Show me the value!
Your highest priority shall be to satisfy the customerthrough early and
continuous deliveryof valuable software
THOU SHALT SEEK VALUE
VALUE BABY STEPS
User Stories Helladd item from app
send item via whatsapp
order items manually
time shopping session
share shopping list
save shopping list
group items by area
premium version - no ads
competition mode
log in
redesign icon
analyticsemails item
automated testwhite labeling - logo
Cargo Cult Story Format
As a shopper I want to save items in my shopping list so that I can have items in my shopping list
BUILD THE THING RIGHT
BUILD THE RIGHT THING
AutonomyMastery
Purpose Motivation
Value
Reconnecting User Stories to the
ShopCrazedYour Shopping
Cart App
MarshmallowsMilk [2]MarashinosMarmiteMars barsMarshmallowsMarsupialsMaltesersMaltodextrin
✔
✔ ✔
✔
Example: ShopCrazed - Manage your shopping list✔ Stop forgetting items to buy✔ Spend less time at the store
ShopCrazedYour Shopping
Cart App
MarshmallowsMilk [2]MarashinosMarmiteMars barsMarshmallowsMarsupialsMaltesersMaltodextrin
✔
✔ ✔
✔
MarshmallowsMilk [2]MarashinosMarmiteMars barsMarshmallowsMarsupialsMaltesersMaltodextrin
✔
✔
✔
White Labeling
White Labelingcustom logo
brand-specific app publisher
Custom color scheme
Custom contact-us link
Brand-specific analytics
Basic brand admin
Add item from admin console
brand-specific build
Checkout from app
Brand promos - manual push
Scan item in store
Brand licenseBranch location and info
Premium brand featuresBrand promos admin
From Feature to MMFs
Minimal Marketable
FeatureWhat is the minimum we need to deliver in order to generate an impact?
Brand-specific build
Publish to app store as separate app
Custom skin - logo, color theme
Upload list of products
Upload list of prices
Branch info
Show promotion items
Brand-specific activity report
White Labeling
MMF
White Labeling
Mind the MMFs
MMF5
DISCOVERY EXECUTION VALIDATION
Basic White labeling
Group items
MMF7
MMF8White
labeling phase 2
STORY 5.3
STORY 5.3
STORY 5.3
STORY 5.3
STORY 5.3
publish branded app
DOING DONETODO
The BIG Picture
BrandBuildCustom logo
Use Minimal Marketable
Features (MMFs) to plan,
execute, track & deliver
value
Insight #1
As a ShopCrazed CFO
I want to offer a white-labelled version
so That we can sell to other businesses
As your user, WIIFM?
B2B == >$$$
Sure, Money is Important...
--
Yes, sure.
I’m liking
you very
much...
Reframe as User Value
✔ Our company helps
our customers even
before they enter our
store
✔ When a customer
remembers something
she needs to buy she
wants to have a way to
record this need so she
doesn’t forget to buy it
when she gets to our
store
OUR CUSTOMER
✔ LINKED TO OUR PURPOSE✔ ASSUMPTIONS WE CAN VALIDATE✔ BEHAVIOR WE CAN MEASURE✔ IF THERE IS DEMAND, WILL BOOST OUR PROFITS
✔ By providing a
shopping list app, We
help our customers
even before they
enter our store
✔ When a customer
remembers something
she needs to buy, and
she is not in our store
and not at home, she
wants to have a way to
record this need so
she doesn’t forget to
buy it when she gets to
our store
Value != MoneyValue
Insight #2
“People want a quarter-inch hole, not a quarter-inch drill”
WHY
HOW
WHAT
START HERE
Focus on Goals & Impact
WHY
WHO
HOW✔ ✔ ✔
ACTOR
NEED
DELIVERABLES
CAPABILITY
WHAT
BUSINESS GOAL
http://impactmapping.org/
Focus on Goals & Impact
WHY
WHO
HOW✔ ✔ ✔
USER
NEED
SOLUTION
CAPABILITY
WHAT
BUSINESS GOAL
SUPERMARKET CHAINS MARKETING STAFF
ENGAGE PATRONS OUTSIDE THE STORE
PUSH SALES INFO AND COUPONS
PUSH NOTIFICATION ON PHONE, WITH LINK TO COUPON
5 WHITE LABELED APPS
EXAMPLE
31 2 4
GOAL
ACTOR
IMPACT
DELIVERABLE
ACTOR IMPACT
IMPACT
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE✔
31 2 4
GOAL
ACTOR
IMPACT
DELIVERABLE
ACTOR IMPACT
IMPACT
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE
DELIVERABLE✔
In order to... As a... I want to...
✔
Use Impact Mapping to
start with the “Why”
Insight #3
BenefitsFeature: 8GB storage
Benefit: 1,000 songs in my pocket
Value is...
Small
performs a significant job for me
projects a good future version of
myself
desirable benefit
1GB
Thumb nav
Playlists
1,000 Songs
In Your Pocket
useful attributes
A job it can do for me
A medicine
The Pyramid of Work Item Value
LESS RISK
MORE SPEED
INTERNAL FEEDBACK
USER BENEFIT
JOB
MEANING
EXTERNAL FEEDBACK
PROFIT/SAVINGS
USABLE
RELIABLE
USEFUL
CONVENIENT
PLEASURABLE
SELF ACTUALIZATION
SAFETY
The Pyramid of Work Item Value
ABRAHAM MASLOW
Hey, this looks familiar!
LESS RISK
MORE SPEED
INTERNAL FEEDBACK
USER BENEFIT
JOB
MEANING
EXTERNAL FEEDBACK
PROFIT/SAVINGS
LESS RISK
MORE SPEED
INTERNAL FEEDBACK
USER BENEFIT
JOB
MEANING
EXTERNAL FEEDBACK
PROFIT/SAVINGS
How Are You Hitting Your Target?
The Pyramid of Work Item Value
LESS RISK
MORE SPEED
INTERNAL FEEDBACK
USER BENEFIT
JOB
MEANING
EXTERNAL FEEDBACK
PROFIT/SAVINGS
Product
MMF
User Story
Spike, Task
Add item from app
Send item via whatsapp
Order items manually
Time shopping session
Share shopping list
save shopping list
ads
premium version - no ads
competition mode
Basic OCR
Redesign design icon
analytics
emails item automated test
Balance Your Backlog
Value is multidimensional.
Identify which value your
items provide, and balance
your backlog.
Insight #4
The Pyramid of Work Item Value
LESS RISK
MORE SPEED
INTERNAL FEEDBACK
USER BENEFIT
JOB
MEANING
EXTERNAL FEEDBACK
PROFIT/SAVINGS
???
??
?
?
These will typically be assumptions
Build Measure
Learn
Insights
Product Data
Not only for startups...
Validated Learning
Identify and Validate
your assumptions
Insight #5
Summary
Use Impact Mapping to start with the value
1
2 Money is the outcome, not the goal
3
Different values - Balance your backlog4Identify your assumptions and validate them5
Track Value using MMFs