Research Summary

Entrepreneurial Management: Customer Discovery and Business Development

by Frank V. Cespedes


This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c) the issues involved in scaling a venture's sales process after validation of the firm's initial business model and acquisition of initial customers.