Elevator	  Pitches	  •  You’re	  in	  an	  elevator.	  	  Aus5n’s	  most	  important	  investor	  steps	     through	  the...
Do	  you	  have	  a	  problem	  worth	  solving‽	  
3	  Easy	  Steps:	  •  Problem	  interviews	  •  Build	  demos	  •  Solu5on	  interviews	  
AWW	  SHOOT,	  WHAT	  WERE	  PROBLEM	  INTERVIEWS	  FOR?	  
Problem	  Interviews	  Objec5ves:	  1.  Iden5fy	  your	  _______	  2.  Learn	  how	  they	  currently	  _______	  3.  Talk...
Problem	  Interviews	  Objec5ves:	  1.  Iden5fy	  your	  early	  adopters	  2.  Learn	  how	  they	  currently	  _______	 ...
Problem	  Interviews	  Objec5ves:	  1.  Iden5fy	  your	  early	  adopters	  2.  Learn	  how	  they	  currently	  solve	  t...
Problem	  Interviews	  Objec5ves:	  1.  Iden5fy	  your	  early	  adopters	  2.  Learn	  how	  they	  currently	  solve	  t...
AWW	  SHOOT,	  WHAT	  WAS	  A	  DEMO	  FOR‽	  
Demo	  •  Is	  not	  your	  ________	  •  Should	  look	  _________	  •  Should	  be	  quick	  to	  _______,	  respond	  t...
Demo	  •  Is	  not	  your	  final	  product	  •  Should	  look	  _________	  •  Should	  be	  quick	  to	  _______,	  respo...
Demo	  •  Is	  not	  your	  final	  product	  •  Should	  look	  real	  •  Should	  be	  quick	  to	  _______,	  respond	  ...
Demo	  •  Is	  not	  your	  final	  product	  •  Should	  look	  real	  •  Should	  be	  quick	  to	  iterate,	  respond	  ...
Demo	  •  Is	  not	  your	  final	  product	  •  Should	  look	  real	  •  Should	  be	  quick	  to	  iterate,	  respond	  ...
What	  will	  you	  do	  with	  your	  demo?	  •  Help	  customers	  visualize	  what	  your	  solu5on	  is	  •  Demonstra...
Solu5on	  	                 interviews	  Your	  	  
Objec5ves	  1.  Learn	  to	  create	  solu5on	  interview	  scripts	  2.  Create	  solu5on	  interview	  scripts	  for	  y...
You	  must	  interview	  10	  people	  by	  5pm	  on	  Aug.	  3	  
Exit	  5ckets	  for	  today:	  1.  Post	  your	  solu5on	  interview	  script	  to	  reddit	  2.  Post	  your	  demo	  com...
Will	  this	  be	  funded‽	  h^p://www.kickstarter.com/projects/656400238/eyeclick-­‐iphone-­‐4-­‐4s-­‐camera-­‐remote-­‐0...
FINALLY,	  SOLUTION	  INTERVIEWS	  
3	  Ques5ons	  1.  What	  is	  the	  minimum	  feature	  set	  needed	  for	      launch?	  2.  How	  do	  you	  iden5fy	 ...
CINESKATES	  EXAMPLE	  
3	  Hypotheses	  1.  What	  is	  the	  minimum	  feature	  set	  needed	  for	  launch?	      –     Tripod	  that	  rolls	...
Demo	  Ques5ons	  •  <For	  each	  problem>	  Illustrate	  how	  you	  solve	  the	  problem	     using	  the	  suppor5ng	...
Pricing	  Ques5ons	  •  So	  lets	  talk	  about	  pricing	  next.	  •  We	  are	  envisioning	  launching	  Cineskates	  ...
Solu5on	  interviews	  are	  done	  when:	  1.  Iden5fy	  the	  demographics	  of	  an	  early	      adopter	  	  2.  Have...
Group	  Prac5ce	  •  Create	  solu5on	  interview	  ques5ons	  for	  the	     Demo	  and	  Pricing	  for	  the	  Gotham	  ...
The	  real	  thing.	  •  Go	  forth	  and	  create	  your	  solu5on	  interview	     scripts.	  •  You	  have	  45	  minut...
Exit	  5ckets	  for	  today:	  1.  Post	  your	  solu5on	      interview	  script	  to	      reddit	  2.  Post	  your	  de...
4.1 solution interviews.pptx
4.1 solution interviews.pptx
4.1 solution interviews.pptx
4.1 solution interviews.pptx
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4.1 solution interviews.pptx

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4.1 solution interviews.pptx

  1. 1. Elevator  Pitches  •  You’re  in  an  elevator.    Aus5n’s  most  important  investor  steps   through  the  doors.    You  realize  that  you  have  30  seconds  to   talk  to  explain  your  project  to  them.    •  You  have  15  minutes  to  prepare  and  prac5ce.      •  At  the  end  of  15  minutes,  6  people  will  be  nominated  by  you   as  the  best  pitchers.    They  will  pitch  to  the  class.  •  The  group  will  vote  on  who  gives  the  best  pitch.    The  winner   will  receive  one  free  Sperry  pen.  •  Note:  this  is  a  compe55on  for  individuals,  not  a  team   compe55on  
  2. 2. Do  you  have  a  problem  worth  solving‽  
  3. 3. 3  Easy  Steps:  •  Problem  interviews  •  Build  demos  •  Solu5on  interviews  
  4. 4. AWW  SHOOT,  WHAT  WERE  PROBLEM  INTERVIEWS  FOR?  
  5. 5. Problem  Interviews  Objec5ves:  1.  Iden5fy  your  _______  2.  Learn  how  they  currently  _______  3.  Talk  to  customers  to  understand  their  ______   before  geSng  married  to  a  ________.    No5ce  that  we  didn’t  men5on  the  product  at  all.  
  6. 6. Problem  Interviews  Objec5ves:  1.  Iden5fy  your  early  adopters  2.  Learn  how  they  currently  _______  3.  Talk  to  customers  to  understand  their  ______   before  geSng  married  to  a  ________.    No5ce  that  we  didn’t  men5on  the  product  at  all.  
  7. 7. Problem  Interviews  Objec5ves:  1.  Iden5fy  your  early  adopters  2.  Learn  how  they  currently  solve  these  problems  3.  Talk  to  customers  to  understand  their  ______   before  geSng  married  to  a  ________.    No5ce  that  we  didn’t  men5on  the  product  at  all.  
  8. 8. Problem  Interviews  Objec5ves:  1.  Iden5fy  your  early  adopters  2.  Learn  how  they  currently  solve  these  problems  3.  Talk  to  customers  to  understand  their  worldview   before  geSng  married  to  a  solu5on.    No5ce  that  we  didn’t  men5on  the  product  at  all.  
  9. 9. AWW  SHOOT,  WHAT  WAS  A  DEMO  FOR‽  
  10. 10. Demo  •  Is  not  your  ________  •  Should  look  _________  •  Should  be  quick  to  _______,  respond  to   __________  •  Minimize  _______—carefully  spend  the   minimum  amount  of  _________  
  11. 11. Demo  •  Is  not  your  final  product  •  Should  look  _________  •  Should  be  quick  to  _______,  respond  to   __________  •  Minimize  _______—carefully  spend  the   minimum  amount  of  _________  
  12. 12. Demo  •  Is  not  your  final  product  •  Should  look  real  •  Should  be  quick  to  _______,  respond  to   __________  •  Minimize  _______—carefully  spend  the   minimum  amount  of  _________  
  13. 13. Demo  •  Is  not  your  final  product  •  Should  look  real  •  Should  be  quick  to  iterate,  respond  to   customer  input  •  Minimize  _______—carefully  spend  the   minimum  amount  of  _________  
  14. 14. Demo  •  Is  not  your  final  product  •  Should  look  real  •  Should  be  quick  to  iterate,  respond  to   customer  input  •  Minimize  waste—carefully  spend  the   minimum  amount  of  5me  needed  
  15. 15. What  will  you  do  with  your  demo?  •  Help  customers  visualize  what  your  solu5on  is  •  Demonstrate  how  your  product  solves  their   top  2-­‐3  problems  •  Get  more  feedback  about  what  features   ma^er  •  Test  pricing  
  16. 16. Solu5on     interviews  Your    
  17. 17. Objec5ves  1.  Learn  to  create  solu5on  interview  scripts  2.  Create  solu5on  interview  scripts  for  your  demo  3.  Prac5ce  your  solu5on  interview  with  2  mentors    4.  Show  that  your  team  is  on  track  to  finish  your  demo   by  Aug  3  (or  in  5me  to  do  your  interviews)  5.  Show  that  your  team  will  complete  10  interviews  by   Aug  3  
  18. 18. You  must  interview  10  people  by  5pm  on  Aug.  3  
  19. 19. Exit  5ckets  for  today:  1.  Post  your  solu5on  interview  script  to  reddit  2.  Post  your  demo  comple5on  schedule  to   reddit  3.  Post  your  interview  plan  to  reddit  
  20. 20. Will  this  be  funded‽  h^p://www.kickstarter.com/projects/656400238/eyeclick-­‐iphone-­‐4-­‐4s-­‐camera-­‐remote-­‐0  What  are  the  first  5  Lean  Canvas  answers  for  this  product?    5  minute  rapid  challenge:    You  can  ask  two  one-­‐sentence  ques5ons  to  a  poten5al  early  adopter  of  Eye  Click.    What  are  the  most  effec5ve  ques5ons  to  determine  if  someone  would  buy  this  product?    
  21. 21. FINALLY,  SOLUTION  INTERVIEWS  
  22. 22. 3  Ques5ons  1.  What  is  the  minimum  feature  set  needed  for   launch?  2.  How  do  you  iden5fy  an  early  adopter?  3.  Will  customers  pay  you  for  a  solu5on?  
  23. 23. CINESKATES  EXAMPLE  
  24. 24. 3  Hypotheses  1.  What  is  the  minimum  feature  set  needed  for  launch?   –  Tripod  that  rolls   –  Holds  DSLRs   –  Compact  2.  How  do  you  iden5fy  an  early  adopter?   –  Owns  a  DSLR  and  GorillaPod  3.  Will  customers  pay  you  for  a  solu5on?   –  Verbal  commitment  to  pay  $150  for  a  solu5on  
  25. 25. Demo  Ques5ons  •  <For  each  problem>  Illustrate  how  you  solve  the  problem   using  the  suppor5ng  mockup.  Pause  amer  each  one  and  ask  if   they  have  any  ques5ons.  •  <Repeat  for  other  problems>  •  So  that’s  what  the  tripod  looks  like  right  now.  We  are  trying   to  priori5ze  what  to  finish  and  release  first  and  would  like  to   ask  you  a  few  more  ques5ons.  •  What  things  resonated  with  you  the  most?  Which  could  you   live  without?  Are  there  any  addi5onal  features  you  think  are   missing?  
  26. 26. Pricing  Ques5ons  •  So  lets  talk  about  pricing  next.  •  We  are  envisioning  launching  Cineskates  as  a   portable  rolling  tripod.  •  Would  you  pay  $150  for  a  tool  like  this?  Note:  Gauge  the  customer’s  response  immediately  amer  you  tell  them  the  price.  If  they  accept  the  pricing,  make  a  note  of  whether  they  hesitated  or  readily  accepted.  
  27. 27. Solu5on  interviews  are  done  when:  1.  Iden5fy  the  demographics  of  an  early   adopter    2.  Have  a  problem  that  at  least  5  interviewees   say  they  must  have  3.  Can  define  a  minimum  feature  set—this  lets   you  build  a  prototype!  4.  Have  a  price  the  customer  is  willing  to  pay  
  28. 28. Group  Prac5ce  •  Create  solu5on  interview  ques5ons  for  the   Demo  and  Pricing  for  the  Gotham  Defender   Bike  Light  •  You  have  15  minutes  •  Interview  one  other  team  h^p://www.kickstarter.com/projects/gotham/them-­‐resistant-­‐bike-­‐light-­‐by-­‐gotham-­‐bicycle-­‐defen  
  29. 29. The  real  thing.  •  Go  forth  and  create  your  solu5on  interview   scripts.  •  You  have  45  minutes.  •  Finish  by  doing  two  prac5ce  interviews  with   mentors.  
  30. 30. Exit  5ckets  for  today:  1.  Post  your  solu5on   interview  script  to   reddit  2.  Post  your  demo   comple5on  schedule   to  reddit  3.  Post  your  interview   plan  to  reddit  

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