# ENT 601 Chapter 6: Chapter 6 – Customer Discovery

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## Document Summary

Chapter 6 custo(cid:373)e(cid:396) dis(cid:272)o(cid:448)e(cid:396)(cid:455), phase (cid:1007): (cid:862)get out of the buildi(cid:374)g(cid:863) a(cid:374)d test the p(cid:396)odu(cid:272)t olutio(cid:374) (cid:862)test the olutio(cid:374)(cid:863): a(cid:374) o(cid:448)e(cid:396)(cid:448)ie(cid:449) The p(cid:396)e(cid:448)ious phase tested the (cid:272)usto(cid:373)e(cid:396) p(cid:396)o(cid:271)le(cid:373) o(cid:396) (cid:374)eed a(cid:374)d e(cid:454)plo(cid:396)ed (cid:272)usto(cid:373)e(cid:396)s" passio(cid:374) fo(cid:396) it. This phase tests whether the solution to that problem the value proposition gets (cid:272)usto(cid:373)e(cid:396)s" enthusiastic enough to buy the product. This phase has five steps: update the business model and team (a pivot-or-proceed point) With deeper understanding of customers and their proble(cid:373)s, it"s ti(cid:373)e fo(cid:396) a(cid:374) i(cid:373)po(cid:396)ta(cid:374)t pi(cid:448)ot-or- proceed pause in the customer development process. Start this phase by gathering as much as the company management as possible, along with key investors, for the pivot-or-proceed review. Compare their workflow with your product and without. Pivot or proceed: this step concludes with a pivot or proceed, do(cid:374)"t add up all of the (cid:272)usto(cid:373)e(cid:396) fi(cid:374)di(cid:374)gs, look for insights! (cid:1006) a(cid:895) c(cid:396)eate the p(cid:396)odu(cid:272)t (cid:862) olutio(cid:374)(cid:863) p(cid:396)ese(cid:374)tatio(cid:374) (cid:894)ph(cid:455)si(cid:272)al(cid:895)