AOL UnU October 23, 2012INTRO TO LEAN
Danny BoiceCo-Founder & CTO, Speek /Resident, AOL Fishbowl LabsTwitter: @DannyBoiceDanny@speek.comAdam BerkDirector, Lean ...
Product/Market Fit  ?    Customer Development Bootstrapping     ?   Iterate                              ?   UX Design    ...
WHAT IS LEAN?
A set of processes used Agile               to developbyentrepreneurscombining Customerand markets, and existingproductsSo...
Lean = What to buildAgile = How to build
What is a “pivot”?
A structured test athe product. new              course correctiondesigned toabout fundamentalhypothesisBuild -> Measure -...
What is a “Minimum  Viable Product     (MVP)”?
An MVP is the smallest thing you canbuild in order to start measuring andlearning.“If you arentlate”shipped too ashamed of...
WHY SHOULD  I CARE?
Something isfundamentally wrong
Why do products     fail?
Big Idea #1   The vast majority of products fail   NOT because it couldn’t be built...but because nobody wanted the product.
Steve Blank
“No business plan survivesfirst contact with customers.”           - Steve Blank
Why do products succeed?
Big Idea #2     “The vast majority of     [successful] startups  abandoned their initial plans and learned what would and ...
PIVOT!!!
FAILUREThe Secret to Success
OMG!!!
Curious...
LEAN = PROCESS
NOTBlack & White
LEAN’s Mission:Entrepreneurship & Product is a Management Science     that can be Learned
YOUR Mission:Don’t Waste Time Building Something         Before Learning  Whether People Actually Want it
Get Out of the BuildingTALK TO PEOPLE
CustomerDevelopment
Who Are They?
Customer Hypothesis        &Problem Hypothesis
GOOBing is HARD
What’s the point?• Uncovers how users think and behave• Validates assumptions/removes bias• Shows difference between inten...
It is NOT • Surveys • Focus Groups • Your Head • Friends & Family
Go in with 2 to 3 objectives                            and have a real conversation. Brant Cooper                        ...
3-POINT INTERVIEW1. Has [insert specific problem] been a  problem for you? (context)2. Tell me about the last time you dea...
No Selling Allowed
Talking to Customers        What is the Problem?        What is the Problem?• Who, What, When, Where, Why, How• Avoid Woul...
Find Early Adopters“FOAMING AT THEMOUTH”1. Have the problem2. Know they have the problem3. Searched for a solution4. Hacke...
LEAN is ComplexBe Skeptical of Simple SolutionsBe Skeptical of Simple Solutions
3-POINT INTERVIEW1. Has [insert specific problem] been a  problem for you? (context)2. Tell me about the last time you dea...
PROCESS
Use theValidation  Board
Use the Manual
Use One Another
OBJECTIVE:  Learn
MVP Method3 Stages...1.Problem Exploration: Exists? Who?2.Product Pitch: Collect currency3.Concierge: Deliver customer exp...
Minimum Success Criterion          Make a Prediction:  If we [do this], [numeric] of target customers                   wi...
Validation Board•   It’s a valuable communication tool•   5-7 words in black sharpie•   WRITE IN ALL CAPS•   Mentors will ...
Validation Board        Demohttp://bit.ly/lsm-canvasvideo
Read the fine print  on the Canvas
Get Out of the BuildingTALK TO PEOPLE
Intensive 3-Day Workshops200 Workshops Globally in 2013
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
Introduction to The Lean Startup
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Introduction to The Lean Startup

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This is a training I did for AOL employees in 2012 along w/ Adam Berk from the Lean Startup Machine

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  • Danny and Adam - introduce themselves
  • Danny - here are some of the terms you’ll see and hear around lean. we’ll briefly talk about them throughout this session.
  • Danny - so to start off I suppose we should answer the most basic question: “What is Lean”. Ask if anyone in audience knows.
  • Danny - it’s using the scientific method to determine what to build then using Agile and Free Open Source Software to build it.
  • Danny - A lot of people get confused about the delineation between Lean and Agile. Lean determines WHAT to build. Agile is HOW you build.
  • Danny - you’ll hear this a lot. ask if anyone knows what a pivot is in the audience.
  • Danny - A core concept of Lean is to fail fast. Product dev projects typically have a finite amount of money and resources. The secret is to get it right before you run out of cash. building, measuring and learning is key to that. If you got something wrong then validate it objectively as early as possible and adjust before it’s too late.
  • Danny - MVP, ask if anyone knows what this is in audience.
  • Danny - This is probably one of the hardest things to do. As product and tech people we tend to want to wait to let users see our app until it’s in a very high quality state. Building an MVP and getting it in front of people is the key to Lean. You have to have just the minimum thing to use to start measuring and learning. The sooner the better.
  • Hand off to Adam to take majority from here.
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  • Adam - talk about LSM?
  • Adam - talk about LSM?
  • Introduction to The Lean Startup

    1. 1. AOL UnU October 23, 2012INTRO TO LEAN
    2. 2. Danny BoiceCo-Founder & CTO, Speek /Resident, AOL Fishbowl LabsTwitter: @DannyBoiceDanny@speek.comAdam BerkDirector, Lean Startup MachineTwitter: @AdamBerkAdam@LeanStartupMachine.com
    3. 3. Product/Market Fit ? Customer Development Bootstrapping ? Iterate ? UX Design Eliminate Waste? Pivot ? Problem/Solution FitAgile Development ?
    4. 4. WHAT IS LEAN?
    5. 5. A set of processes used Agile to developbyentrepreneurscombining Customerand markets, and existingproductsSoftware Development, softwareDevelopmentplatforms (usually FOSS).en.wikipedia.org/wiki/Lean_Startup
    6. 6. Lean = What to buildAgile = How to build
    7. 7. What is a “pivot”?
    8. 8. A structured test athe product. new course correctiondesigned toabout fundamentalhypothesisBuild -> Measure -> Learn -> Pivot orRepeat
    9. 9. What is a “Minimum Viable Product (MVP)”?
    10. 10. An MVP is the smallest thing you canbuild in order to start measuring andlearning.“If you arentlate”shipped too ashamed of your product, you- Reid Hoffman
    11. 11. WHY SHOULD I CARE?
    12. 12. Something isfundamentally wrong
    13. 13. Why do products fail?
    14. 14. Big Idea #1 The vast majority of products fail NOT because it couldn’t be built...but because nobody wanted the product.
    15. 15. Steve Blank
    16. 16. “No business plan survivesfirst contact with customers.” - Steve Blank
    17. 17. Why do products succeed?
    18. 18. Big Idea #2 “The vast majority of [successful] startups abandoned their initial plans and learned what would and would not work in the market.”-Clayton Christensen, The Innovator’s Dilemma
    19. 19. PIVOT!!!
    20. 20. FAILUREThe Secret to Success
    21. 21. OMG!!!
    22. 22. Curious...
    23. 23. LEAN = PROCESS
    24. 24. NOTBlack & White
    25. 25. LEAN’s Mission:Entrepreneurship & Product is a Management Science that can be Learned
    26. 26. YOUR Mission:Don’t Waste Time Building Something Before Learning Whether People Actually Want it
    27. 27. Get Out of the BuildingTALK TO PEOPLE
    28. 28. CustomerDevelopment
    29. 29. Who Are They?
    30. 30. Customer Hypothesis &Problem Hypothesis
    31. 31. GOOBing is HARD
    32. 32. What’s the point?• Uncovers how users think and behave• Validates assumptions/removes bias• Shows difference between intent and reality• Provides direction and data instead of opinion or speculation• Provides the ability to inform design
    33. 33. It is NOT • Surveys • Focus Groups • Your Head • Friends & Family
    34. 34. Go in with 2 to 3 objectives and have a real conversation. Brant Cooper Know your goals and questions. Giff ConstableUse a script. Ash MauryaUse a script. Ash Maurya
    35. 35. 3-POINT INTERVIEW1. Has [insert specific problem] been a problem for you? (context)2. Tell me about the last time you dealt with this problem? (story)3. What’s your ideal solution for this? (solution)
    36. 36. No Selling Allowed
    37. 37. Talking to Customers What is the Problem? What is the Problem?• Who, What, When, Where, Why, How• Avoid Would & Future Tense• The more you ask someone to imagine something, the less you can trust their data• People SAY and DO completely different things.
    38. 38. Find Early Adopters“FOAMING AT THEMOUTH”1. Have the problem2. Know they have the problem3. Searched for a solution4. Hacked their own solution5. Have budget for a solution
    39. 39. LEAN is ComplexBe Skeptical of Simple SolutionsBe Skeptical of Simple Solutions
    40. 40. 3-POINT INTERVIEW1. Has [insert specific problem] been a problem for you? (context)2. Tell me about the last time you dealt with this problem? (story)3. What’s your ideal solution for this? (solution)
    41. 41. PROCESS
    42. 42. Use theValidation Board
    43. 43. Use the Manual
    44. 44. Use One Another
    45. 45. OBJECTIVE: Learn
    46. 46. MVP Method3 Stages...1.Problem Exploration: Exists? Who?2.Product Pitch: Collect currency3.Concierge: Deliver customer experience Stages increase in opportunity cost
    47. 47. Minimum Success Criterion Make a Prediction: If we [do this], [numeric] of target customers will [behavior]
    48. 48. Validation Board• It’s a valuable communication tool• 5-7 words in black sharpie• WRITE IN ALL CAPS• Mentors will enforce stronglyFollowing guidelines = better experience
    49. 49. Validation Board Demohttp://bit.ly/lsm-canvasvideo
    50. 50. Read the fine print on the Canvas
    51. 51. Get Out of the BuildingTALK TO PEOPLE
    52. 52. Intensive 3-Day Workshops200 Workshops Globally in 2013

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