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Lean Startup Philippines Guita T. Gopalan Lean StartUp: Customer Development [email protected] Schedule a Call on Sohelpful.me/guitagopalan
| Date post: | 08-Aug-2015 |
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Lean Startup Philippines Guita T. Gopalan
Lean StartUp: Customer Development
Schedule a Call on Sohelpful.me/guitagopalan
FORD MUSTANG
When it was introduced…. What it pivoted into…
When it was introduced…. What it pivoted into…
When it was introduced…. What it pivoted into…
WHY?
LEAN STARTUP
No Waste
-‐ Build it right -‐ Build it quickly
More Fme for family
Long travel Fme work/home
Faster travel Fme
Waze
BeIer car
Don’t leave home as much
Freelancer.com
Franchise Business
Many things to do
Do them faster
Coffee
Any.Do
Outsource tasks
Virtual Assistant
Use AutomaFon SoRware
Problem
Aspect of Problem
SoluFon Products or Services aka How the SoluFon is delivered
MVI Minimum Viable InteracFon
a type of MVE minimum viable experiment MVI focuses on discovering as much about people (target customers)
MVP minimum viable products looks at how people interact with or respond to a par@cular solu@on and/or product.
SUCCESS CRITERIA
5 MUST DO’S CUSTOMER MVI
• Start somewhere. – Decide on who to talk to (segment) and figure out where to find them.
• Shut up! – Listen more than talk.
• Ask why in 101 ways. – Dig deeper. And deeper. And deeper.
• Be deliberate. – Keep what you want to validate or learn in mind.
• Observe everything. – It’s not just about the answers it’s also how those answers are delivered.
INTERVIEW Talk to the right people with the big problem.
Are you on the right track?
PITCH Sell the soluNon and/or product.
Will people pay, sign-‐up..?
CONCIERGE Deliver an actual product or service.
Can you deliver your value proposiNon?
Whatever MVI type focus on…
Learn from their life and stories
Specifics from their past
“Tell me more”
Signals
Avoid • QuesFons with one word answers – Dig deeper – why, how, when…
• HypotheFcal – what if, would you – Qualify then dig deeper
• Don’t ask what they think – It’s a sneaky way of asking a hypotheFcal
• When customers give you advice – Why is that important to them?
Do • If they are part of your target, get their contact details.
• If they are not part of your target, get their contact details and then them to refer someone to you.
• Note responses and observaFons ASAP • Interview more customers
POWERS OF OBSERVATION
Your ability to gather good quality customer insights is limited by your
openness and skills in interviewing and observing.
Eventually, you should be able to spot your target customer amongst a crowd.
Look for….every Fme you talk to a customer…
• AlternaFves • Behaviours • MoFvaFons • Behavior • Decision Making
• Social Circles • CompeFtors
• Mentality • Bigger problems to solve
Look for… every Fme you talk to a customer…
PaIerns – Frequency – Causality – Dependency – Impact or Significance
– Circumstance / SituaFon
AS YOU TALK TO CUSTOMERS eventually you’ll get to
Problem – SoluFon Fit
• Is there a problem worth solving?
• Is it something customers want? • Will they pay for it? If not who will? • Can it be solved
AS YOU TALK TO CUSTOMERS and work on your business…eventually you’ll get to
Product – Market Fit
• Are you building something people want? – Demand DemonstraFon – Clear Signals • Hacking a soluFon
– Features that contribute to value
Value ProposiFon
• Well defined problem • Defined soluFon • Proposed product • Proposed business model
Value ProposiFon
• If you have to explain it you’ve failed. – Proof Points – Real Value – Why you and not someone else – Use customer’s language – “It’s like you read your mind.”
• At the beginning it’s ok to have… – 3-‐5 value proposiFons – the key is to hone into the one that takes the world by storm
Why do this?
• Fail Fast. Succeed Faster. • Build a strong posiFon – Customer Insight – TracFon – Customer-‐Partners
• There is no right… or wrong.
LEAN STARTUP
• No one knows your startup as well as you do. • You are the expert here!!! • What we do…
– Ask quesNons you missed
– Challenge your assumpNons
– Guide you through tools, methods, processes…
www.meetup.com/leanstartupph
Guita T. Gopalan [email protected]
Schedule a Call on Sohelpful.me/guitagopalan
Google is your friend… AddiFonal Resources
• Four Steps to Epiphany by Steve Blank • Or YouTube Steve Blank Customer Discovery / Development (he
is the foremost guy on this topic)
• Value ProposiFon Canvas – there’s a book, tons of slideshares, tons of videos
• “The Mom Test” book by R. Fitzpatrick – How to interview like a boss
• Designing experiments – Lean StartUp – Again tons of videos, slideshares, books, etc. or email [email protected]
