Lean startup & customer development with Javelin experiment board
-
Upload
taavi-lindmaa -
Category
Documents
-
view
191 -
download
2
Transcript of Lean startup & customer development with Javelin experiment board
![Page 2: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/2.jpg)
About Me
• Lean UX Designer @ Trinidad Consulting
• Certified Gamification designer
• Researcher for “The Gamification Revolution” by Gabe Zichermann
• Worked in NYC @ Dopamine Creative Agency
• Advised & Incubated at Founder Institute NYC & TLN
On Twitter @taavilindmaa
![Page 3: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/3.jpg)
Happy clients
![Page 4: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/4.jpg)
WHY?
Simon Sinek
![Page 5: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/5.jpg)
![Page 6: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/6.jpg)
LEAN?
• Using less resources
• Building less features
• Decreasing cash spent
• Creating value for customers
![Page 7: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/7.jpg)
It not about going faster but going shorter distance
![Page 8: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/8.jpg)
![Page 9: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/9.jpg)
![Page 10: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/10.jpg)
MVP
PRODUCT = EXPERIMENT
![Page 11: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/11.jpg)
![Page 12: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/12.jpg)
CUSTOMER
HYPOTHESIS
![Page 13: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/13.jpg)
5 min
![Page 14: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/14.jpg)
Define your customer groups
When creating personas take in considerations the following:
1. Demographics2. Aspirations and Fears3. Technology and Media Consumption4. Shopping/purchase Habits5. Superpowers6. Friends Group
![Page 15: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/15.jpg)
Bartle’s player types
Environment
Interacting
Acting
People
Socialisers
Killers Achievers
Explorers
![Page 16: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/16.jpg)
Customer group
Tom - Age 30
He’s been the music guru among his friends since college and isn’t stopping now. He wears casual, comfy clothes whenever possible. Eats and hangs outside with friends and spends everything he earns. Single and lives in artistic neighbourhood.
Technology - uses latest iPhone and has apps to keep him updated of new stuff
![Page 17: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/17.jpg)
Market: Estonia
Persona group: Office worker
Name: Mailis Kask
Job position: Business development associate
Demographics:
Age: 35
Education: Higher
Languages: Estonian, English, Finnish
Nationality: Estonian
Family: Married, 2 children
Personality: social, active, hard worker, ambitious,
worries about her looks
Technology: Android smartphone and Windows PC
at the office.
Customer group
![Page 18: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/18.jpg)
FIND EARLY ADAPTORS
![Page 19: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/19.jpg)
PROBLEM
Who have problem with what?
E.g. Older people have a problem with seeing clearly.
![Page 20: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/20.jpg)
5 min
![Page 21: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/21.jpg)
SOLUTION
Do not define until the problem is validated.
Why? Because every problem has multiple solutions.
![Page 22: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/22.jpg)
Riskiest assumption
If true then your business will fail.
![Page 23: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/23.jpg)
5 min
![Page 24: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/24.jpg)
Define validation method and success
criterion
![Page 25: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/25.jpg)
![Page 26: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/26.jpg)
Iterate until you find the right customer with right problem
![Page 27: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/27.jpg)
![Page 28: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/28.jpg)
Interviews &
observation
![Page 29: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/29.jpg)
How to ask?
GOOD: Who, What, When, Where, Why, How BAD: Would you like... Do you…
The more you ask someone to imagine something, the less you can trust their data
![Page 30: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/30.jpg)
While interviewing
• Go in with 2-3 objectives
• Have real conversation
• Record data or write down
• Friends and family doesn’t count
![Page 31: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/31.jpg)
SELLING IS NOT ALLOWED
![Page 32: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/32.jpg)
HOW TO FIND PEOPLE?
1.Strangers on Street
2.Shopping Mall & Cafe’s
3.Bored People
4.Craigslist 5.LinkedIn6.Cold Calls
@taavilindmaa
![Page 33: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/33.jpg)
Look for patterns
![Page 34: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/34.jpg)
PITCH
![Page 35: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/35.jpg)
Goal?
Goal isn’t about acquiring customers, it’s about finding
potential customers to talk to.
![Page 36: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/36.jpg)
Collect leads
![Page 37: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/37.jpg)
A/b testing
![Page 38: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/38.jpg)
A/b testing
![Page 39: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/39.jpg)
Heatmaps
![Page 40: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/40.jpg)
Crowdfunding
![Page 41: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/41.jpg)
Screen recording
![Page 42: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/42.jpg)
Eye-tracking
![Page 43: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/43.jpg)
Fake ad
Home for sale!
![Page 44: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/44.jpg)
Wufoo form
![Page 45: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/45.jpg)
CONCIERGE
![Page 46: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/46.jpg)
![Page 47: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/47.jpg)
GET OUT
OF THE
BUILDING!
@taavilindmaa
![Page 49: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/49.jpg)
What's next?
• Talk to real customers (min 25 people)
• If problem validated then set up landing page and start collecting currency
• Else pivot and change at least one input
![Page 50: Lean startup & customer development with Javelin experiment board](https://reader030.fdocuments.net/reader030/viewer/2022020218/55c04903bb61eb37558b4627/html5/thumbnails/50.jpg)
LANDING PAGE
• Unbounce.com
• Launchrock.co
• Strikingly.com
• Wordpress templates
• Twitter Bootstrap
@taavilindmaa