Abstract
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.
| Original language | English (US) |
|---|---|
| Title of host publication | IEEE ProComm 2016 - International Professional Communication Conference |
| Publisher | Institute of Electrical and Electronics Engineers Inc. |
| Volume | 2016-November |
| ISBN (Electronic) | 9781509017614 |
| DOIs | |
| State | Published - Nov 9 2016 |
| Event | 2016 International Professional Communication Conference, IEEE ProComm 2016 - Austin, United States Duration: Oct 2 2016 → Oct 5 2016 |
Other
| Other | 2016 International Professional Communication Conference, IEEE ProComm 2016 |
|---|---|
| Country | United States |
| City | Austin |
| Period | 10/2/16 → 10/5/16 |
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Keywords
- Customer development
- Customer discovery
- Entrepreneurship
- Lean startup
ASJC Scopus subject areas
- Communication
- Engineering(all)
Cite this
Challenges of lean customer discovery as invention. / Batova, Tatiana; Clark, Dave; Card, Daniel.
IEEE ProComm 2016 - International Professional Communication Conference. Vol. 2016-November Institute of Electrical and Electronics Engineers Inc., 2016. 7740514.Research output: Chapter in Book/Report/Conference proceeding › Conference contribution
}
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
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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
VL - 2016-November
BT - IEEE ProComm 2016 - International Professional Communication Conference
PB - Institute of Electrical and Electronics Engineers Inc.
ER -