TY - GEN
T1 - Challenges of lean customer discovery as invention
AU - Batova, Tatiana
AU - Clark, Dave
AU - Card, Daniel
PY - 2016/11/9
Y1 - 2016/11/9
N2 - The lean startup approach to developing products and businesses has become central to entrepreneurial culture. Touted as a scientific approach to creating successful startups, the lean approach relies on customer discovery-A process in which entrepreneurs validate hypotheses about their business models via a rhetorically specific model of interviews with potential customers. In this article, we examine canonical texts of the movement and our own experiences in three lean startup boot camps, in the process exploring the notable absences and silences in the narrow range of texts that define Lean Startup. Lean methods as practiced by government agencies tend to exclude research on user experience design, technology transfer, and qualitative research methods, and foster an underlying suspicion of academic expertise in favor of relying solely on the self-reporting from potential customer segments.
AB - The lean startup approach to developing products and businesses has become central to entrepreneurial culture. Touted as a scientific approach to creating successful startups, the lean approach relies on customer discovery-A process in which entrepreneurs validate hypotheses about their business models via a rhetorically specific model of interviews with potential customers. In this article, we examine canonical texts of the movement and our own experiences in three lean startup boot camps, in the process exploring the notable absences and silences in the narrow range of texts that define Lean Startup. Lean methods as practiced by government agencies tend to exclude research on user experience design, technology transfer, and qualitative research methods, and foster an underlying suspicion of academic expertise in favor of relying solely on the self-reporting from potential customer segments.
KW - Customer development
KW - Customer discovery
KW - Entrepreneurship
KW - Lean startup
UR - http://www.scopus.com/inward/record.url?scp=85002497796&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85002497796&partnerID=8YFLogxK
U2 - 10.1109/IPCC.2016.7740514
DO - 10.1109/IPCC.2016.7740514
M3 - Conference contribution
AN - SCOPUS:85002497796
T3 - IEEE International Professional Communication Conference
BT - IEEE ProComm 2016 - International Professional Communication Conference
PB - Institute of Electrical and Electronics Engineers Inc.
T2 - 2016 International Professional Communication Conference, IEEE ProComm 2016
Y2 - 2 October 2016 through 5 October 2016
ER -