Customer Development

WHAT’S A BUSINESS MODEL?

1. VALUE PROPOSITION
What Are You Building and For Who?
2. CUSTOMER SEGMENTS
Who Are They? Why Would They Buy?
3. CHANNELS
How does your Product Get to Customers?
4. CUSTOMER RELATIONSHIPS
How do you Get, Keep and Grow Customers?
5. REVENUE STREAMS
How do you Make Money?
6. KEY RESOURCES
What are your most important Assets?
7. KEY PARTNERS
Who are your Partners and Suppliers?
8. KEY ACTIVITIES
What’s Most Important for the Business?
9. COST STRUCTURE
What are the Costs and Expenses?
BUT,
REALIZE THEY’RE
HYPOTHESES.
 9 GUESSES

Guess
Guess Guess
Guess

Guess
Guess Guess

Guess Guess
Customer
Development
The Pivot.
Customer
Development
The Minimum
Viable Product.
Customer
Development

Details.
 “Customer Development is
how you search for the model”
HOW TO BUILD A STARTUP

Idea
Business Model
Size Opportunity
Customer Development
 How to Build A Startup

Business Size of the Customer Customer

Idea
Model(s) Opportunity Discovery Validation
 How to Build A Startup

Business Size of the Customer Customer

Idea
Model(s) Opportunity Discovery Validation

Theory Practice
 How to Build A Startup

Business Size of the Customer Customer

Idea
Model(s) Opportunity Discovery Validation
 How to Build A Startup

Business Size of the Customer Customer

Idea
Model(s) Opportunity Discovery Validation

First test the problem.

Next test the solution.
 How to Build A Startup

Business Size of the Customer Customer

Idea
Model(s) Opportunity Discovery Validation
Part 3
How Does this Really Work?
Lean
 GoCheff

The team doesn’t have the

technical skill to develop an app,
Amateurs and professional chefs
but it can easily hire someone to
residing in São Paulo.
do it due to it’s complexity
Middle and upper class people
between 20 and 50 years old who
need cookers for an specific event in
São Paulo and that like entertaining
and new experiences. Direct: Catering companies, Get
Businesses connected to culinary Ninjas, event’s Buffets
that want to advertise themselves
Indirect: Restaurants, Food
delivery services

Yes, all of us, we all had classes

related to the subject and can apply
the knowledge

Have a nice and fresh dinner,

made just for you, in the comfort
of your house, for a good price.
Connect chefs to their clients in a
easier way. Problem: Have an informal or We can expand the service to
With increase in demand we can
Expose the companies that formal meal reunion at your place other cities and eventually to
expand to other cities.
advertised to people who are with no one or no time to cook a other countries applying the same
Also we can change the price of
looking interested in culinary nice meal for a good price model and having similar costs
taxes that the customer, chefs and
Solution: Hire a cooker of your own advertisers have to pay, making the
choice, on an app, that will solve all profit margin bigger.
ingredients, dishes and appliances
problems
 Linking chef and The customer relationship On one side the company
Investors, chefs. customers. will be self-service with will have a range of chefs
The company will be the chefs and with the from amateurs to
linking people who need clients. professionals who want to
chefs for a specific event, make some extra money
or for just a simple meal on their free time.
to an available chef. On the other side the
company will serve
customers ranging from
middle to high social
class.
Registered chefs, app The company will have
and website and clients. an app and a website.
We will be marketing
through social media
and outdoors.

Creating and maintaining the app Percentage of sales, advertising.

and website, advertising, and chefs
selection process.
 On one side the company
Linking chef and The customer relationship will have a range of chefs
Investors, chefs, customers. will be self-service with from amateurs to
food companies. The company will be the chefs and with the professionals who want to
linking people who need clients. make some extra money on
chefs for a specific event, their free time.
or for just a simple meal On the other side the
to an available chef. company will serve
customers ranging from
middle to upper classes
between 20 to 50 years old
who like entertaining and
Good selection of cookers like new experiences.
(quality), actualized app, up The company will have
an app and a website. Also, businesses connected
to date ratings and minimal to culinary that want to
ratings, background checks We will be marketing
advertise themselves.
on cookers and customers through social media
and outdoors.

Creating and maintaining the app 12% percentage of sales,

and website, advertising, and chefs advertising.
selection process.
 Hypothesis Test | Customers who hire

1. Tell me a story about the last time you tried to have a dinner party.
2. Did something go wrong? What?
3. How did you solve your problem?
4. Were you able to spend time with your guests?
5. Did you do the cooking by yourself?
6. Did you have trouble preparing the dinner?
7. Did you buy the right amount of food for your guests?
8. Do you like trying out knew things?
9. How often do you go out to eat?
 Hypothesis Test | Cookers

1. Tell me a story about the last time you were hired to cook for someone.
2. Did you have problems? Which?
3. How did you solve the problem?
4. Are you having trouble finding work? Or are you satisfied with your work?
 Hypothesis Test | Companies

1. Were and how do you usually promote your company?

2. What is your target market?
3. What do you think of app advertisements? Are they effective?
 Answerers | Customers

All the questions were made with people in the Iguatemi Mall, Tuesday, March, 8
What we learned from
customers interviews?

Correct and amount of ingredients are a problem.

People also forget about drinks.
In general, for a small gathering people are able to cook and spend time with
their guests.
People like trying new things and new experiences.
In general people eat at least once a week out in a good restaurant. In the day
to day people tend to look for “kilos” or fast food.
Other problems that happened were the lack of planning in preparing and the
lack of experience resulting in a food different than expected.
People often solve their problems with the help of others.
 On one side the company will
Linking chef and customers. have a range of chefs from
Investors, chefs, food
The customer relationship amateurs to professionals who
companies.
The company will be linking will be self-service with the want to make some extra
people who need chefs for a chefs and with the clients. money on their free time.
specific event, or for just a On the other side the company
simple meal to an available will serve customers ranging
from middle to upper classes
chef. The chef will take
between 20 to 50 years old who
ingredients, drinks and
like entertaining and like new
required appliances needed
experiences. Additionally, our
for the gathering. customers are people who eat
at good restaurants at least
once a week.
Good selection of cookers Also, businesses connected to
The company will have an app
(quality), actualized app, up culinary that want to advertise
and a website. We will be
to date ratings and minimal themselves.
marketing through social media
ratings, background checks
and outdoors. We will also have
on cookers and customers. partnerships with restaurants and
famous cooks, like "masterchef”,
participants.

Creating and maintaining the app

12% percentage of sales, advertising.
and website, advertising, and chefs
selection process, and background
checks on people hiring the service.
Answerers | Cookers
Answerers | Companies
What we learned from cookers
and companies interviews?

The cookers had problems organizing and dealing with the people they
were cooking for, there were miscommunications
The cookers has difficulty to find new clients
Companies like app advertisements, they think they are promising
opportunities
Companies like supporting events as a way of advertising
 On one side the company will
Investors, chefs, food Linking chef and customers have a range of chefs from
companies. Providing fresh and good food, The customer relationship amateurs to professionals who
The company will be linking
with different prices and will be self-service with the want to make some extra
people who need chefs for a
options at the comfort of eating chefs and with the clients. money on their free time.
specific event, or for just a
a meal cooked in your house. On the other side the
simple meal to an available
company will serve customers
chef. The chef will take
ranging from middle to upper
ingredients, drinks and
classes between 20 to 50 years
required appliances needed
old who like entertaining and
for the gathering.
like new experiences.
Additionally, our customers are
people who eat at good
Good selection of cookers restaurants at least once a
(quality), actualized app, up to The company will have an week.
date ratings and minimal app and a website. We will be Also, businesses connected to
ratings, background checks on marketing through social culinary that want to advertise
cookers and customers . Safe media and outdoors. We will themselves.
and fair selection of Cookers, also have partnerships with
big range of foods and prices. restaurants and famous cooks,
Promotions for loyal customers. like "masterchef”, participants.

Creating and maintaining the app and 15% percentage of sales.

website, advertising, and chefs selection
process, and background checks on
people hiring the service.
MVP Proposal
http://www.gocheff.com.br/
 CHEFS
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GUILHERME
SANTANA, 43
DISHES
GUILHERME
Hire
SANTANA, 43

Available:
Friday/Saturday/Sunday
Dishes:
From R$70,00 – R$120,00

See Dishes
Comments:
Loved the meal. Maybe a bit expensive.
Very clean and lovely taste.

No more comments
GUILHERME
Hire
SANTANA, 43

Dishes

Homemade Pizza R$70/person

Gilberto Sarfati.
[email protected]