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TALKING TO HUMANS #Success starts with understanding your #customers (download this book for free)

What is in the book?

We wrote the book to help people learn how to talk to their real or potential customers. Given that we all communicate with other people every day, you would think this would be an easy task, but our instincts tend to be all wrong. After watching countless entrepreneurs and intrapreneurs struggle with customer development concepts, we decided to put together this short, practical guide.

The book takes you through the story of two entrepreneurs doing customer discovery for the first time, and then proceeds to give you concrete tactics, tools and examples to answer key questions such as:

  • Who do you need to learn from?
  • What do you need to learn from the market?
  • How do you find the right people to interview?
  • How can you ensure an effective session?
  • How do you turn observations into decisions and actions?
  • How can you avoid the most common mistakes people make?


What are people saying about the book?

Talking to Humans is the perfect complement to the existing body of work on customer development. If you are teaching entrepreneurship or running a startup accelerator, you need to make it required reading for your students and teams. I have. ”

Steve Blank, Entrepreneur, educator and author of The Startup Owner’s Manual

“If entrepreneurship 101 is talking to customers, this is the syllabus. Talking to Humans is a thoughtful guide to the customer informed product development that lies at the foundation of successful start-ups.”

Phin Barnes, Partner, First Round Capital

“The book is really great! It perfectly fills the gap for a practical, step-by-step guide to conducting customer discovery. I’m updating my syllabus now to incorporate Talking to Humans into my class immediately as required reading.”

Cynthia Franklin, Senior Associate Director, Berkley Center for Entrepreneurship, NYU Stern

“Giff has been one of the thought leaders in the lean startup movement from the very beginning. Entrepreneurs in all industries will find Talking to Humans practical, insightful, and incredibly useful.”

Patrick Vlaskovits, NYT bestselling author of The Lean Entrepreneur

“Getting started on your Customer Discovery journey is the most important step to becoming a successful entrepreneur and reading Talking To Humans is the smartest first step to finding and solving real problems for paying customers.”

Andre Marquis, Executive Director, Lester Center for Entrepreneurship, University of California Berkeley

“A lot of entrepreneurs pay lip service to talking to customers but you have to know how. Talking to Humans offers concrete examples on how to how to recruit candidates, how to conduct interviews, and how to prioritize learning from customers more through listening versus talking.”

Ash Maurya, Founder of Spark59 and author of Running Lean

“A must read for anyone who is considering creating a startup, developing a new product or starting a new division. Read this book first – a great guide to the evolving art of customer discovery. Don’t waste your time building products that your customer may or may not want.”

John Burke, Partner, True Ventures


“This is a great how-to guide for entrepreneurs that provides practical guidance and examples on one of the most important and often under practiced requirements of building a great startup—getting out of the office, talking directly with customers and partners, and beginning the critical process of building a community.”

David Aronoff, General Partner, Flybridge Capital


Current and future customers are the best source of feedback and insight for your new product ideas. Talking to them is intimidating and seemingly time-consuming. In this focused, practical, down-to-earth book Giff Constable demystifies the art (not science) of customer discovery helping entrepreneurs and product veterans alike learn how to build a continuous conversation with their market and ensure the best chances of success for their ideas. Want to know what your audience is thinking? Read this book!”

Jeff Gothelf, author of Lean UX

AlphaGamma: How your personal #branding is replacing your resumes and your cover letters #career

The approach to finding a job, particularly in North America and Europe, has remained quite traditional for some time.

The process typically looks like this:

find a job posting that is compatible with what your personal career goals are,

create a resume to be submitted to the HR department,

and write a cover letter that describes what your goals are and what your background is to show how compatible you are with the role.

How personal branding is replacing resumes and cover letters

The process of acquiring a job out of school has gradually changed.

With so many students graduating from university and college each year, fewer and fewer opportunities are available to apply for on the traditional path.

There have been articles written that consider the process of personal branding to be very important in the modern era of recruitment because it allows employers to find your personal brand, interests and skills that they can use to see how compatible your personal brand is with their organization.

Here are a few ways to build a personal brand from scratch that can be used in order to advertise your personal interests, skills and education.

Read all: How personal branding is replacing resumes and cover letters | AlphaGamma

My point of view: in a digitized world it would be naive to assume that a resume and cover letter is sufficient to start your career. Especially in an overcrowded market for the real challenging jobs and organizations. It will be challenge to be an authentic personal brand; many of us stick to cliches.

Harvard Study: To be creative it is better to be #social than #smart! #smartcreatives #designthinking

What’s Your Digital ROI?


The age of digital disruption is here, and no company is immune.

Leaders who believe their companies can afford to be cautious in their digitization overhaul should think again. While they may be moving slowly and carefully, competitors are moving at great speed. Still, companies can’t afford to hastily throw resources into strategies that won’t work.

So what’s a company to do?

That’s where the digital ROI framework comes in.

Digital ROI allows companies to gauge how well investments are paying off throughout a firm’s entire ecosystem during a digital transformation.

It reveals whether companies should pause and reset if necessary or push harder for strategies that are working.

The digital ROI framework balances digital investments in several focus areas.

Each focus area is then associated with specific performance indicators. In this way, the framework can provide the holistic view companies need to ensure an organized and effective digital transformation while adhering to broader strategic goals.

Key to the framework is taking frequent measurements of what is working and what isn’t, how much time those actions are taking, and whether they are boosting revenues and cutting costs.

This allows companies to track and calculate the impact of their digital initiatives more accurately, retool when necessary, and make teams accountable for their roles. The exhibit below shows how a company’s digital ROI framework might look.

For most companies, regardless of size, industry or geography, digital investment can be broken down into six strategic focus areas:




safety and soundness,


and disruption and innovation.

Each focus area is assigned a goal (or goals) that works toward the desired digital transformation, and each goal is given specific performance indicators and a timeframe to hit that mark.

Many of the metrics will be quantitative, but they should be balanced with softer, more qualitative judgments of progress. Both kinds of metrics must be appropriate to the company’s industry and geography and aligned to its overall strategy.

And they must be made a part of every employee’s individual performance objectives in order to drive the change required.


Read all at the source https://www.strategy-business.com/blog/Whats-Your-Digital-ROI?gko=93f7b

My point of view: It’s not only about organizations. It is also relevant for professions, professionals and persons to wonder what’s your digital ROI.