saas generation chile: digital innovation and strategic planning
TRANSCRIPT
Digital Innovation+
Strategic Planning
Wonful Consulting
www.wonful.co
What problem are you trying to solve?
Who is your target customer (who has this problem)?
How are you trying to solve it?
Plan for the dayHighly interactive
4 sections:
Customer Analysis
Interview Focus
Customer Outreach
Strategy Work
A break every 2 hours or so
Who am I?
Entrepreneur, Consultant, Shitty Developer.
Startup Weekend Employee + Organizer + Facilitator
Nordstrom, Microsoft, State of Washington, DARPA, Hyatt, Techstars
Founder: Wonful, Amazing Airfare, Hacker News Seattle Meetup.
A (very) brief background
What is everything you could do to kill your
company?
Which of these things
are you doing today?
How can you stop yourself
from doing those things
(both now, and in the future)?
If you have customers…
List and analyze them. Create personas.Who are they?
Where are they from?
If B2B: How big is their company? (In revenue? In employees?)
What is their job title?
What stage is your relationship with them: Stalker
New relationship
Established relationship
Trusted relationship
Waning relationship.
If you don’t have customers…Create personas of potential customers.
Who do you think they are?
What are their characteristics?
Why do you think they’ll want to buy your product?
List people/companies that fit these personas.
Empathy.
How do you know when you’ve ignored, neglected, or “fallen out
of empathy” with your customers?
What do you do to maintain a connection with them?
What makes that hard to do
all the time?
Are there any people or companies that seem to be able to do this effortlessly? What do
they do?
What will your next steps be?
Debrief time:
What did you learn? How will you apply it moving forward?
<break>
Customer Interviews
Part 1: The RulesRule 1: Pull, Don’t Push
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Rule 5: No Pitching
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Rule 5: No Pitching
Rule 6: “N of 1” is not proof
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Rule 5: No Pitching
Rule 6: “N of 1” is not proof
Rule 7: No Seeding.
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Rule 5: No Pitching
Rule 6: “N of 1” is not proof
Rule 7: No Seeding.
Rule 8: Low Cognitive Load Questions
Part 1: The RulesRule 1: Pull, Don’t Push
Rule 2: No Leading Questions
Rule 3: Actual Self vs. Ideal Self
Rule 4: Past Behavior is the Best Indicator of Future Behavior
Rule 5: No Pitching
Rule 6: “N of 1” is not proof
Rule 7: No Seeding.
Rule 8: Low Cognitive Load Questions
Rule 9: Stories > Statements
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Technique 2: The 5 Why’s
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Technique 2: The 5 Why’s
Technique 3: “Tell me more…”
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Technique 2: The 5 Why’s
Technique 3: “Tell me more…”
Technique 4: “What do you mean by…”
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Technique 2: The 5 Why’s
Technique 3: “Tell me more…”
Technique 4: “What do you mean by…”
Technique 5: How are they dealing with the problem now?
Part 2: Interview TechniquesTechnique 1: “Tell me about the last time…”
Technique 2: The 5 Why’s
Technique 3: “Tell me more…”
Technique 4: “What do you mean by…”
Technique 5: How are they dealing with the problem now?
Technique 6: Silence is golden.
Part 3: FAQ
Question 1: What if they never talk about the problem I’m trying to solve?
Question 2: How do I put these into a survey?
Question 3: What’s the best way to conduct these interviews?
Practice time!
Interviewer
Interviewee
Notetaker
We need a volunteer!
Interview scheduling.
<break>
Purpose and Principles.Why are they important?
How do you know you have good ones?
Core Protocols
Decider Protocol
Inclusiveness
Law of Two Feet
Pass
Yes, and…
Expansion vs Narrowing
Protocol Check
Do or do not, there is no try.
Examples
Core Protocols
Build your own.
Examples
Kanban
Body text
Strategy Development
Critical Uncertanties
Strategy Development
Critical Uncertanties
Strategy Development
Founder Questions
Founder Questions
What does a successful outcome for your business look like to you?
Why is that outcome important to you?
How long would you be happy working on this business?
Debrief
I like…
I wish…
What if?
Digital Innovation+
Strategic Planning
Wonful Consulting
www.wonful.co