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Crossing the Chasm w/ Kevin Dewalt, our special guest speaker

In our second session at Lean Startup Academy, we're going to do a drill-down on Geoffrey A. Moore's ground-breaking book, combined with a brand new book, "Beginning Customer Development" by Kevin Dewalt.

Joining Pete (Ben can't make it this month :( ) will be special guest speaker, and author of "Beginning Customer Development", Kevin Dewalt! Kevin is a mentor to Ben and Pete, and one of the core people responsible for the Lean Startup movement in DC. He started the DC Lean Startup Circle meetup, brought Eric Ries to town, and has taught and mentored countless startups in DC in implementing Lean Startup practices. He currently resides in China and mentors entrepreneurs across the world through his company

"Crossing the Chasm" has been formative to the startup world since its original release in 1991 and teaches us to break down our potential customers into one of 5 market categories: 

•  Innovators
•  Early Adopters
•  Early Majority
•  Late Majority
•  Laggards

Each type of customer has a different buying profile, and targeting the wrong customer for your business could result in an untimely death for your startup! We'll discuss the 5 types of customers outlined by Geoffrey Moore, their buying habits, and how to choose your ideal customer, and when to change customer types during the life of your company!

We'll also discuss "Beginning Customer Development" and how to find your perfect customers.  Whether you’re just starting out … or getting ready for your IPO next month, the #1 challenge your business will face is getting more customers.  Kevin Dewalt will do a brief presentation on Helpful Marketing - a strategy he is developing to help you find more customers, win their trust and get insight into their key challenges by being helpful.  He will share with you the secrets of the companies who are growing, getting funded - and selling.  

As is our mission, the session will include *hands-on* exercises, so bring a laptop, a tablet and keyboard, or pen and paper.

(Reading the books "Crossing the Chasm" and "Beginning Customer Development" is not required for this session, although it certainly would not hurt. :) )

See you on April 30th!

About the Presenters

Kevin Dewalt has been part of the startup ecosystem as a founder (4 startups), an Angel/VC (25 startups) and mentor/advisor (a lot) for nearly 20 years.

An advocate for Lean Startup from its beginning, he has worked with Eric Ries, Steve Blank, Ash Maurya, and Alex Osterwalder to help entrepreneurs discover opportunity. He founded the DC & Beijing Lean Startup meetups, taught startup workshops worldwide from Manila to MIT, and was one of the keynote speakers at the 2013 Lean Startup conference. As an Entrepreneur-In-Residence for the National Science Foundation (NSF) he helped NSF rollout the iCorps program with Steve Blank at Stanford.

Currently he's bootstrapping SoHelpful from his home in Beijing and gives free help and advice to entrepreneurs worldwide over Skype or Hangout. He created the Helpful Marketing™ strategy through which he helps entrepreneurs find more customers and build closer relationships with them. Recent Angel investments include DC-based PowerSupply and Singapore-based Collabspot.

A philanthropist and an advocate for regenerative medicine, he also serves on Aubrey de Grey’s SENS Foundation’s board with members of the Peter Theil Foundation and philanthropist/entrepreneur Bill Liao. He graduated #1 in his US Coast Guard Academy class and received his Master's in EE from Stanford University in 1995.

Although his dream of becoming a professional golfer was cut short - at birth by an utter lack of talent - he still loves golf and plays the game worldwide with his wife.

Pete Oliver-Krueger is a Lean/Agile/UX coach and trainer in the DC area with 20 years of experience in Agile Technology Management, Lean Startup-style Customer Development, Business Strategy Planning, and Usability Testing.  

He has been active in the Lean Startup community for the past four years, including speaking at DC Lean Startup Circle, presenting at the Lean/Agile DC conference, organizing the first Lean Startup Machine - Philadelphia, and mentoring events in DC and Philadelphia. 

A graduate of Carnegie Mellon University, he got his start at CMU's Robotics Institute, later joining the team that launched the first accredited Web-based university in the world.  His software architectures power multiple systems for government agencies like the FDA, NASA, WMATA, and the Pentagon, and he has led many high-profile teams, including the relaunch of TD Ameritrade's new online trading platform.  

He also mentors social entrepreneurs across the country like Flikshop, a mobile app which connects families and inmates, reduces recidivism rates, and provides new opportunities for disadvantaged youth.

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