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The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
The Customer Development Game (@ Lean Startup Group London)
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The Customer Development Game (@ Lean Startup Group London)

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Decidedly beta- and non-final version of a talk on Customer Development given at the May 17th Lean Startup Group / Agile UX meetup in London. …

Decidedly beta- and non-final version of a talk on Customer Development given at the May 17th Lean Startup Group / Agile UX meetup in London.

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? Working in Agile environment? One that’s not Scrum?\nUX? Working in an Agile environment? One that’s not Scrum?\nProduct Manager? Working in an Agile environment? One that’s not Scrum?\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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  • Transcript

    • 1. The CustomerDevelopment Game Adrian Howard adrianh@quietstars.com @adrianh
    • 2. The CustomerDevelopment Game (even more beta than normal) Adrian Howard adrianh@quietstars.com @adrianh
    • 3. Hands up if you are…
    • 4. How do we knowwe’ve built what we’re asked to build?
    • 5. The BigRequirements Document
    • 6. The BigRequirements Document
    • 7. Agile gave us stories
    • 8. As a <role> I want to <goal> because of <value>
    • 9. As a <persona> I want to <do something> because of <value>
    • 10. Iterations
    • 11. Lean / Kanban / Flow
    • 12. Multiple Feedback Loops
    • 13. How do we decide what to build?
    • 14. The BigBusiness Plan
    • 15. How do we decide what to build?1.Vision2.Lots of hard work3.Profit
    • 16. Underpants Gnomes1.Collect underpants2.?3.Profit
    • 17. The BigBusiness Plan
    • 18. The BigUser Research Project
    • 19. The BigUser Research Project
    • 20. Plans vsMaps
    • 21. Marriage vsCoffee & Donuts
    • 22. CustomerDevelopment
    • 23. customer customer company companydiscovery validation creation bulding
    • 24. 1) Do we solve a problem? customer customer company company discovery validation creation bulding
    • 25. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding
    • 26. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding pivot
    • 27. 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
    • 28. 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
    • 29. 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
    • 30. 1) Do we solve 2) Do we have a problem? a market? customer customer discovery validation pivot
    • 31. How do we explore this space?
    • 32. Hypothesis Testcustomer customerdiscovery validation pivot
    • 33. “Getting out of the building” – Steve Blank
    • 34. 1. Document your hypothesis2. Build as little as possible to test (MVP)3. Listen. Tweak. Repeat.
    • 35. Document the hypotheses• Worksheets (Steve Blank)• Business Model Canvas (Alexander Osterwalder)• Startup Canvas (Rob Fitzpatrick’)• Lean Canvas (Ash Maurya)
    • 36. Features Problem Value CustomerProposition Segment Revenue Channel Model External Market KPI Risks
    • 37. 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
    • 38. Features Problem Value CustomerProposition Segment Revenue Channel Model External Market KPI Risks

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