers, engage them in co-creation of the solution, help design it. Identify the 5 biggest channels: find people in channels and email address/other contact way, 25 people on list, call or email to schedule. Thank them afterwards and keep them updated. Did they buy from them: talk less, listen more, stick to one-on-one, in person, interviews- avoid groups for efficiency. How will you know you are done : stop doing additional interviews when you start to hear the same messages again and again from early adopters, 40% of early adopters agree, stop conducting interviews when: Pivots are closer to success: sailboat captain watches everything around them, when wind changes captain changes course. A pivot is result of failed hypothesis: customer segments, product, revenue model, channels, engine of growth. Have to go back to the earlier step and start again from there. If assumptions proved true- proceed to next step. Use info from interviews and other work.

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