Play the Customer Development Game
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Play the Customer Development Game

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Agile teams are great at building what you want - but how do you know what your customers need? This game-based workshop shows you how to discover the right product before you build the wrong......

Agile teams are great at building what you want - but how do you know what your customers need? This game-based workshop shows you how to discover the right product before you build the wrong business.

Each team will start a new business, describe it using the Business Model Canvas, and incrementally improve it using concepts from Lean Startup and Customer Development.

You already know how to build great products with Agile. Learn how to find the right product to build using Customer Development. See how Lean Startup combines Agile and Customer Development to get the best of both worlds.

(presented at Agile 2013)

More in: Business , Technology
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  • 1. Play the Customer Development Game Agile 2013, Aug 6 2013 Adrian Howard (@adrianh) quietstars.com
  • 2. Hello!
  • 3. Ask Questions
  • 4. Disclaimer: Eh?
  • 5. Who are you?
  • 6. Business plans
  • 7. en.wikipedia.org/wiki/File:Steve_Blank.jpg
  • 8. “A startup is a temporary organization designed to search for a repeatable and scalable business model.” - Steve Blank
  • 9. “A startup is a temporary organization designed to search for a repeatable and scalable business model.” - Steve Blank
  • 10. From “The Startup Owner's Manual” by Steve Blank
  • 11. Marriage vs Date
  • 12. Plan vs Map
  • 13. Exercise: Your founding a startup!
  • 14. How do we describe our map?
  • 15. Switzerland flickr.com/photos/eurapart/6357870755/
  • 16. The Business Model Canvas • by Alexander Osterwalder & Yves Pigneur • The Business Model Canvas • A tool for developing and documenting business models
  • 17. Exercise •Using stickies, fill out the BMC for your business model •Remember - ask questions
  • 18. The Lean Startup “A true experiment follows the scientific method. It begins with a clear hypothesis that makes predictions about what is supposed to happen. It then tests those predictions empirically”
  • 19. The Lean Startup •Come up with hypothesis •Design experiment •Run experiment •Validate/Invalidate hypothesis •Repeat
  • 20. The Lean Startup
  • 21. Pull not Push
  • 22. Example •Zappos •Annual sales > US$1 billion •Hypothesis: Is there a demand for superior online shoe shopping •Experiment: Took photos from shoe shops, came back and bought them full price if customer bought them online Example from The Lean Startup, p57-58
  • 23. Exercise •Pick a key item on the canvas •Rephrase as a hypothesis •Think of as many different experiments to verify hypothesis as you can
  • 24. Magic Bag-O-Validation
  • 25. Pivots •Zoom-in •Zoom-out •Customer Need •Customer Segment •Platform From The Lean Startup, chapter 8 •Business Architecture •Value Capture •Engine of Growth •Channel •Technology
  • 26. Round 2
  • 27. The Good, the Bad & the Ugly
  • 28. Alignment on value
  • 29. Helps build an experiment culture
  • 30. It’s hypotheses before, during and after development
  • 31. Metric-First Development
  • 32. Encourages value-oriented infrastructure
  • 33. Hypotheses talk about business value directly
  • 34. Where are the running, tested features?
  • 35. Where’s the user?
  • 36. Where’s the delight?
  • 37. Trail of undead experiments
  • 38. What happens when I can’t validate cheaply?
  • 39. What about non- startup contexts?
  • 40. Some folk find reality hurts
  • 41. Further Reading •Lean Startup by Eric Ries •Running Lean by Ash Maurya •The Four Steps to the Epiphany by Steve Blank •The Startup Owner's Manual by Steve Blank
  • 42. Questions?
  • 43. Remember your feedback forms
  • 44. @adrianh quietstars.com slideshare.net/adrianh adrianh@quietstars.com Thank You