[lean 101] learn, adapt & pivot

The Chameleon effect…

Nikos Palavitsinis, Agro-Know

300. Learn, Adapt & Pivot

Lean AKademy, Mar-Apr, 2014

301. Report our Interview Results

• Report on your interview results so far

• 10’ for each team to briefly report on their findings

• Practical problems? How were your interviewees? Document their characteristics


302. How Interviews Affect our LC

• We put the LC on the wall again• Product Risk– What are you solving?

• Market Risk– Existing Alternatives

• Customer Risk– Is this a viable customer segment?


303. Learning & Adapting Problems

• Let’s look at our problems…

• Are they still valid? Do we need to add new ones? Through away old ones?

• Other techniques that can help us identify problems?


304. Identifying Alternatives

• Which are the alternatives that we have identified? Can we built upon them?

• Can we identify new alternatives that we can investigate during the next interviews?

• Can the alternatives lead us to new solutions?


305. It’s Time to Solve the Problems

• How are we going to solve the problems?

• Can we refine what we have there already?

• Are the initial hypotheses in this part still valid?


306. Identify Your Solutions

• Each team gets 10’ to refine the three solutions for the top three problems

• One solution may as well tackle more than one problems

B R E A K


307. Customer Archetypes

• Get to know your customers– How old they are?– Where do they live?– What job do they want get done?


Who: Name

• The customer archetype is essentially a person. So give that person a name, i.e. Bob. Use the face to give him/her hair, glasses, etc. Illustrate who this person is. From now on we’ll refer to the customer not as an archetype but simply as “Bob”. Who is Bob, what does he do, how can we get to know him better?


Demographics• Role/Job: What does Bob do for a living?• Education: How much education has Bob received, i.e. high school,

university, graduate school? • Marital Status/Family: Is Bob married, single, dating? • Living/Location: Where does Bob live? What part of the city• Hobbies/Interests: What hobbies or interests does Bob have? How

does he like to spend his free time and his discretionary income? • Communication Channels: How does Bob get news? What kind of

newspapers or magazines does he read? • Budget: How much money does Bob make? Where does he spend

his money, i.e. budget breakdown?


Motivations/Behaviors

• The goal here is delve into the mindset of the customer. What are Bob’s primary motivators to action? For example, if he is a family man, providing for and protecting his family is a strong motivator. If he is career-oriented, it could be advancement in the company or gaining more sector-notoriety.

• Following, how does Bob express these motivators in his behavior? For example, as a family man, does he have a security system at home and drive a Volvo?


A day in the life• How does Bob spend his day, weekdays and weekends?

Think it through in regards to his morning, noon, afternoon, and evening. Where is he? How does he get around? What is he doing?– Identify what part of Bob’s day your product/service can be

used. For example, if you are making a new mobile game, what are the empty moments of Bob’s day when he needs a 5 min. break to relax his mind.

– Identify what part of Bob’s day you can potentially reach Bob to tell him about your product or service. For example, if he takes the bus to work every day, advertising inside the bus could be a good channel.


308. Takeaways & Assignments

• Let’s spend some time to reflect on our work today

• How did our LCs change?

• Do we have a different outlook on our initial hypotheses?


308. Takeaways & Assignments

• Refine your canvas some more… Build a customer archetype

• Prepare new interview forms and reach out to new interviewees!

• Conduct new interviews and prepare your input for the next time…


Bonus!

• http://customerdevlabs.com/2013/11/05/how-i-interview-customers/

http://customerdevlabs.com/2013/11/05/how-i-interview-customers/

http://customerdevlabs.com/2013/11/05/how-i-interview-customers/


Questions?

[lean 101] learn, adapt & pivot

Small Business & Entrepreneurship