What Customer Development Is
客户发展是什么

Customer development is a four-step framework to discover and validate that you have identified the market for your product,built the right product features that solve customers’ needs,tested the correct methods for acquiring and converting customers,and deployed the right resources to scale the business.
客户开发包括四个步骤，用于开始发和巩固你所发现的商品市场，确定商品特征，整合客户需求，检测与寻找合适的方法培养客户，形成企业资源合理配置。

At an abstract level,Customer Develpment is simply about questioning your core business assumption.It applies an engineering,or scientific endeavor(building a business).Your process will resemble the scientific method by following these steps.
抽象来说，客户发展就是对公司核心业务发展的设想，需要周密而科学的努力尝试（以建立商业模式）。想要完成好这个工作，需要做到以下四个步骤：

·Observing and describing a phenomenon.
·Formulating a casual hypothesis to predict the results of new observations.
·Measuring prediction performance based on experimental tests.
·观察与阐述事实
·形成对于新发现所得结果的一般性假设
·以试验性测试衡量假设的绩效

This process is used to discover and validate the following business-related information:
这种方式通常用于发现和巩固下列商业情况：

·A product solves a problem for an identified group of users(Customer Discovery)
·The market is saleable and large enough that a viable business might be built(Customer Validation)
·The business is scalable through a repeatable sales and marketing roadmap(Company Creation)
·Company departments and operational processes are created to support scale(Company Building)
·做出迎合目标用户需求的产品（发现客户）
·市场潜力大，规模大，可以建立新的业务（巩固客户）
·通过多次营销和试探可以确定商业市场的规模是具有弹性的（创立公司）
·公司的部门和经营进程是为了规模化发展而建立的（经营公司）

There’s an old sales adage that says “maybe”is the worst answer you can get from a customer.This applies to Customer Development as well.The first desired outcome of implementing Customer Development is a thriving,successful company;all Customer Development can promise is to maximize the potential to succeed.
有一句营销界的真言：“可能吧”是顾客给你的最坏的答案。这一点放在客户开发商也是一样。客户发展的首要目的是建立有生机的，成功的企业；所有客户开发的完成都对公司走向成功有很大的推动作用。

The second most desired outcome is the realization that there is no market,or that the market is insufficient upon which to build the business you desire.The iterative aspect of Customer Development is designed to eliminate the middle gound between these two end points.At each phase gate,you “pivot”-change your assumption(s)-in order to test another path.Ultimately,you either find the path,or realize that the market has spoken and close the business.
其次所能得到的收获就是确定你所调查的客户市场是没有潜力的，或是不完善的。恰恰迭代的客户开发可以帮助消除这样极端的现象，在每一次开发的进展之时，调整自己的市场假设，尝试其他道路。如是进展下去，你会找到对的发展道路，或是继续接连毙掉不正确的道路。

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