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Lss discovery customer problem fit 2018 3-5

Lss discovery customer problem fit 2018 3-5

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First step of the 4 steps to the epiphany mapped to the Lean Canvas - Discovery -> Customer Problem fit, and the exploration of the artifacts left behind.

First step of the 4 steps to the epiphany mapped to the Lean Canvas - Discovery -> Customer Problem fit, and the exploration of the artifacts left behind.

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Lss discovery customer problem fit 2018 3-5

  1. 1. Customer - Problem Fit John Sechrest 2018/3/5 @sechrest
  2. 2. A Customer Is Someone Who Pays You
  3. 3. CustomerProblem Early Adoptors Existing Alternatives Competitive Matrix Feature Analysis CRM + Interview notebook Solution Proposal
  4. 4. ● Make a Hypothesis ● Construct a test to get Yes/No ● Interview 5 people ● Make an offer ● Measure conversion rate ● Document learning ● What sub-niche will yield the best results? ● How do you get 100 people with the problem?
  5. 5. 1) has the problem 2) knows they have the problem 3) has spent resources on solving the problem. a) Money b) Time c) Space 4) is still unhappy with the solution 5) is willing to spend money to solve the problem. An early Adoptor is someone who:
  6. 6. Market attractiveness Solution channel Fit Customer Problem Fit Problem Solution Fit Solution Customer fit Scale
  7. 7. Name Phone Email Twitter Linkedin Problem Know it?
  8. 8. What do you use to gather data? How do you record it? How do you organize it into Learning?
  9. 9. Customer Interview Hints Ask about current behavior Ask about previous decisions Qualify the context of the user Do not offer future “would you “ projection questions Have them tell you a story about what happened Ask people to show you how they do things Directly observe the behavior Follow up - What do you mean? Listen deeply. Give space for people to answer It is not about the product
  10. 10. How do you find 100 people who all share the same problem? Collect the details…..
  11. 11. How do I find customers What are the sub-sub-segment? Where do they spend time? What content do they engage with? How do you engage with that content? Which are close to you? Where can you go that they will be?
  12. 12. Lean Canvas Sales Funnel Metrics Content Strategy Lab Notebook Customer Database Competitive Matrix Cash Flow Projection
  13. 13. Geoffry Moore Value Prop For ____________ (target customer) who ____________ (statement of the need or opportunity) our _____________(product/service name) is ____________ (product category), that (statement of benefit) ____________
  14. 14. Did you know that [CUSTOMER CATEGORY] experience [MASSIVE PAIN]? This is a [MARKET SIZE] billion dollar opportunity in the US alone. [PRODUCT NAME] is a [PRODUCT CATEGORY] that [VALUE PROPOSITION]. Unlike other alternatives we, [KEY DIFFERENTIATOR]. The team includes [CREDIBLE TEAM BIOS] and we make money by [BUSINESS MODEL]. In essence, we are the [WELL- KNOWN ANALOGUE] for [ANALOGUE PRODUCT CATEGORY] and our vision is to [HOW WILL THE WORLD BE DIFFERENT? WHY DO YOU CARE?]. We have already [EXECUTED MILESTONES] and you are must be involved because [INVITE!].
  15. 15. Cindy alvarez - https://www.youtube.com/watch?v=TTPFm4F0F60 https://www.youtube.com/watch?v=zOqvoMMcq7I&list=PLcdm0yqdmhJopRkTh Q16Wc8LXqSoQg15m https://www.youtube.com/watch?v=Cl9vMBFHIf0 https://www.youtube.com/watch?v=KZYntTU3JW4 https://www.youtube.com/watch?v=8tiuWYs5Z-A https://www.youtube.com/watch?v=zOqvoMMcq7I&list=PLcdm0yqdmhJopRkTh Q16Wc8LXqSoQg15m https://www.youtube.com/watch?v=V3syNbgSkwE https://www.slideshare.net/cindyalvarez/practical-customer-development https://giffconstable.com/2010/07/12-tips-for-early-customer-development- interviews/ http://2015.leanstartup.co/we-cant-find-customers-to-interview-now-what/

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