Do less - eleven
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Do less - eleven Presentation Transcript

  • 1. Not enough time?Not enough money?
  • 2. Don’t work hard tomask your inefficiency.
  • 3. Do less.
  • 4. Grow with efficiency.
  • 5. 3 ways toDo Less. Limiting work-in-progress. Letting go. Being picky about your first customers.
  • 6. Limit your work in progress.
  • 7. WIP yourself.
  • 8. Sex positions.
  • 9. TenacityGood for vision,inventing and improving.Bad for getting stuck onspecifics that don’t work.
  • 10. Option CardsWhat areas of yourbusiness have unknowns orrisks? Take 3 minutes towrite as many as you can.
  • 11. Option CardsPick one that stands out.Take 3 minutes to think ofas many alternatives ordifferent things to try.Think outside of the box!
  • 12. Early traction.
  • 13. Earlyvangelists Have the problem Know they have the problem! Have budget to solve it. Have looked for a solution. Have tried to build a solution.
  • 14. Is this conversation useful?
  • 15. Choose yourcustomer.
  • 16. Vague customer definitions.Multiple customerdefinitions.
  • 17. Lack of direction.
  • 18. Product Market
  • 19. Specific definitionsallow for validation or invalidation. And that speeds progress.
  • 20. Bigger markets -one step at a timeLooking for your next zero.
  • 21. Markets - where is the liquidy now?
  • 22. Take a look at thecustomers’ worldLooking at different aspects oftheir lives, we’ll examine ourown beliefs about them, whothey are – and if they reallyexist, how to frame our value intheir context.
  • 23. PositioningIts not usually against thecompetition...... it’s against obsurity.
  • 24. Find early adopters.Find specific customers.Be more compelling to them.Know where to find themquickly, and point out scalablechannels to reach them. Zoom in!
  • 25. How deep do you go? Until you have short, understandable customer segments, identifyable as real types of people (not attributes) Until you can define your customers in a way where it’s clear where to find them. Until you have a customer segment that is specific enough that you can walk away from they invalidate your idea.
  • 26. Product Market
  • 27. Action Customer
  • 28. Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  • 29. Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  • 30. Drill-down questionsJobs-to-be-done What’s the root cause?ObstaclesGoals &gainsCurrentSolution
  • 31. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?ObstaclesGoals &gainsCurrentSolution
  • 32. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types?Goals &gainsCurrentSolution
  • 33. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals &gainsCurrentSolution
  • 34. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gainsCurrentSolution
  • 35. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?CurrentSolution
  • 36. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution
  • 37. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution Can you define that customer segment in one word? Are they “a thing?” Are they easily findable?
  • 38. Jobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  • 39. Drill-down questionsJobs-to-be-doneObstaclesGoals &gainsCurrentSolution
  • 40. Drill-down questionsJobs-to-be-done What’s the root cause?ObstaclesGoals &gainsCurrentSolution
  • 41. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?ObstaclesGoals &gainsCurrentSolution
  • 42. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types?Goals &gainsCurrentSolution
  • 43. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals &gainsCurrentSolution
  • 44. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gainsCurrentSolution
  • 45. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?CurrentSolution
  • 46. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution
  • 47. Drill-down questionsJobs-to-be-done What’s the root cause? Why is this the case? What bigger job, problem or gain does this fit into?Obstacles Can this be split up into different types? Are there different types of this job, or different types of this pain-point?Goals & Does this relationship exist every time?gains eg. Does everyone who chooses this solution have the same obstacles?Current Are there particular customers that match these new groups?Solution Can you define that customer segment in one word? Are they “a thing?” Are they easily findable?
  • 48. Bloggers
  • 49. BloggersPosts getno love.
  • 50. BloggersPosts get Gettingno love. traffic.
  • 51. BloggersPosts get Gettingno love. traffic.
  • 52. BloggersPosts get Getting Gettingno love. traffic. traffic.
  • 53. BloggersPosts get Getting Getting Moreno love. traffic. traffic. customers.
  • 54. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers.
  • 55. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Influence
  • 56. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Influence Speaking
  • 57. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Influence Speaking
  • 58. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Influence Speaking Guest posts
  • 59. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Speaking Guest posts
  • 60. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Understanding Speaking Guest posts
  • 61. Bloggers Commercial bloggersPosts get Getting Getting Moreno love. traffic. traffic. customers. Speakers Authors Influence Understanding Speaking Guest More posts customers.