lean venture series - stage 2 lesson 1 - bcls & rcbc
TRANSCRIPT
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Stage 2, Lesson 1: Making Sure People Want Your Idea
workshop agenda01 Review02 Learning Objectives03 Steve Blank on customer discovery04 Create your interview questions05 Practice interviews06 Key learnings and next steps
01review
review
02learning objectives
By the end of lesson 1 you will
Understand the Customer Discovery process Create key assumptions/hypotheses about your
business model Create interview questions for your customer
discovery Practice doing interviews with your peers Begin to uncover patterns in the responses to
your research
context – getting ready to “get out of the building” to test our assumptions /hypotheses
03 What is Customer Discovery? “systematic approach to ‘getting out of the building’
to test & validate your hypotheses – learning in order to discover a repeatable, scalable business model.”
Ideally: find out who might be early adopters or lead users (Mueller, Thoring)
GOAL: problem solution fit to product market fitWhat is customer discovery?
Customer discovery case study
SOURCE: http://steveblank.com/category/customer-development-manifesto/
Customer Discovery Process1. State your assumptions/hypotheses2. Test your assumption/hypotheses3. Test your product concept4. Evaluate; next steps
03 – continued…Identifying assumptions
• PRODUCT RISK: What are you solving? (problem)How might customers rank your problems in importance?
• MARKET RISK: Who is the competition? (existing alternatives)How do customers solve these problems today?
• CUSTOMER RISK: Who has the pain? (customer segments)
Is this a viable customer segment?
Maurya, Running Lean, p. 83, 84
Assumptions around risks:
• What problem are you solving? How might customers rank your problems in importance? • ie. Elderly residents need someone to walk their dog. It is
one of the most important needs they have• Who is the competition?
• ie. Who walks their dog now? What is the alternative to a dog walker?
• Who has the pain?• ie. Who has dogs that need walking?
These form the basis of your PROBLEM PRESENTATION Maurya, Running Lean, p. 83, 84
Assumptions
Narrowing Customer Segments
ActivityBrain dump 10 – 12 potential customers
Answer these questions for each
Circle the 4 segments with the most Y’s
• Falsifiable Hypothesis = [Specific Repeatable Action] will [Expected Measurable Return], but see page 84:• These are more qualitative evaluations of
assumptions.
Maurya, Running Lean, p. 83, 84
Assumptions
http://www.slideshare.net/LaneHalley/ux-for-lean-startups-may-19
04Customer discovery interview
Do’s and Don’t of Interviews
• What keeps you up at night about (insert problem)?
• How does it make you feel when x happens?
• What do you do about it currently?• How much do you pay for it?• What do you wish existed?• Anything else I should I have asked you?
Sample Interview Questions
Sample Interview Questions
• Can you tell me the story about that?• And then what happened?• Why [or how] did you do that?• What did you love [or hate] about that?• If you could wave a magic wand, what would it be like?• Tell me about an experience when ... • What are the best/worst parts about ... • Can you help me understand more about ...
Activity• Write down 5 questions that you would
use to get honest information about whether you should start this business…or about your existing business model.
Fishbowl Interview Practice
05summary and next steps
Assumptions Problem presentation Interviews Lesson 2
05 Summary & next steps
CLICK HERE
From library home page: bcls.lib.nj.us
THEN CLICK HERE
questions?
review material for next session
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