Download - Play the Customer Development Game
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Play the Customer Development Game
Agile 2013, Aug 6 2013
Adrian Howard (@adrianh) quietstars.com
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Hello!
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Ask Questions
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Disclaimer: Eh?
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Who are you?
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Business plans
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en.wikipedia.org/wiki/File:Steve_Blank.jpg
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“A startup is a temporary organization designed to search for a repeatable and scalable business model.”
- Steve Blank
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“A startup is a temporary organization designed to search for a repeatable and scalable business model.”
- Steve Blank
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From “The Startup Owner's Manual” by Steve Blank
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Marriage vs Date
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Plan vs Map
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Exercise:Your founding a
startup!
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How do we describe our map?
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Switzerlandflickr.com/photos/eurapart/6357870755/
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The Business Model Canvas
• by Alexander Osterwalder & Yves Pigneur
• The Business Model Canvas
•A tool for developing and documenting business models
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Exercise
• Using stickies, fill out the BMC for your business model
• Remember - ask questions
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The Lean Startup“A true experiment follows the scientific method. It begins with a clear hypothesis that makes predictions about what is supposed to happen. It then tests those predictions empirically”
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The Lean Startup
• Come up with hypothesis
• Design experiment
• Run experiment
• Validate/Invalidate hypothesis
• Repeat
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The Lean Startup
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Pull not Push
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Example
• Zappos
• Annual sales > US$1 billion
•Hypothesis: Is there a demand for superior online shoe shopping
• Experiment: Took photos from shoe shops, came back and bought them full price if customer bought them online
Example from The Lean Startup, p57-58
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Exercise
• Pick a key item on the canvas
• Rephrase as a hypothesis
• Think of as many different experiments to verify hypothesis as you can
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Magic Bag-O-Validation
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Pivots• Zoom-in
• Zoom-out
• Customer Need
• Customer Segment
• Platform
From The Lean Startup, chapter 8
• Business Architecture
• Value Capture
• Engine of Growth
• Channel
• Technology
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Round 2
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The Good, the Bad & the Ugly
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Alignment on value
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Helps build an experiment culture
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It’s hypotheses before, during and after development
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Metric-First Development
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Encourages value-oriented infrastructure
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Hypotheses talk about business value directly
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Where are the running, tested
features?
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Where’s the user?
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Where’s the delight?
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Trail of undead experiments
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What happens when I can’t
validate cheaply?
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What about non-startup contexts?
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Some folk find reality hurts
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Further Reading
• Lean Startup by Eric Ries
• Running Lean by Ash Maurya
• The Four Steps to the Epiphany by Steve Blank
• The Startup Owner's Manual by Steve Blank
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Questions?
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