HBR IdeaCast The Right Way to Get Your First 1,000 Customers
4 snips
Apr 2, 2019 
Thales Teixeira, an associate professor at Harvard Business School and author of "Unlocking the Customer Value Chain," discusses the critical early stages of startup growth. He emphasizes that many fail by trying to replicate the scale of successful companies without learning from initial customers. By examining strategies used by Airbnb, Uber, and Etsy, he reveals how understanding customer needs and engaging early adopters is essential. Teixeira highlights the importance of cultivating a quality culture and adaptability over mere technological focus for sustainable success.
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Early Stages
- Focus on early customer acquisition differently than established companies.
- Learn from your first 1,000 customers instead of emulating giants like Uber.
Value of Early Customers
- Early customers are crucial for learning, not just revenue.
- They provide valuable feedback and spread the word about your product.
Early Uber and Airbnb
- Early Uber relied on manual processes, contacting black car companies for rides.
- Airbnb initially offered airbeds and meals, focusing on unmet needs during events.
