Post on 22-Jan-2018
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Lean Customer Developmentbuilding products that customers will buy
Harikrishna Menon • 08.13.2017
Steps
1. Form a hypothesis2. Finding potential
customers3. Asking the right questions4. Making sense of the
answers5. Build & => keep learning6. Repeat as needed
Forming HypothesisI believe [type of person]
experiences [problem]while performing [task]
● Problem vs Solution● Problem, not
product● Testable● Narrower is better
Finding customersBlood, sweat and tears
● Your network● LinkedIn● Reddit● Facebook● Twitter● Quora● Domain-specific websites● “real world” locations● Craigslist ?● …….
Finding customersoutsourcing
● User research platforms○ Validately○ UserZoom○ ethn.io
● Mechanical Turk● Affiliate programs, leverage
partnerships● …….
What are the right questions?
● Potential of current process or solution?
● Frustrations/Pain Points● Dealbreakers and
constraints● Decision process for
buying
The InterviewQuestions to ask
Tell me how you do _{ job to be done }_ today…
Do you use any tools/processes to help you get _{ job to be done }_ done?
What are your biggest pain points around getting _{ job to be done }_ done?
If you could use a magic wand and be able to do anything that you can’t do today, what would it be? P.S - It's okay for them to go wild
Making them talk
1. A minute of awkward silence
2. No binary questions, always open ended
3. Digging deep: - What / When / How / Why etc...
Questions!!!
● Length● Compensation ● In-person or phone● Record● Who else?● When to stop
Making sense of responses
● Validates hypotheses● Invalidates hypotheses● Surprises (Pivots or new
hypotheses)● Emotion (rats vs dents)● Behavior changes
Resources
Lean Customer Development
95 ways to find your customers
Q&A