Rene Bastijans

Coach, Mentor & Consultant

Lean Startup advocate

renebastijans@gmail.com

@renebastijans

http://fforward.me/

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Agenda1. Welcome & introductions

2. Quick recap from last session

3. Introduction to the Experiment Board

4. Practical exercise

5. Methods for testing

6. Finding customers

7. Talking to customers

1. Welcome & Intros

2. Quick recap from last session

Lean Startup

“Lean Startup is a [continuous] process of validating and invalidating your assumptions as quickly as possible to discover and deliver what people actually want.”

Ryan Hoover, Founder at Product Hunt

It’s a Process

Learnings from Lean Canvas presentations

Customer segments:

• Be more descriptive

• Include all stakeholders but don’t go overboard

• Focus on “early adopters” who are already trying to solve their problem

Revenue Streams & Cost Structure:

• Add detail, e.g. numbers (ball park)

Learnings from Lean Canvas presentations

Existing alternatives (Problem):

• Research, research, research

• “Doing nothing” is a valid alternative

The Lean Canvas is just a starting point in your journey!

3. Introduction to the Experiment Board

https://youtu.be/F-5Iyj9A1MU

https://medium.com/startup-lesson-learned/going-from-failure-to-50-paying-clients-with-the-lean-startup-b63b3e7e57c4#.b3iflicdo

Examples of good hypotheses

4. Practical exercise

Your experiment hypothesis

“We believe that [number] out of [number] [customer segment] have [need or problem].”

5. Methods for testing (MVPs)

Minimal Viable Product“The minimum viable product is that version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort.”

Eric Ries

OR:

“The goal of an MVP is not to launch the first version of a product. It’s simply to start gathering feedback and observing users actually interacting with something. This distinction is critical.”

Thor Ernstsson, Alpha UX

Customer Discovery interview

Landing page

Concierge test

Wizard of Oz

6. Finding customers

How to find your customers

• Personal introductions from friends, family or this meetup group!

• Landing page with survey

• Groups on LinkedIn, Quora, twitter etc.

• Go where your early adopters already are!

7. Talking to customers

Doing it right• Deflect complements. • Anchor fluff • Dig beneath ideas • Talk about their life, NOT your solution! • Talk about specific events in the present &

past • Look for emotions (frustration, excitement) &

things they care about

Interview script example

https://docs.google.com/document/d/11HG9V5toU5Js1UlMwXzKYQ8P4ggw4dwWJbvaGbjLR-s/edit User Interviews - http://www.userinterviews.co/

When to stop

• After you have completed your experiment’s target sample size

• When you no longer hear things that surprise you

• When there is no more incremental learning

15 December 2016@19:00-21:00

@Beta-i

Appendix

“Life’s too short to build something nobody wants.”

Ash Maurya

CloudFire Lean Canvas

The Mom TestAnybody will say your product is good if you bug them for long enough. People also often don’t know the factors motivating their own behaviour. If you asked your parents, could they lie to you?

Rob Fitzpatrick