The Customer Development Game (@ UXCampLondon)

The CustomerDevelopment Game (beta) Adrian Howard adrianh@quietstars.com @adrianh

Hands up if you are…

Today’s buzzwords•Agile• Customer Development• Lean Startup

I Agile

Pro:Agile builds what you ask

Con:Agile builds what you ask

How do we decide what to build?

TheBusiness Plan

The Business Plan1.Vision2.Lots of hard work3.Proﬁt

Underpants Gnomes1.Collect underpants2.?3.Proﬁt

The BigBusiness Plan

The BigUser Research Project

Plans vsMaps

Marriage Plans vs First Date

CustomerDevelopment

customer customer company companydiscovery validation creation bulding

1) Do we solve a problem? customer customer company company discovery validation creation bulding

1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding

1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding pivot

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

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

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

Lean Startup =Customer Development + Agile

1) Do we solve 2) Do we have a problem? a market? customer customer discovery validation pivot

How do we explore this space?

Hypothesis Testcustomer customerdiscovery validation pivot

“Getting out of the building” – Steve Blank

1. Document your hypothesis2. Do as little as possible to test (MVP)3. Listen. Tweak. Repeat.

Document the hypotheses• Worksheets (Steve Blank)• Business Model Canvas (Alexander Osterwalder)• Startup Canvas (Rob Fitzpatrick’)• Lean Canvas (Ash Maurya)

Features Problem Value CustomerProposition Segment Revenue Channel Model External Market KPI Risks

Opportunity!

Things to teach

Things to learn

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

custdevgame.com Adrian Howard adrianh@quietstars.com @adrianh

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The Customer Development Game (@ UXCampLondon)

by Adrian Howard

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