The Customer Development Game (@ UXCampLondon)

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Decidedly beta- and non-final version of a talk on Customer Development given at the Jul 9th UXCampLondon unconference. …

Decidedly beta- and non-final version of a talk on Customer Development given at the Jul 9th UXCampLondon unconference.

Final version will form part of the Customer Development Game session at Agile 2011 in August at Salt Lake City.

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  • Developer? UX? PM/PO/Entrepreneur? \nWorking in Agile environment? \nOne that’s not Scrum?\n\n
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  • Developer? UX? PM/PO/Entrepreneur? \nWorking in Agile environment? \nOne that’s not Scrum?\n\n
  • Developer? UX? PM/PO/Entrepreneur? \nWorking in Agile environment? \nOne that’s not Scrum?\n\n
  • Developer? UX? PM/PO/Entrepreneur? \nWorking in Agile environment? \nOne that’s not Scrum?\n\n
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  • Designers/researchers go off by themselves\n
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  • Steve Blank - Story. Writing his memoirs after retiring. Was terrible. Saw connections. Wrote Four Steps to the Epiphany. Startups are small versions of big companies. \n
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  • Insert sound of UX folk going “D’oh” here :-)\n
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  • Value prop - what’s your unique selling point\nFeatures - top 3 features / Problem - top 3 problems you solve\nCustomer Segment - Target Customers\nChanel - how do you find customers\nRevenue - How you make money\nMarket - size? type (new, existing, re-segmented)\nRisks\nKPI\n
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  • Links to final slides, workshop material, etc. and other references will appear here after Agile 2011.\n

Transcript

  • 1. The CustomerDevelopment Game (beta) Adrian Howard adrianh@quietstars.com @adrianh
  • 2. Hands up if you are…
  • 3. Today’s buzzwords•Agile• Customer Development• Lean Startup
  • 4. I Agile
  • 5. Pro:Agile builds what you ask
  • 6. Con:Agile builds what you ask
  • 7. How do we decide what to build?
  • 8. TheBusiness Plan
  • 9. The Business Plan1.Vision2.Lots of hard work3.Profit
  • 10. Underpants Gnomes1.Collect underpants2.?3.Profit
  • 11. The BigBusiness Plan
  • 12. The BigUser Research Project
  • 13. The BigUser Research Project
  • 14. Plans vsMaps
  • 15. Marriage Plans vs First Date
  • 16. CustomerDevelopment
  • 17. customer customer company companydiscovery validation creation bulding
  • 18. 1) Do we solve a problem? customer customer company company discovery validation creation bulding
  • 19. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding
  • 20. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding pivot
  • 21. 1) Do we solve 2) Do we have 3) Grow the a problem? a market? market customer customer company company discovery validation creation bulding pivot
  • 22. 1) Do we solve 2) Do we have 3) Grow the 4) Grow the a problem? a market? market company customer customer company company discovery validation creation bulding pivot
  • 23. 1) Do we solve 2) Do we have 3) Grow the 4) Grow the a problem? a market? market company customer customer company company discovery validation creation bulding pivot Search Grow
  • 24. Lean Startup =Customer Development + Agile
  • 25. 1) Do we solve 2) Do we have a problem? a market? customer customer discovery validation pivot
  • 26. How do we explore this space?
  • 27. Hypothesis Testcustomer customerdiscovery validation pivot
  • 28. “Getting out of the building” – Steve Blank
  • 29. 1. Document your hypothesis2. Do as little as possible to test (MVP)3. Listen. Tweak. Repeat.
  • 30. Document the hypotheses• Worksheets (Steve Blank)• Business Model Canvas (Alexander Osterwalder)• Startup Canvas (Rob Fitzpatrick’)• Lean Canvas (Ash Maurya)
  • 31. Features Problem Value CustomerProposition Segment Revenue Channel Model External Market KPI Risks
  • 32. Opportunity!
  • 33. Things to teach
  • 34. Things to learn
  • 35. Further reading• “The Four Steps to the Epiphany” by Steve Blank (warning: this really needed a good editor)• “The Entrepreneur’s Guide to Customer Development” by Brant Cooper & Patrick Vlaskovits (the thin version of FSTTE)• “Business Model Generation” by Alexander Osterwalder & Yves Pigneur• http://steveblank.com• http://startuplessonslearned.com
  • 36. custdevgame.com Adrian Howard adrianh@quietstars.com @adrianh