Class 6ICS 2014How to Build a StartupEntrevistas, MVP…que hacer ahora?Customer Discovery_Parte 2With the Support of:      ...
INDEXPARTE 1                        PARTE 2• Dónde estamos?               • Speaker• Discovery_parte2               •   Be...
Qué aprendimos?Entrevista del Problema                          3
Some Stats- Pivots25201510 5                          SI 0                          NO                               4
Some Stats- Main Problems        Equipos con problema   Encontrar clientes                               Entender problema...
0_DÓNDE ESTAMOSQué hemos visto hasta ahora?                               6
• Distintos caminos en la vida Clase 1- Qué es     • Emprender el camino arriesgado                     • Por qué ahora?  ...
• Entrevistas, conclusiones     Clase 6-       • MVP…ejemplos!Discovery_Parte 2   • Preparación presentación clase #7
1_DiscoveryBuild something that people want(important but not enough)                                   9
LAST CLASSDiscovery
CustDevPIVOT
Discovery & Validation•   Do you have a problem worth Solving?   • Have you built something     –   Hypothesis statements ...
Discovery• Meta: Comprobar que el producto resuelve un  problema para un grupo identificado de  usuarios• Darnos cuenta si...
Discovery TasksA ensuciarse las manos y “salir del edificio”                                                14
Cust. Discovery tasksSource: Ash Maurya, Running Lean, 2010
Task#1 Multiple Canvases               (done)Objective:  – Document what is in our mind (hypotheses)  – Document customer`...
Task#2 Interviews Preparation (Done)Objective:  – Get ready to start interviewing real customers  – Select first potential...
Task#3 Problem Interview (done)Objective:  – Know which problem is worth solving for the    customer (Talk to customers to...
Task#3 Problem Interview (done)Source: Ash Maurya, Running Lean, 2010
Para la semana #7                    20
Task #4 MVP v1.0 (Demo)Objective:  – Place the first attempt of our product/service’s    value proposition in front of the...
EXAMPLE • Hypothesis: customers were willing   and ready to buy shoes online • Experiment: ask to take pictures of   inven...
EXAMPLE • Hypothesis: there is a space for a new   airline in the industry, fair rates, good   quality • Experiment:Virgin...
EXAMPLESource: http://techcrunch.com/2006/07/15/is-twttr-interesting/   24
EXAMPLE • Hypothesis: there is a space for a service   that allow group of friends to share   messages between them • Expe...
Task #4 MVP v1.0 (Demo)• Make it look real• Internal vs. External  (customer) mockups• Simulate the customer’s  behavior• ...
Task #4 MVP v1.0 (Demo)• The mockup needs to  minimize on waste• Each problem solved must  be present in your MVP• Use rea...
Para la semana #8                    28
Task #5 Solution InterviewObjective:  – Take our first product demo    (MVP, draft, mockup, etc) out to the real customer ...
Task #5 Solution InterviewSource: Ash Maurya, Running Lean, 2010
About Pricing Test• Test Pricing using the “starting price” you  determined earlier for this Customer Segment• Your earlie...
RESUMIENDO             32
Resumiendo   We know what ourcustomers need and they      MVP (or multiple ones) are willing to pay for it                ...
2_FIRST PROJECTPRESENTATIONPreparation for class #7This is 20% of your grade, remember!                                   ...
What you must present1. Start with your project’s value proposition   (pitch)2. Process from your initial idea until now (...
Constraints & Tips1. 5 minutes, not more (we will have a clock!)2. Max. 10 slides3. Language: Initial pitch in English, re...
The 10 slides1. Front page w/logo and team (1 slide)2. Pitch (value proposition) (1 slide)3. Business Model Canvas (clear,...
Preguntas?             38
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Puc class6 discovery_2

  1. 1. Class 6ICS 2014How to Build a StartupEntrevistas, MVP…que hacer ahora?Customer Discovery_Parte 2With the Support of: www.realstarters.com 1
  2. 2. INDEXPARTE 1 PARTE 2• Dónde estamos? • Speaker• Discovery_parte2 • Ben Kaplan • La última clase • Tema: “Startups are • Entrevista del problema, conclusiones awesome” • Ejemplos MVPs• Presentación Avances Clase #7 2
  3. 3. Qué aprendimos?Entrevista del Problema 3
  4. 4. Some Stats- Pivots25201510 5 SI 0 NO 4
  5. 5. Some Stats- Main Problems Equipos con problema Encontrar clientes Entender problemas Seguir el script de la entrevista Documentar Nerviosismo Explicar mi idea Skype No sabían que hacer Otros 5
  6. 6. 0_DÓNDE ESTAMOSQué hemos visto hasta ahora? 6
  7. 7. • Distintos caminos en la vida Clase 1- Qué es • Emprender el camino arriesgado • Por qué ahora? Emprender • Algunos Paradigmas (Dinero, Idea, etc) • Fallar en nuestra sociedad Clase 2- Miedo a • La importancia de fallar temprano y seguido • Que es un MVP Fallar • Qué es un PIVOT • Disruptive technologyClase 3- Generar y • Diferencia entre idea y oportunidad • Cómo generar y filtrar ideas Compartir ideas • Ejecución & Canvas • Framework de trabajo Clase 4- • Qué es y qué no es? • 4 pasos ; Discovery & ValidationEjecución, CustDev • Entrevistar a clientes • Cómo entrevistar a clientes • Entrevista del problemaClase 5- Discovery • MVP 1.0 • Entrevista de la solución
  8. 8. • Entrevistas, conclusiones Clase 6- • MVP…ejemplos!Discovery_Parte 2 • Preparación presentación clase #7
  9. 9. 1_DiscoveryBuild something that people want(important but not enough) 9
  10. 10. LAST CLASSDiscovery
  11. 11. CustDevPIVOT
  12. 12. Discovery & Validation• Do you have a problem worth Solving? • Have you built something – Hypothesis statements • Business Model Canvas customers want? (input) – MVP Experimenting – Customer Interviews – Product/Market fit testing • Preparation • Problem Interview • Solution Interview
  13. 13. Discovery• Meta: Comprobar que el producto resuelve un problema para un grupo identificado de usuarios• Darnos cuenta si vale la pena solucionar este problema ($$) 13
  14. 14. Discovery TasksA ensuciarse las manos y “salir del edificio” 14
  15. 15. Cust. Discovery tasksSource: Ash Maurya, Running Lean, 2010
  16. 16. Task#1 Multiple Canvases (done)Objective: – Document what is in our mind (hypotheses) – Document customer`s feedback on the hypotheses we have (pivoting if necessary) – Common language
  17. 17. Task#2 Interviews Preparation (Done)Objective: – Get ready to start interviewing real customers – Select first potential customers (in the market segment you decided to attack) – First approaches to the customer channels – Decouple the problem from the solution and test the problem before binding yourself to a solution
  18. 18. Task#3 Problem Interview (done)Objective: – Know which problem is worth solving for the customer (Talk to customers to understand their worldview before formulating a solution) – We want to answer: • Customer Segments: Who has the pain? (Early adopters) • Problem: What are you solving?
  19. 19. Task#3 Problem Interview (done)Source: Ash Maurya, Running Lean, 2010
  20. 20. Para la semana #7 20
  21. 21. Task #4 MVP v1.0 (Demo)Objective: – Place the first attempt of our product/service’s value proposition in front of the customer, in order to diminish the uncertainty around each hypothesis under test – We use the term “demo” loosely to refer to anything that can stand in place for the actual solution
  22. 22. EXAMPLE • Hypothesis: customers were willing and ready to buy shoes online • Experiment: ask to take pictures of inventories in shoe stores and offered to buy them after selling them online • Experiment designed for one question: is there already sufficient demand for a superior online shopping experience? -> YES • This is an MVP 22
  23. 23. EXAMPLE • Hypothesis: there is a space for a new airline in the industry, fair rates, good quality • Experiment:Virgin Air started in 1984 with a single Boeing 747 flying a single route (Gatwick to Newark and back) • ->they added more planes and more routes. They are now one of the largest and most profitable airlines in the world. • This is an MVP 23
  24. 24. EXAMPLESource: http://techcrunch.com/2006/07/15/is-twttr-interesting/ 24
  25. 25. EXAMPLE • Hypothesis: there is a space for a service that allow group of friends to share messages between them • Experiment: 2006 TWITTR is launched, using SMS has a way to interact with a group of friends • People started to use it to share their status more than regular messages…social network around SMS system • This is an MVP 25
  26. 26. Task #4 MVP v1.0 (Demo)• Make it look real• Internal vs. External (customer) mockups• Simulate the customer’s behavior• The mockup needs to be quick to iterate
  27. 27. Task #4 MVP v1.0 (Demo)• The mockup needs to minimize on waste• Each problem solved must be present in your MVP• Use real-looking information (NOT lorem ipsum !!)• THINK BIG, ACT SMALL!!
  28. 28. Para la semana #8 28
  29. 29. Task #5 Solution InterviewObjective: – Take our first product demo (MVP, draft, mockup, etc) out to the real customer and achieve problem/solution fit. – Answer the questions: • Solution: How will you solve these problems? • Revenue Streams: What is the Pricing Model?
  30. 30. Task #5 Solution InterviewSource: Ash Maurya, Running Lean, 2010
  31. 31. About Pricing Test• Test Pricing using the “starting price” you determined earlier for this Customer Segment• Your earlier probing on demographics should have revealed what price to test• There are many different strategies-> we will have a whole topic on this 31
  32. 32. RESUMIENDO 32
  33. 33. Resumiendo We know what ourcustomers need and they MVP (or multiple ones) are willing to pay for it Discovery- we are ready! We are ready to express Our idea has changed how our team and idea (perhaps many times) have evolved 33
  34. 34. 2_FIRST PROJECTPRESENTATIONPreparation for class #7This is 20% of your grade, remember! 34
  35. 35. What you must present1. Start with your project’s value proposition (pitch)2. Process from your initial idea until now (all pivots you made) – Follow chronological sequence of changes – Use the canvas to structure your presentation (remember your pivots are based on each module of the canvas)3. Show customer’s problem interview results4. Show the MVP v1.0 details 35
  36. 36. Constraints & Tips1. 5 minutes, not more (we will have a clock!)2. Max. 10 slides3. Language: Initial pitch in English, rest could be in Spanish4. DEADLINE TO BE UPLOADED TO SLIDESHARE.NET AND SHARED IN THE BLOG: MONDAY 16TH, 11:59 AM (DELAY WILL CAUSE LOWER GRADE!)5. More images the better6. Practice your presentation, do not memorize it…You will only make an awesome presentation by being sure about what you say 36
  37. 37. The 10 slides1. Front page w/logo and team (1 slide)2. Pitch (value proposition) (1 slide)3. Business Model Canvas (clear, not small) (1-2 slides)4. Problem Interview Results (1-2 slides)5. Canvas Changes (1-2 slides)6. MVP version 1 –DEMO (1-2 slides) 37
  38. 38. Preguntas? 38
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