1. the most important deck
of your life
@Justin_Wilcox
Blog: CustomerDevLabs.com

2. Great CEOs
• Vision
• Know their customers better than they know
themselves
• Success = Perserverance

3. Vision
• Bullshit
• You know nothing

4. Smarter than your Customers
• “If I had asked customers what they wanted,
they would have said faster horses.”
- Henry Ford
• Bullshit
• Horseshit

5. Success = Perseverance
• Success = learning

6. Chief Learning Officers
• CEOs
– Vision
– Smarter than customers
– Preserver
• CLOs
– Know just 1 thing - they know nothing
– Customers know everything
– Success = learning

7. My Story
• Left Microsoft
• I had
– Idea
– Customer
– Paying customer
– Lots more customers
• What I didn’t have
– Anything of value!!!

8. I didn’t know
• How many customers there were
• How much they would pay
• What it would take to make a real sale

9. What Happened
• Instead of testing…
– Build product
– Try selling to brick walls
• It took me 2 years to fail
– Could have failed in 2 weeks

10. my failure…your success
• Test time
– Can you see the future?
– Do you know more than your customers?

11. Conclusion
• You know nothing
• Customers know everything
• Your job is NOT to execute
It’s to LEARN