B2B and the Lean Startup- Lean Startup Circle San Jose

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Hi there.

For more material, please see www.alexandercowan.com .

If you're in B2B and wondering how you can use Design Thinking and Lean Startup to propel your business, then this is the event for you. We'll review the core concepts, a case study, and specific exercises and tools you can apply the minute you walk out the door.

You'll...:
- Learn how to quickly initiate a rapid improvement loop using design thinking, Lean Startup, customer development, and agile.
- See how Alex Cowan learned (the hard way) how to apply these ideas at his startup Leonid Systems.
- Apply these ideas through a series of quick exercises you can use as a starting point for using the template we'll review in the talk.

Published in: Technology, Business, Education
  • Very good presentation. I particularly like your ideas around transitions from consulting to products and the addition of Service Design to the Lean Startup framework. An aspect I would have liked to see in the presentation is how founders can deal with B2B Sales / Sales Cycles. It's an aspect I'm covering in Lean B2B: http://leanb2bbook.com/ and many founders struggle with.
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B2B and the Lean Startup- Lean Startup Circle San Jose

  1. 1. Copyright 2012 Cowan PublishingB2B and theLean StartupA Case Study
  2. 2. Copyright 2012 Cowan Publishing
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  4. 4. Copyright 2012 Cowan PublishingDesign ThinkingLean StartupCustomer Dev.Agile} BIG VOID{ Actual Practice
  5. 5. to learnmore aboutlaunchingnew ideasKNOWLEDGEof softwaredevelopmentnot assumedACTIONto work onnew ideasDESIREALEX COWANAlexanderCowan.com@cowanSF
  6. 6. Copyright 2012 Cowan PublishingIDEATIONPLANNINGORGANIZATIONDEVELOPMENTALEX COWANAlexanderCowan.com@cowanSF
  7. 7. Copyright 2012 Cowan PublishingIDEATIONSelf-LoveThenALEX COWANAlexanderCowan.com@cowanSF
  8. 8. Copyright 2012 Cowan PublishingIDEATIONALEX COWANAlexanderCowan.com@cowanSF
  9. 9. Copyright 2012 Cowan PublishingIDEATIONSelf-LoveThenDesignThinkingNowALEX COWANAlexanderCowan.com@cowanSF
  10. 10. Copyright 2012 Cowan PublishingEmpathyIDEATIONCreativity ALEX COWANAlexanderCowan.com@cowanSF
  11. 11. Copyright 2012 Cowan PublishingIDEATIONALEX COWANAlexanderCowan.com@cowanSF
  12. 12. Copyright 2012 Cowan PublishingIDEATIONEntry1Urinate as they go2Edges preferred3Speedy4PB > cheese5Empathy ALEX COWANAlexanderCowan.com@cowanSF
  13. 13. Copyright 2012 Cowan PublishingCheck & RepairUV ValidationRelevant PlacementA Better Mouse TrapPowered by Better BaitCreativity12345ALEX COWANAlexanderCowan.com@cowanSF
  14. 14. Copyright 2012 Cowan PublishingIDEATIONPersonas ALEX COWANAlexanderCowan.com@cowanSF
  15. 15. Copyright 2012 Cowan Publishing•Women•Age 28-45•Have kids•Socialize with other mom’s•Online with Facebook•86% said they’d like to bemore organized•70% said they’d use anapplication that organizes themIDEATION
  16. 16. Copyright 2012 Cowan PublishingIDEATION
  17. 17. Copyright 2012 Cowan PublishingMary is a mom by choice. She had a successful careerin accounting, but welcomed the opportunity to be astay at home mom. She loves it. But it’s not like havingkids purged her creative, social instincts. She wants toconnect, she wants to learn, she wants to interact.Being a mom is a job and she wants to do it well. Thatmeans corresponding with other mom’s on relevanttopics and keeping the family calendar in ship shape.She posts to Facebook at least twice a week andresponds to other moms’ items more often than that.She shops at Nordstrom, but only if it’s a holiday orthere’s a sale. For essentials, she’ll pick up bargains atMarshalls or Target. For household stuff, Costco is thego-to place, but she’ll pick up fresh items at the farmer’smarket when it’s up and splurge at Whole Foods whenthey’re having company.IDEATIONMary the Mom
  18. 18. Copyright 2012 Cowan PublishingIDEATION
  19. 19. Copyright 2012 Cowan PublishingIDEATIONPersonasUserStoriesProblemScenarios?
  20. 20. Copyright 2012 Cowan PublishingIDEATIONDraftingStoriesPERSONASSTORIESEpic StoriesStoriesTest Cases“As a [persona],I want to [do something]so that I can [derive a benefit]”ALEX COWANAlexanderCowan.com@cowanSF
  21. 21. Copyright 2012 Cowan PublishingBorrowedwithutmostregardfromBanksy(banksy.co.uk)IDEATION
  22. 22. Copyright 2012 Cowan PublishingPLANNING!5,000,000%0%5,000,000%10,000,000%15,000,000%20,000,000%25,000,000%30,000,000%35,000,000%40,000,000%45,000,000%2012% 2013% 2014% 2015% 2016% 2017% 2018% 2019% 2020%Revenue%Expense%EBITDA%Five YearPlanThenIterativeManagementNow6.a PIVOTexperimentsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 PIVOT OR PERSEVERE?6.b PERSEVEREexperiments provehypothesisALEX COWANAlexanderCowan.com@cowanSF
  23. 23. !5,000,000%0%5,000,000%10,000,000%15,000,000%20,000,000%25,000,000%30,000,000%35,000,000%40,000,000%45,000,000%2012% 2013% 2014% 2015% 2016% 2017% 2018% 2019% 2020%Revenue%Expense%EBITDA%Copyright 2012 Cowan PublishingPLANNINGALEX COWANAlexanderCowan.com@cowanSF
  24. 24. Copyright 2012 Cowan PublishingPLANNINGPLANNINGDo I have real evidence from my buyer thatthis is compelling?6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisWhat are the key assumptionsrequired to make this business work?6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisHow do I definitely prove or disprovethe assumptions with a minimum oftime and effort?6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesis6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisAm I reacting or am I focused onvalidating my pivotal assumptions?‘Pivot or persevere?’ALEX COWANAlexanderCowan.com@cowanSF
  25. 25. Copyright 2012 Cowan PublishingPriority Key Assumption Needs Proving? Experimentation1[A key assumption aboutthe business][Whether it needsproving[Experiment toprove or disprove]1Parents want to betterorganize the distributionof allowancesYes* Post the proposition in adsonline* Measure sign-up’s on a landingpage2Parents have smartphonesNo n/aPLANNINGALEX COWANAlexanderCowan.com@cowanSF
  26. 26. Copyright 2012 Cowan PublishingPLANNING
  27. 27. Copyright 2012 Cowan Publishing$PLANNINGALEX COWANAlexanderCowan.com@cowanSF
  28. 28. Copyright 2012 Cowan PublishingORGANIZATION==ApingThenCustomerDevelopmentNowALEX COWANAlexanderCowan.com@cowanSF
  29. 29. Copyright 2012 Cowan Publishing≠ORGANIZATIONALEX COWANAlexanderCowan.com@cowanSF
  30. 30. Copyright 2012 Cowan PublishingORGANIZATIONALEX COWANAlexanderCowan.com@cowanSF
  31. 31. Big CompanyRecipes AppliedCopyright 2012 Cowan Publishing5 Year Plan ==10x Returns!X: < Odds at LottoVC-EncouragedMenagerieX: Big Company!= Small CompanyX: Lack of Experiencein Hands-on DiscoveryX: Better Luck withthe LotteryTime to Face the MusicX: New Theories toExplain Plan v. ActualX: Fun and Profit-UnlikelyORGANIZATION++New Idea!Expanded TeamRevisions to Plan== Edgy BoardX: Want Lots ofCapital at WorkIt Works! Working 5 Year PlanNew HiresFounders Investors BoardALEX COWANAlexanderCowan.com@cowanSF
  32. 32. Investors?Advisors?Focus on ValidatedLearningCopyright 2012 Cowan PublishingKey AssumptionsID’ed, ValidatedLower Risk &Capital RequirementResources AsNeededClear Focus inHiring & ContractingRoles and SuccessCriteria ClearProgress is Quickand MeasurableTime to Facethe MusicValidated LearningAnswers SharedQuestionsFun & ProfitORGANIZATION++New Idea!Full Tilt at a ‘Pivot orPersevere’ MomentIs approachworking or not?Option forNon-TraditionalFunding StrategiesExpanded TeamNew HiresFounders Investors BoardALEX COWANAlexanderCowan.com@cowanSF
  33. 33. Copyright 2012 Cowan PublishingDEVELOPMENTWaterfallThenAgileNowALEX COWANAlexanderCowan.com@cowanSF
  34. 34. Copyright 2012 Cowan PublishingIndividualsInteractions> ProcessesToolsWorkingsoftwareComprehensiveDocumentation>CustomercollaborationContractnegotiation>Respondingto changeFollowinga plan>DEVELOPMENTALEX COWANAlexanderCowan.com@cowanSF
  35. 35. Copyright 2012 Cowan PublishingDEVELOPMENTvalidate featurerelevance withcustomersPastcollaborate withdevelopmentteamPresentobserve andenvision what’snextFuture
  36. 36. Copyright 2012 Cowan PublishingDESIGN THINKINGLEAN STARTUPCUSTOMER DEV.AGILE ALEX COWANAlexanderCowan.com@cowanSF
  37. 37. Copyright 2012 Cowan Publishing
  38. 38. Copyright 2012 Cowan Publishing? ???????????????????
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  40. 40. Copyright 2012 Cowan Publishing12345678901234567890
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  47. 47. Copyright 2012 Cowan PublishingDESIGNTHINKINGLEANSTARTUPCUSTOMERDEV.AGILEdirectionpersonasuser storieshypothesis (assumptions)experimental designroles & teamobjectivesworking productALEX COWANAlexanderCowan.com@cowanSF
  48. 48. Copyright 2012 Cowan PublishingIDENTIFY ABEACHHEADAnd storm it.FOCUSSHOW DON’TSELLBuild something worthseeing.SHOWDON’T ASKPERMISSIONJust do it.GO BROADCASTLeverage your work on aneveryday basis. Make sureeveryone knows where to find it.BROADCASTWAGING EVOLUTION: 6 TIPSMAKE YOURSELFAWESOMEAnd everything else will fall intoplace.AWESOMENESSMAKE YOURSELFAGILEStructure and organize yourwork on the principals.YOUR AGILE
  49. 49. Copyright 2012 Cowan PublishingCONCEPTS AND EXAMPLESCASE STUDYPRACTICES AND TOOLS202020MINMINMIN
  50. 50. Copyright 2012 Cowan PublishingTHE STORYIn 2007.I left cloudtelephonyprovider,BroadSoft. . .
  51. 51. Copyright 2012 Cowan PublishingTHE STORY. . . to pursuenew ideasabout thedelivery ofcloudservices.NETWORKApplication ServersHost InfrastructureData TransportCustomer EquipmentCRMOrder ManagementService DeliveryBillingCase Mgmt.InventoryWorkflowITPortalsCONSULTINGServiceDesignProcessDesignCustomization& Integration
  52. 52. Copyright 2012 Cowan PublishingIDEATIONALEX COWANAlexanderCowan.com@cowanSF
  53. 53. How do we do thismore efficiently? Arewe implementing bestpractices?How do we improveservice quality? Howdo we verify that?Copyright 2012 Cowan PublishingIDEATIONHelp me integrate andstandardize theinfrastructure. And showmy people how to use it.Creating accounts istaking a lot of time/money. And there are alot of mistakes.ALEX COWANAlexanderCowan.com@cowanSF
  54. 54. Copyright 2012 Cowan PublishingIDEATIONSERVICESTANDARDIZATION& WORKFLOWSERVICEDESIGNPROCESSAUDIT,DESIGNNETWORKPRINCIPALSOF OPERATIONALEX COWANAlexanderCowan.com@cowanSF
  55. 55. Copyright 2012 Cowan PublishingIDEATIONProfitDriversRevenueDriversTighter Proposition (website, pres., etc.)Finite CostFinite DeliverablesIncreased Use of ChannelsEase of EntryEasy to See Whats on MenuUpsellIntellectual Property MultipliersTighter Talent DefinitionSimpler Training, Eval., PromotionCost of DeliveryCostDriversLess Consultative SellingSimplified ContractingCost of SalesStandard Project ManagementComparable Post MortemsEngagementManagement
  56. 56. Copyright 2012 Cowan PublishingIDEATIONImmediate,commercially relevantcustomer contactDiscrete,structuredsuccess criteriaRelevant,measurableoutcomes
  57. 57. Copyright 2012 Cowan PublishingSELL SIMILARCUSTOMERSEarn referrals.TARGETDRIVE TOWARDSSTANDARDIZATIONService definition, sales,execution, handoff, post-mortem.STANDARDIZESKILLS PAYBILLSAnd no better way to driveto product/market fit.$CREATE ANEXTENDED FAMILYMake yourself bigger than you are.EXTERNALIZECONCIERGE VIA CONSULTING: 6 TIPSONCE YOU SEETHE OPENINGIf you’re not sure, you’reprobably not (in B2B).PRODUCTIZEBECOME ADOMAIN EXPERTOr you’ll end up with amishmash product.MASTER
  58. 58. Copyright 2012 Cowan PublishingIDEATIONPERSONAS & USER STORIESAs a [persona],I want to [do something]so that I can [derive a benefit].“As a receptionist, I want to receive an outof the box set up that’s created against bestpractices so I don’t have to set it all up bymyself.”“As a receptionist, I want to change thebuttons on my phone so they do what Iwant.”PROBLEM SCENARIOVoice telephony users, particularly power userslike receptionists, need a non-standardconfiguration of buttons on their phone to beeffective. While they have a lot in common, theyalso need to be able to fine tune the button setup themselves.
  59. 59. Copyright 2012 Cowan PublishingSTORY TEST CASE“As a receptionist, I want to receive an out of the boxphone set up that’s created against best practices so Idon’t have to set it all up by myself.”Make sure the available templates areeditable in a visual environment usableby a Product Manager“As a receptionist, I want to receive an out of the boxphone set up that’s created against best practices so Idon’t have to set it all up by myself.”Make sure it’s possible to update thetemplate at install time“As a receptionist, I want to receive an out of the boxphone set up that’s created against best practices so Idon’t have to set it all up by myself.”Make sure the template designation isavailable in all Loki provisioninginterfaces“As a receptionist, I want to change the buttons on myphone so they do what I want.”Make sure it’s possible for the user toreset to the default template“As a receptionist, I want to change the buttons on myphone so they do what I want.”Make sure the available functions arefiltered by the services assigned to theuser“As a receptionist, I want to change the buttons on myphone so they do what I want.”Make sure available functions arefiltered based on the capabilities of thephone keyIDEATION“As a receptionist, I want a custom configuration on my phone so that I can manage calls in the wayI’ve come to expect.”EPIC STORY
  60. 60. Copyright 2012 Cowan PublishingIDEATIONALEX COWANAlexanderCowan.com@cowanSF
  61. 61. Copyright 2012 Cowan Publishing[First name]the[Role]ex:MarytheMom ALEX COWANAlexanderCowan.com@cowanSF
  62. 62. Copyright 2012 Cowan PublishingEND USER PERSONASRitathe ResellerEvanthe Enterprise Exec.Ignatiusthe IT GuyRhondathe ReceptionistSusan theSmall Bus. OwnerKeiththe Key System UserAmythe AssistantSimonethe Standard UserChuckthe Call Center AgentEstebanthe ExecutiveMikukothe Mobile UserCindythe Call Center Manager
  63. 63. Copyright 2012 Cowan PublishingENTERPRISE PERSONASNietzschethe Network Eng.Paolathe ProvisionerPatriciathe Sys. PlannerSidneythe Sys. Admin.Percival theProduct ManagerSventhe SalespersonAnthonythe Applications Eng.Itzhakthe IT DeveloperFrankthe Field Eng.Samthe Support Eng.Saulthe Site DeveloperFritzthe Field Eng. Manager
  64. 64. Copyright 2012 Cowan PublishingPLANNINGALEX COWANAlexanderCowan.com@cowanSF
  65. 65. Copyright 2012 Cowan PublishingPLANNINGPLANNINGVisual device management emerged fromgeneral industry activity and follow-on workat Leonid6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesis6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisLeonid can create a compelling,useful, supportable visual devicemanagement solution.6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisLab work followed by limitedcommercial release.6.a YESresultsdisprovehypothesis01 IDEA!02 HYPOTHESIS03 EXPERIMENTAL DESIGN04 EXPERIMENTATION05 REVISE?6.b NOwe appear tohave a validhypothesisDid we validate the ‘existential’propositions? Was it supportable?Bankable?‘Pivot or persevere?’ALEX COWANAlexanderCowan.com@cowanSF
  66. 66. Copyright 2012 Cowan PublishingPriority Key Assumption Needs Proving? Experimentation1[A key assumption aboutthe business][Whether it needsproving[Experiment toprove or disprove]1Parents want to betterorganize the distributionof allowancesYes* Post the proposition in adsonline* Measure sign-up’s on a landingpageALEX COWANAlexanderCowan.com@cowanSF
  67. 67. Copyright 2012 Cowan PublishingPLANNINGPRIORITY KEY ASSUMPTIONSNEEDSPROVING?EXPERIMENTATION1End users at large want a visualtool to manage their phonesNo- Already proven by prototypes frompartner1Giving the capability to end useradmin’s will do more good thanharmYes - Beta testing with customers1The design and architecture aresupportable in current customerenvironmentsYes- Lab testing with customers...butreally...- Field testing at scale1The target price point isbearable by the marketYes- Initial sales negotiations- Mainline (post beta) sales2The capability makes sense withend users (vs. admin’s)Yes- Some proxy data on overall activityby user type- Customer interviews- Beta testing2 (Various makes and models ofphones are worth investing in)Yes - Advanced orders
  68. 68. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.Fixed: product development, G&AVariable: field teams, supportBroadSoftOther resellersIntegratorsOther network systemvendorsProduct developmentLarge account mgmt.ConsultingCustom Dev.Actionable insighton cloud UCBest practice recipesDev. TeamLicensingMaintenance & SupportConsultingCustom DevelopmentDedicated personalassistanceBroadSoftSIPhon NetworksDirectReduced time & risk toget to marketReduced costImplementation oflearned best practicesLarge/incumbentMedium/competitiveSmall/nicheCopyright 2012 Cowan PublishingPLANNING
  69. 69. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.LicensingMaintenance & SupportConsultingCustom DevelopmentDedicated personalassistanceBroadSoftSIPhon NetworksDirectReduced time & risk toget to marketReduced costImplementation oflearned best practicesLarge/incumbentMedium/competitiveSmall/nicheCopyright 2012 Cowan PublishingPLANNING
  70. 70. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.Fixed: product development, G&AVariable: field teams, supportBroadSoftOther resellersIntegratorsOther network systemvendorsProduct developmentLarge account mgmt.ConsultingCustom Dev.Actionable insighton cloud UCBest practice recipesDev. TeamCopyright 2012 Cowan PublishingPLANNING
  71. 71. This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.Fixed: product development, G&AVariable: field teams, supportBroadSoftOther resellersIntegratorsOther network systemvendorsProduct developmentLarge account mgmt.ConsultingCustom Dev.Actionable insighton cloud UCBest practice recipesDev. TeamCopyright 2012 Cowan PublishingPLANNING
  72. 72. Copyright 2012 Cowan PublishingPLANNINGsee alexandercowan.com/finplanoperations begin2007 2008 2009 2010 2011 2012Revenue (consulting)(+somesoftware)(50%software)(scalingsoftware)Expenses (small/me+) (variable)(++fixedcosts)Financing (n/a)(small debtoffer- family)(n/a) (bank-basedfinancing)Earnings (profitable)Visibility (moderate)(low/moderate)(low/moderate) (high) (high)(current products:highnew products:moderate)
  73. 73. Copyright 2012 Cowan PublishingPLANNINGTheses Growth?Retention?Supportability?Ongoing investment?Competition?HypothesesDoes anyone want this?Are we the people to do it?Pivot or persevere?ALEX COWANAlexanderCowan.com@cowanSF
  74. 74. Copyright 2012 Cowan PublishingORGANIZATIONALEX COWANAlexanderCowan.com@cowanSF
  75. 75. Copyright 2012 Cowan PublishingORGANIZATIONFeasibility(me)(devcontractors)CustomerDevelopment(me)(dev & opsmgmt.)(dev &operations team)Scaling(me) (expandedsr. mgmt.)(dev &operations team)ALEX COWANAlexanderCowan.com@cowanSF
  76. 76. Specialties(VARIOUS)DESIGNUNIXSYSADMINRUBYPYTONJAVAPHP.........SEOANALYTICS...(VARIOUS)MGMT....Copyright 2012 Cowan PublishingORGANIZATIONBasicTechnicalLiteracySOFTWAREFUNDAMENTALSModel-View-ControllerARCHITECTUREFUNDAMENTALSApp. & Platform IntegrationROLES & SYSTEMSIn a Technical TeamStoriesPersonasDevelopment DiscussionFoundationConceptsITERATIVEMANAGEMENTDESIGNTHINKINGCUSTOMERDEVELOPMENTAGILECollaboration AGILEAs Product Owner
  77. 77. Copyright 2012 Cowan PublishingDEVELOPMENTALEX COWANAlexanderCowan.com@cowanSF
  78. 78. Copyright 2012 Cowan PublishingDEVELOPMENTLOKIPORTALSITERATION 01 ITERATION 02 ITERATION 03 ITERATION 04ITERATION 01 ITERATION 02 ITERATION 03 ITERATION 04LOKIPROVISIONINGLOKI BPMDOC’S &INFRASTRUCTUREAITERATION 05ITERATION 05DECGPredictiveContentBFPredictiveContentPredictiveContentPredictiveContentAdaptiveContentAdaptiveContentAdaptiveContentAdaptiveContent
  79. 79. Copyright 2012 Cowan PublishingDOING ITalexandercowan.com/resourcesALEX COWANAlexanderCowan.com@cowanSF
  80. 80. Copyright 2012 Cowan PublishingDOING ITALEX COWANAlexanderCowan.com@cowanSF
  81. 81. Copyright 2012 Cowan PublishingMaking ProgressIDEA!PositioningStatement?Field Work & AnalyticsIdeation & DesignProduct DevelopmentGeneral ManagementPivotalAssumptions?CustomerDefinitionPersonas?Problem Scenarios?FieldDiscoveryStill Learning?FieldValidationDraftPrototypeQuickyPrototype?Yes?Confident?No?CreateUserStoriesDone?New Learning?DefineMVPCUSTOMERVALIDATIONALEX COWANAlexanderCowan.com@cowanSF
  82. 82. Copyright 2012 Cowan PublishingBUY THE BOOKA practical primer for anyonewanting to actually implementtoday’s best practices in productdevelopment (available online orat any major retailer)VISIT THE SITEFree talks, tutorials, andresources for productdevelopment and new ventures.MORE?ALEX COWANAlexanderCowan.com@cowanSF
  83. 83. Copyright 2012 Cowan Publishingwww.alexandercowan.com/speaking(THE REST?)@cowanSFalexandercowan.com/blogacowan@alexandercowan.comalexandercowan.com/speaking
  84. 84. Copyright 2012 Cowan Publishing1. How likely would you be to recommendthe talk to a friend or acquaintance(1-10; 10 the most likely)?2. What did you find most useful?3. What did you find least useful?4. What else would you like to see?ALEX COWANAlexanderCowan.com@cowanSF

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