As part the 2012 series of lean events, Thousand Seeds are hosting two half day workshops on 1st and 2nd May focused on practical ways to be customer centric to achieve sales. Delivered by Brant Cooper (author of ‘The Entrepreneurs Guide to Customer Development’), the sessions build upon the earlier successful events hosted by Thousand Seeds. Enterprise Ireland sees these events as supporting entrepreneurs who want to grow and prosper, bring as they do, key actors to Ireland to share their experience.

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More information and registration for the event is on EventBrite. Places are limited to 50 participants per workshop.   Thousands seeds also share their knowledge on their blog.

This in-depth, hands-on workshop is designed for entrepreneurs, corporates and SME’s who want to be customer-centric and to raise their odds for building successful products, OR CEO’s, CTO’s and consultants who work with getting products to market. As well as including a pdf copy of Brant’s book, the workshop  will cover

• Learn how to Get Started
• The difference between listening to customers and doing what they say
• How Customer Development fits into the Build -> Measure -> Learn framework
• The Stages of Customer Development
• When NOT to do Customer Development

Praise for Brandt , the workshop host, from a previous Thousand Seeds Speaker;

“Brant is one of the foremost experts in the emerging science of entrepreneurship. I’ve seen him teach about customer development and it’s practical, action-oriented, and persuasive. I’ve had the pleasure of hosting Brant at several conferences, and he always delivers.”

- Eric Ries, Author, The Lean Startup

More information on EI’s Lean Engagement for Software Companies on BestConnected.

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Most companies (such as car manufacturers) use pretty much the same inputs. Toyota, GM and Ford take the same raw materials and have similar levels of education in their workforce. Prices are similar for all the car companies;  metal and rubber are are traded globally, manufacturers will  relocate to regions where labour is cheaper. All car companies carry out substantial R&D to stay in the game. So, why has Toyota  eclipsed GM as the No 1 manufacturer in the world?

A key part of the answer is the Toyota Production System, the process by which it builds vehicles and the way that it is continually improving this process. Toyota’s competitive advantage is not its cars, but the way in which it builds its cars.

Toyota use the TPS that everyone knows, but they also follow the Toyota Way, a way of thinking that gives them the real advantage. They drive their operational performance (TPS) guided by the Toyota Way, which is focused on respect for people, their employees and their customers and a Absolutely Focused and Relentless (AFR) drive to improve, to be better, to provide a better offering to their customers, always, every day. Instead of cars, it is information that flows down the modern company assembly line. Companies that manipulate this information better gain an edge over their competitors.

So why does this matter to your software company?

Building software used to be about a team writing code, and then (every so often) releasing it – either to customers, or to another part of the company that dealt with customers. In the world of Saas and Cloud this is no longer true;. Your company and product are available 24/7 on the web and every member of the team needs to be focussed on gaining and retaining customers.

Everything that your developers do have a direct and immediate impact on the customer experience. If you’re lucky, they will gain you money (The ‘Upgrade’ button is in just the right spot). If you’re unlucky they could leak your cash- either as a trickle without you noticing it (a minor update means the site runs slightly slower, and your conversion rate is down several points) or a flood (the website crashes in the middle of a big promotional campaign).

Enterprise Ireland is here to help

This move from ‘build and they will come’ to ‘everybody focussed on the customer experience’ is big and daunting. But it’s no bigger than what the car companies have done (remember how Toyota’s products were laughed at in the 60′s?).  And it’s no bigger than the lean transformation that ‘traditional’ Irish companies have achieved to overcome their high cost base – a transformation that I’m glad EI has taken part in. The trick is continual, small improvements by everybody on the team.

Nobody knows what best way to run a Saas business – even the best, such as SalesForce.com and Google are still learning. We in EI would like to help you on that journey towards a leaner , more customer focussed team. We’ll be learning t0o, but with a range of training and supports to help you get there quicker and faster.

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