show me the value - sagi smolarski

Show me the value!

Your highest priority shall be to satisfy the customerthrough early and

continuous deliveryof valuable software

THOU SHALT SEEK VALUE

VALUE BABY STEPS

User Stories Helladd item from app

send item via whatsapp

order items manually

time shopping session

share shopping list

save shopping list

group items by area

premium version - no ads

competition mode

log in

redesign icon

analyticsemails item

automated testwhite labeling - logo

Cargo Cult Story Format

As a shopper I want to save items in my shopping list so that I can have items in my shopping list

BUILD THE THING RIGHT

BUILD THE RIGHT THING

AutonomyMastery

Purpose Motivation

Value

Reconnecting User Stories to the

ShopCrazedYour Shopping

Cart App

MarshmallowsMilk [2]MarashinosMarmiteMars barsMarshmallowsMarsupialsMaltesersMaltodextrin

✔

✔ ✔

✔

Example: ShopCrazed - Manage your shopping list✔ Stop forgetting items to buy✔ Spend less time at the store

ShopCrazedYour Shopping

Cart App


✔

✔ ✔

✔


✔

✔

✔

White Labeling

White Labelingcustom logo

brand-specific app publisher

Custom color scheme

Custom contact-us link

Brand-specific analytics

Basic brand admin

Add item from admin console

brand-specific build

Checkout from app

Brand promos - manual push

Scan item in store

Brand licenseBranch location and info

Premium brand featuresBrand promos admin

From Feature to MMFs

Minimal Marketable

FeatureWhat is the minimum we need to deliver in order to generate an impact?

Brand-specific build

Publish to app store as separate app

Custom skin - logo, color theme

Upload list of products

Upload list of prices

Branch info

Show promotion items

Brand-specific activity report

White Labeling

MMF

White Labeling

Mind the MMFs

MMF5

DISCOVERY EXECUTION VALIDATION

Basic White labeling

Group items

MMF7

MMF8White

labeling phase 2

STORY 5.3

STORY 5.3

STORY 5.3

STORY 5.3

STORY 5.3

publish branded app

DOING DONETODO

The BIG Picture

BrandBuildCustom logo

Use Minimal Marketable

Features (MMFs) to plan,

execute, track & deliver

value

Insight #1

As a ShopCrazed CFO

I want to offer a white-labelled version

so That we can sell to other businesses

As your user, WIIFM?

B2B == >$$$

Sure, Money is Important...

Yes, sure.

I’m liking

you very

much...

Reframe as User Value

✔ Our company helps

our customers even

before they enter our

store

✔ When a customer

remembers something

she needs to buy she

wants to have a way to

record this need so she

doesn’t forget to buy it

when she gets to our

store

OUR CUSTOMER

✔ LINKED TO OUR PURPOSE✔ ASSUMPTIONS WE CAN VALIDATE✔ BEHAVIOR WE CAN MEASURE✔ IF THERE IS DEMAND, WILL BOOST OUR PROFITS

✔ By providing a

shopping list app, We

help our customers

even before they

enter our store

✔ When a customer

remembers something

she needs to buy, and

she is not in our store

and not at home, she

wants to have a way to

record this need so

she doesn’t forget to

buy it when she gets to

our store

Value != MoneyValue

Insight #2

“People want a quarter-inch hole, not a quarter-inch drill”

WHY

HOW

WHAT

START HERE

Focus on Goals & Impact

WHY

WHO

HOW✔ ✔ ✔

ACTOR

NEED

DELIVERABLES

CAPABILITY

WHAT

BUSINESS GOAL

http://impactmapping.org/

Focus on Goals & Impact

WHY

WHO

HOW✔ ✔ ✔

USER

NEED

SOLUTION

CAPABILITY

WHAT

BUSINESS GOAL

SUPERMARKET CHAINS MARKETING STAFF

ENGAGE PATRONS OUTSIDE THE STORE

PUSH SALES INFO AND COUPONS

PUSH NOTIFICATION ON PHONE, WITH LINK TO COUPON

5 WHITE LABELED APPS

EXAMPLE

31 2 4

GOAL

ACTOR

IMPACT

DELIVERABLE

ACTOR IMPACT

IMPACT

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE✔

31 2 4

GOAL

ACTOR

IMPACT

DELIVERABLE

ACTOR IMPACT

IMPACT

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE

DELIVERABLE✔

In order to... As a... I want to...

✔

Use Impact Mapping to

start with the “Why”

Insight #3

BenefitsFeature: 8GB storage

Benefit: 1,000 songs in my pocket

Value is...

Small

performs a significant job for me

projects a good future version of

myself

desirable benefit

1GB

Thumb nav

Playlists

1,000 Songs

In Your Pocket

useful attributes

A job it can do for me

A medicine

The Pyramid of Work Item Value

LESS RISK

MORE SPEED

INTERNAL FEEDBACK

USER BENEFIT

JOB

MEANING

EXTERNAL FEEDBACK

PROFIT/SAVINGS

USABLE

RELIABLE

USEFUL

CONVENIENT

PLEASURABLE

SELF ACTUALIZATION

SAFETY


ABRAHAM MASLOW

Hey, this looks familiar!

LESS RISK

MORE SPEED

INTERNAL FEEDBACK

USER BENEFIT

JOB

MEANING

EXTERNAL FEEDBACK

PROFIT/SAVINGS

LESS RISK

MORE SPEED

INTERNAL FEEDBACK

USER BENEFIT

JOB

MEANING

EXTERNAL FEEDBACK

PROFIT/SAVINGS

How Are You Hitting Your Target?


LESS RISK

MORE SPEED

INTERNAL FEEDBACK

USER BENEFIT

JOB

MEANING

EXTERNAL FEEDBACK

PROFIT/SAVINGS

Product

MMF

User Story

Spike, Task

Add item from app

Send item via whatsapp

Order items manually

Time shopping session

Share shopping list

save shopping list

ads

premium version - no ads

competition mode

Basic OCR

Redesign design icon

analytics

emails item automated test

Balance Your Backlog

Value is multidimensional.

Identify which value your

items provide, and balance

your backlog.

Insight #4


LESS RISK

MORE SPEED

INTERNAL FEEDBACK

USER BENEFIT

JOB

MEANING

EXTERNAL FEEDBACK

PROFIT/SAVINGS

???

??

?

?

These will typically be assumptions

Build Measure

Learn

Insights

Product Data

Not only for startups...

Validated Learning

Identify and Validate

your assumptions

Insight #5

Summary

Use Impact Mapping to start with the value

1

2 Money is the outcome, not the goal

3

Different values - Balance your backlog4Identify your assumptions and validate them5

Track Value using MMFs

show me the value - sagi smolarski

Technology