intro to lean startup and customer discovery for agilists
DESCRIPTION
This is a short presentation I made to the Portland Agile and Scrum group giving a light introduction to Lean Startup, Customer Discovery, and how you use them together to create a product-market fit.TRANSCRIPT
Introduction to Lean StartupShashi Jain Portland Agile & Scrum Meetup Group
Hi, I’m ShashiEarly Stage Startup Advisor TiE Angels Program Director Founder, DongleKong, MatterCompilers Corporate Innovations @ UP Global Portland 3D Printing Lab
Agenda
A light discussion about
Bootstrapping an idea using…
Lean Startup and Customer Discovery methodologies.
Bootstrapping
Starting a business without external help or capital.
Lean Startup
A methodology for iteratively building products through business hypothesis driven experimentation
“Am I building the Right Thing?”
Customer Development
A methodology for developing a deep understanding of a customer’s needs and motivations applied towards finding a problem worth solving
“Am I solving the Right Problem?”
– Dave McClure
“Customers care about their problems NOT your solution.”
Text
DongleKong was developed using Customer Discovery and Lean Startup Practices
1. Develop Deep Expertise
Customer InterviewsA sincere discussion around the problem space. Not a pitch.
25The number of interviews per week, per founder needed to develop deep expertise.
1. State the top 3 problems
2. Ask customer to prioritize problems and identify any higher priority problems
3. Have customer describe how they solve the problem today
4. Very briefly describe how you might solve the problem
5. Ask Customer whether your approach would solve their problem
6. Would they use your solution if it were free?
7. Would they pay $X/yr?
8. Ask for referrals to other customers
Sample Interview questions that lead to an open ended conversation
Build a FrameworkModel personas that map to real customer problems. Create solutions for those problems. Test each solution.
Hypothesis: Customers want to feel prepared to connect their laptops to any projectors.For DongleKong: Convention centers: False. Presenters: Partially true.
2. Make Something
Minimum Viable ProductA product that solves enough of the core problem to be useful to your customers.
DongleKong MVP
Hypotheses - Instrument & Test (HIT)
Features
Usage Patterns
Value Propositions -> Customer Problems
MVP 4
3. Learn & Adapt
Prepare to PivotYou rarely end up solving the same problem you started on.
Frustration Embarrassment
Lost Sales
!
Preparedness
–Marc Andreessen
The life of any startup can be divided into two parts – before product/market fit and after product/market fit.”
Product-Market Fit
Business Plan / Scale
Without Product-Market Fit, you can’t complete the puzzle.
What did we skip?
User studies
Business Plans
Expensive Market analysis
Patent searches
Is this Just for Startups?Enterprise | Foundation | Govt Requirements Discovery Feature prioritization Roadmap planning Customer Service Process Improvement Intel WiDi Widget
Specified with Customer Discovery Developed using Lean practices
Is this Just for Web?
User Experience
Internet of Things
Physical Devices
Food Services
