Practicing Customer Development (for Lean Startup Circle Copenhagen)
-
Upload
cindy-alvarez -
Category
Internet
-
view
3.498 -
download
0
Transcript of Practicing Customer Development (for Lean Startup Circle Copenhagen)
![Page 1: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/1.jpg)
Lean Customer DevelopmentCindy Alvarez
![Page 2: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/2.jpg)
![Page 3: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/3.jpg)
![Page 4: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/4.jpg)
YESNO
![Page 5: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/5.jpg)
Let’s start
with a
hypothesis
(guess)…
![Page 6: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/6.jpg)
I believe
[type of person]
needs to solve
[problem]
which happens when
[performing task].
![Page 7: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/7.jpg)
time to pivot
![Page 8: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/8.jpg)
What are your assumptions?
• Motivations
• Current behaviors
• Ability to change
• Decision-making criteria
• Problem frequency
• Problem severity
![Page 9: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/9.jpg)
So, where am I
going to find
customers…?
![Page 10: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/10.jpg)
And why would
random people
be willing to
talk to me?
![Page 11: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/11.jpg)
Social psychology is on
our side
• Most customers are
“unrecognized experts”
• We love to sound smart
• We love to be helpful
• We love to feel in control of
our destiny (make things
better in our lives)
![Page 12: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/12.jpg)
People do not care about
• Your credentials
• Your personal history
• Your product (don’t sell me
#@*%!)
![Page 13: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/13.jpg)
My name is
[name]
and I’m trying to solve
[problem]
and I’d love to learn
from you because
[reason].
Could you talk with me
for 20 minutes?
![Page 14: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/14.jpg)
![Page 15: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/15.jpg)
Getting people to talk (a
lot):
• Thank you!
• I’m going to talk as little as
possible
• Nothing you say will be boring
![Page 16: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/16.jpg)
Getting people to talk (a
lot):
• Tell me about the last time…
• 60 seconds of silence
• No “yes/no” questions
• Who / What / When / How / Why
![Page 17: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/17.jpg)
But what if I
ask the wrong
questions?
![Page 18: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/18.jpg)
Tell me about how you do
_________ today…
![Page 19: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/19.jpg)
Do you use any
[tools/products/apps/tricks] to
help you get ________ done?
![Page 20: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/20.jpg)
Last time you did ___________,
what were you doing right before
you got started?
Once you finished, what did you
do after?
![Page 21: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/21.jpg)
If you could wave a magic wand
and be able to do anything that
you can’t do today, what would
it be?
(Don’t worry about if it’s
possible)
![Page 22: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/22.jpg)
Is there anything else about
_________ that I should have
asked about?
![Page 23: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/23.jpg)
Who do you know that I should
also be talking with? Who else
cares a lot/is affected by
______?
![Page 24: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/24.jpg)
And then can I
show them my
product?
![Page 25: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/25.jpg)
NO
![Page 26: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/26.jpg)
I’ve learned so much from you!
I think we’ll have some
ideas/prototype/demo ready in a
week or two.
Can I get back in touch then and
show you something?
![Page 27: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/27.jpg)
OK, great. But
what do I do
with all these
notes?
![Page 28: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/28.jpg)
Making sense of what you
hear:
• Validates
• Invalidates
• Emotion
• Surprises
![Page 29: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/29.jpg)
Live
Customer
Development
Advice
Time!
![Page 30: Practicing Customer Development (for Lean Startup Circle Copenhagen)](https://reader033.fdocuments.net/reader033/viewer/2022042716/55a707ac1a28ab17708b45b1/html5/thumbnails/30.jpg)
Customer Development
‘Ask’ Templates:
http://bit.ly/16K4mhM