This document provides an overview of Customer Discovery class #2a. It begins with reviewing an example Lean LaunchPad project called MammOptics. The majority of the class time is spent reviewing this example to demonstrate what customer discovery work looks like.
The document then provides a brief recap of customer discovery planning and outlines the customer development process with the key stages of customer discovery, customer validation, customer creation, and scaling the company. It discusses rules and exit criteria for the customer discovery stage. Hypothesis testing is a core part of discovery, and the document outlines developing hypotheses for problems, products, customers, competition, distribution/pricing, markets, and the business model. Finally, it emphasizes that hypotheses are educated guesses to
Lean Startup Roadmap workshop I conduct in Russian. Combines the methodology from Steve Blank, Eric Ries, Ash Maurya, and others. The intention is to provide practical steps individuals new to business and entrepreneurship can take in order to increase the likelihood of success in their new venture.
The full workshop usually takes 6-8 hours.
This is the deck that accompanied Dave Kochbeck's webinar on July 10, 2014.
In the webinar he guided founders of all stripes through the perfect pitch. Determine what are the most important touch-points to prepare for, what you should be aware of and what you should focus in on and highlight about your exciting company. From founders seeking pre-seed to late seed funding, this is the most important Webinar you should attend.
Women 2.0's Webinars are a new event to promote new networks amongst the entire technology ecosystem in innovative cities around the world. This event is open to those who work, start, and fund tech companies. Both women and men are invited to attend.
To view our next webinar go here: http://women2.com/webinars
To apply for PITCH go here (Deadline July 31, 2014): http://bit.ly/1ojgVtj
Women 2.0 Fall Conference in San Francisco (September 30 - October 1, 2014): http://sf.women2.com
How do you take an idea from that eureka moment to a fully working product and scalable web business? This talk from our Lightbulb to Launch event in London covers a bit about the work we do, how we help startups get started and design great products faster. Discover tips and techniques from lean startup, lean UX, behaviour engineering and branding.
Lean Startup Roadmap workshop I conduct in Russian. Combines the methodology from Steve Blank, Eric Ries, Ash Maurya, and others. The intention is to provide practical steps individuals new to business and entrepreneurship can take in order to increase the likelihood of success in their new venture.
The full workshop usually takes 6-8 hours.
This is the deck that accompanied Dave Kochbeck's webinar on July 10, 2014.
In the webinar he guided founders of all stripes through the perfect pitch. Determine what are the most important touch-points to prepare for, what you should be aware of and what you should focus in on and highlight about your exciting company. From founders seeking pre-seed to late seed funding, this is the most important Webinar you should attend.
Women 2.0's Webinars are a new event to promote new networks amongst the entire technology ecosystem in innovative cities around the world. This event is open to those who work, start, and fund tech companies. Both women and men are invited to attend.
To view our next webinar go here: http://women2.com/webinars
To apply for PITCH go here (Deadline July 31, 2014): http://bit.ly/1ojgVtj
Women 2.0 Fall Conference in San Francisco (September 30 - October 1, 2014): http://sf.women2.com
How do you take an idea from that eureka moment to a fully working product and scalable web business? This talk from our Lightbulb to Launch event in London covers a bit about the work we do, how we help startups get started and design great products faster. Discover tips and techniques from lean startup, lean UX, behaviour engineering and branding.
This presentation starts with entrepreneurship description, two entrepreneurship types: Small medium enterprise (SME) and Innovation driven entrepreneurship (IDE) and about startup, startup stages, and forming a simple team to start a business. Also considering startup skill set.
How to Prepare for Investment (14/7/16)Matt Rutter
Matt Rutter, Co-Founder of investment and consulting firm Kingdom Paradigm, shares his insights on what steps entrepreneurs should take PRIOR to approaching an investor for funding. The key: 1) Define a specific target customer with a specific problem, 2) Prove the target customer is willing to pay for your solution, and 3) Forecast a clear ROI or exit strategy.
21 ноября Боб Дорф - всемирно известный предприниматель, гуру Силиконовой долины и соавтор бестселлера "Стартап: настольная книга основателя", переведенного на 19 языков мира, - провел семинар-практикум в Инновационном центре "Сколково". Он рассказал о методологии «развития клиента» и о том, как создать новую компанию и продукт и успешно вывести его на рынок. Сам Боб Дорф уже вывел 7 компаний на IPO, а свой первый бизнес начал в возрасте 12 лет.
Am I building the right product for my target customers? How do I build a deep understanding of my customers’ needs and wants? In this intensive clinic, Elaine Chen, a startup veteran and an MIT Senior Lecturer, will put you through a mini-bootcamp to learn practical skills to design a customer research program, and apply a variety of proven qualitative and quantitative research techniques to build knowledge of your users and economic buyers. These skills will help you stay close to your customers, and help you iterate quickly to build and scale your business from product development to customer acquisition, sales, operations and more.
Public Startup Academy edition May 2017 deck on request of participants.
Startup Academy gives hands on startup experience by covering Effectuation, Customer Development and Lean Startup and putting the content to practise.
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
Having been a venture capitalist for the last decade, I have found that the topic of funding is one that everyone wants to know about but is openly discussed by few. Ironically, the more it is talked about, the more educated entrepreneurs will be, enabling them to make the right decisions as they seek funding for their startup.
The Customer Development Game (@ UXCampLondon)Adrian Howard
Decidedly beta- and non-final version of a talk on Customer Development given at the Jul 9th UXCampLondon unconference.
Final version will form part of the Customer Development Game session at Agile 2011 in August at Salt Lake City.
Dating Skills For Engineers ( 2013 Version)iain.verigin
I begin by discussing Seth Godin's "Be Remarkable". Then I focus on four skills – Listening (Marshal Goldsmith), Communicating (Heath Brothers), Helping (Edgar Schein), and Don’t Be An Asshole (Robert Sutton). In recent years this lecture has earned a fun nickname Dating Skills for Engineers.
This presentation starts with entrepreneurship description, two entrepreneurship types: Small medium enterprise (SME) and Innovation driven entrepreneurship (IDE) and about startup, startup stages, and forming a simple team to start a business. Also considering startup skill set.
How to Prepare for Investment (14/7/16)Matt Rutter
Matt Rutter, Co-Founder of investment and consulting firm Kingdom Paradigm, shares his insights on what steps entrepreneurs should take PRIOR to approaching an investor for funding. The key: 1) Define a specific target customer with a specific problem, 2) Prove the target customer is willing to pay for your solution, and 3) Forecast a clear ROI or exit strategy.
21 ноября Боб Дорф - всемирно известный предприниматель, гуру Силиконовой долины и соавтор бестселлера "Стартап: настольная книга основателя", переведенного на 19 языков мира, - провел семинар-практикум в Инновационном центре "Сколково". Он рассказал о методологии «развития клиента» и о том, как создать новую компанию и продукт и успешно вывести его на рынок. Сам Боб Дорф уже вывел 7 компаний на IPO, а свой первый бизнес начал в возрасте 12 лет.
Am I building the right product for my target customers? How do I build a deep understanding of my customers’ needs and wants? In this intensive clinic, Elaine Chen, a startup veteran and an MIT Senior Lecturer, will put you through a mini-bootcamp to learn practical skills to design a customer research program, and apply a variety of proven qualitative and quantitative research techniques to build knowledge of your users and economic buyers. These skills will help you stay close to your customers, and help you iterate quickly to build and scale your business from product development to customer acquisition, sales, operations and more.
Public Startup Academy edition May 2017 deck on request of participants.
Startup Academy gives hands on startup experience by covering Effectuation, Customer Development and Lean Startup and putting the content to practise.
Startup Secrets - Funding Strategies to Go the DistanceMichael Skok
Having been a venture capitalist for the last decade, I have found that the topic of funding is one that everyone wants to know about but is openly discussed by few. Ironically, the more it is talked about, the more educated entrepreneurs will be, enabling them to make the right decisions as they seek funding for their startup.
The Customer Development Game (@ UXCampLondon)Adrian Howard
Decidedly beta- and non-final version of a talk on Customer Development given at the Jul 9th UXCampLondon unconference.
Final version will form part of the Customer Development Game session at Agile 2011 in August at Salt Lake City.
Dating Skills For Engineers ( 2013 Version)iain.verigin
I begin by discussing Seth Godin's "Be Remarkable". Then I focus on four skills – Listening (Marshal Goldsmith), Communicating (Heath Brothers), Helping (Edgar Schein), and Don’t Be An Asshole (Robert Sutton). In recent years this lecture has earned a fun nickname Dating Skills for Engineers.
Entrepreneurship and You (2013 Version)iain.verigin
This is a talk given to UBC Eng Phys students wrt/ Entrepreneurship in Sept 2013.
I say that Entrepreneurship is about Radical Change. I talk about "HowTo Change" using the example of Steve Blank's Lean LaunchPad process ( which is an iterative, step by step, drip by drip method ) plus support from other thinkers.
I focus on 5 Points -- Purpose, You, Process, Customers and Scorecard.
* Purpose » Drucker’s purpose of business,
* You » Martin’s Knowledge Funnel,
* Process » Blank’s Customer Development
* Customers » Moore’s Crossing the Chasm.
* Scorecard » Osterwalder’s Business Model Canvas,
UBC Sauder SSE (Social Entrepreneurship) "What Are We Doing in the Classroom?...iain.verigin
In our Kenyan classrooms we used the Business Model Canvas to help students visualize their business opportunities.
We had them start with "Customers" and then look back to the "Value Proposition" required for those specific "Customers".
Then we had them dig deeper to determine "Customer Relationships", "Sales Channels", and "Revenue Models".
Then we looked hard at "Cost Structures".
Finally, they put it all together into a "unified canvas" which they could use to write a formal business plan.
-- More --
- We also asked the to write up a "Project Timeline" to track their progress.
- Examples of teaching plans for a day are also included.
This presentation was developed for UBC Engineering Physics project lab students.
What's new in this version is I introduce myself via a Pecha Kucha video.
I first ask the question. "What is Entrepreneurship?"
I follow-up with my favorite definition of a business.
Then I address the questions:
* What is the journey like?
* What is the process?
* How do I learn about customers?
* How do I keep score?
I focus on 5 Points — Purpose, You, Process, Customers, and Scorecard.
Purpose » Drucker’s Purpose of Business,
You » Martin’s Knowledge Funnel + Soft-Skills,
Process » Blank’s Customer Development,
Customers » Moore’s Crossing the Chasm + Product/Service Journey Sketch,
Scorecard » Osterwalder’s Business Model Canvas.
These slides are support for a fast-paced introduction to the Business Model Canvas. The workshop has three activities
1) A quick first pass
2) A deeper dive into Customer Segments using "A Day in Life of the Customer"
3) A discussion on how to put the Canvas into action.
Passion For Entrepreneurship, UBC GREAT Program Showcase 2015.01.29iain.verigin
These slides are from "I Have A Passion For Entrepreneurship" Pecha Kucha Presentation I gave on January 29, 2015 as part of Genomics Entrepreneurship UBCs GREAT Program Showcase.
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The text for each slide is shown in the notes section of slideshare.
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Link to GREAT Program Showcase
http://genomics.entrepreneurship.ubc.ca/news-and-events/events/announcing-the-2015-great-program-showcase-event-january-29th/
(2016 Version) Dating Skills For Engineers ( entrepreneurship skills) iain.verigin
I begin with "What Does A Project Look and Feel LIke?" I talk about the fact that projects are stressful and have an emotional curve that is "U" shaped. We start excited and then move slowly to despair before getting excited again. To get thru this we need to be bring "Persistence, Grit, and Cheer" to our work place. Mainly we need to bring "Cheer" to the workplace.
I hypothesize that "Cheer" is supported by 4 personal skills -- Communication, Listening, Helping, and Don't Be An Asshole".
Then I focus on four fundamental personal skills of entrepreneurship – Communicating (Heath Brothers), Listening (Marshal Goldsmith), Helping (Edgar Schein), and Don’t Be An Asshole (Robert Sutton). I also add in the Growth Mindset (Carol Dweck) as part of Don’t Be An Asshole.
#more
I used to call this talk “Entrepreneurship Fundamental Skills” and the nickname that emerged was “Dating Skills For Engineers”.
O Growth Hacking é a ferramenta de Marketing desenvolvida por startups de tecnologia para associar criatividade, pensamento analítico e métricas sociais para vender produtos e ganhar exposição. Nesse curso você irá aprender as ferramentas a sua disposição para comunicar e crescer seu negócio, e desenvolver sua própria estratégia para atingir clientes de forma a atingir rápido crescimento.
Founders Institute - Mentor Presentation on Research, Customer Development an...Humphrey Laubscher
This presentation give an overview of the history of Lean Startup including Steven Blank with Customer Discovery, Eric Ries with Lean Startup and Ash Maurya with Lean Canvas. I then give some example for finding early adopters and how to measure and track customer interviews.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
How to understand how design and business fit together (and don't). Understanding how a market changes everything about how you design.
From my General Assembly User Experience Class Series
MVP: Minimum Viable Product vs. Maximum Value ProductLiquid Reality
Start-ups and product reboots are all thinking the same thing - how quickly can we get to market? The app market is break-kneck, and being first-to-market, or soon-to-market can be important, but, not at the expense of quality. In this talk we'll explore the motivations for being first, and argue the values of being "better"
From experience, we'll focus on how to convince clients and stakeholders to buy-in to quality over "fast" - as a philosophy, as a differentiator, and as a process to making it happen.
Anyone can make an app - just look at any of the app stores, but only the ones that focus on the customer, on quality, and on the entire experience as a whole will succeed.
This talk will give you a roadmap to create better products, get and keep clients on-board with your direction, and deliver outstanding products to the market.
There is a misconception that to be a startup you need to have a team that can build a full product. And only when the product is built can you attract customers and convince them to pay! But this approach takes a lot of time, and an abundance of resources that are unavailable to most entrepreneurs.
In this workshop, Poornima will share strategies for brainstorming, validating your idea, launching it, and even attracting early adopters who are willing to pay, as a scrappy startup.
There’s a lot of speculation about open source product development. How can a product with “no IP” be competitive? What are the viable business models, when the code is freely available? And how am I supposed to build and take a viable product to market if my open source company is focused on services, not products?
The truth is, you can build — and successfully take to market — an open source product. But the rules are different, and must not be ignored. Product development is guided by different goals. Business models are based on different value propositions. And open source communities must be considered partners in the effort, not detractors or nay-sayers.
This talk will focus on three areas of open source products: product development, go-to-market strategy, and balancing product and services work. We’ll look at examples of open source products who have threaded the needle and “made it,” as well as a few that have crashed and burned. Most importantly, we’ll offer clear tips and guidance for those considering building or marketing an open source product.
Phil Dillard, Black Ant, @PhilD0210
The objective of the Lean Startup 101 training is to introduce the concepts, terminology and approaches — and, to help organizations overcome resistance accepting the new approach so that exploration and learning can begin. This practical, interactive session will provide a solid foundation for advanced sessions, including the Lean Startup 201 & 301. This training is designed for practitioners in both the enterprise and in startups who are relatively new to the Lean Startup approach or who are seeking a quick refresher. Lean Startup 101 is a perfect way to kick off your week of Lean Startup!
Thanks to Lean Startup Co.’s law firm, Orrick, for being the sponsor for this track.
Similar to 2a customer discovery ( canvas and story ).2013.q2 (20)
This includes all the key slides of the workshop. I've also added in notes to describe each section.
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About Fizz Mind Workshop.
This workshop is a mashup of meditation, mindfulness, and career exploration for Engineering Students. The activities are meditation sit, meditation circle, and exploring career planning through sketching. In short “Sit, Circle, Explore.”
My intended audience is University Undergraduate Engineers of the creative type, the kids that take Engineering Science degrees. The first prototype of the workshop was hosted at a liberal arts college which has an exploratory educational style like Engineering Science offerings.
My core reading stack is “Mindfulness in Plain English”, “Way of Council”, and “Designing Your Life”. There are lots of tidbits borrowed from the late Namgyal Rinpoche, Yongey Mingyur Rinpoche, Bonni Ross, Chade-Meng Tan, Stuart Shanker, and more.
The inspiration for this course came from a UBC Engineering Physics student group request for Mental Health offerings (in the fall of 2017). I heard of that request and thought that I could reframe my entrepreneurship workshops towards mindfulness.
Learn more here - https://hnorth.wordpress.com/2018/06/13/wow-half-way-through-fizz-mind-2018/
Day 6 of Fizz Mind 2018
This workshop is a mashup of meditation, mindfulness, and career exploration for Engineering Students. The activities are meditation sit, meditation circle, and exploring career planning through sketching. In short “Sit, Circle, Explore.”
My intended audience is University Undergraduate Engineers of the creative type, the kids that take Engineering Science degrees. The first prototype of the workshop was hosted at a liberal arts college which has an exploratory educational style like Engineering Science offerings.
My core reading stack is “Mindfulness in Plain English”, “Way of Council”, and “Designing Your Life”. There are lots of tidbits borrowed from the late Namgyal Rinpoche, Yongey Mingyur Rinpoche, Bonni Ross, Chade-Meng Tan, Stuart Shanker, and more.
The inspiration for this course came from a UBC Engineering Physics student group request for Mental Health offerings (in the fall of 2017). I heard of that request and thought that I could reframe my entrepreneurship workshops towards mindfulness.
Learn more here - https://hnorth.wordpress.com/2018/06/13/wow-half-way-through-fizz-mind-2018/
Day 5 of Fizz Mind 2018
This workshop is a mashup of meditation, mindfulness, and career exploration for Engineering Students. The activities are meditation sit, meditation circle, and exploring career planning through sketching. In short “Sit, Circle, Explore.”
My intended audience is University Undergraduate Engineers of the creative type, the kids that take Engineering Science degrees. The first prototype of the workshop was hosted at a liberal arts college which has an exploratory educational style like Engineering Science offerings.
My core reading stack is “Mindfulness in Plain English”, “Way of Council”, and “Designing Your Life”. There are lots of tidbits borrowed from the late Namgyal Rinpoche, Yongey Mingyur Rinpoche, Bonni Ross, Chade-Meng Tan, Stuart Shanker, and more.
The inspiration for this course came from a UBC Engineering Physics student group request for Mental Health offerings (in the fall of 2017). I heard of that request and thought that I could reframe my entrepreneurship workshops towards mindfulness.
Learn more here - https://hnorth.wordpress.com/2018/06/13/wow-half-way-through-fizz-mind-2018/
Entrepreneurship Skills - Dating Skills For Engineers (2015 version)iain.verigin
I begin with "What Does A Project Look and Feel LIke?"
Then I focus on four fundamental personal skills of entrepreneurship – Communicating (Heath Brothers), Listening (Marshal Goldsmith), Helping (Edgar Schein), and Don’t Be An Asshole (Robert Sutton). I also add in the Growth Mindset (Carol Dweck) as part of Don’t Be An Asshole.
I used to call this talk “Entrepreneurship Fundamental Skills” and the nickname that emerged was “Dating Skills For Engineers”.
Introduction to Technology Entrepreneurship (2015 version)iain.verigin
This presentation was developed for UBC Engineering Physics project lab students.
I first ask the question. "What is Entrepreneurship?"
I follow-up with my favorite definition of a business.
Then I address the questions:
* What is the journey like?
* What is the process?
* How do I learn about customers?
* How do I keep score?
I focus on 5 Points — Purpose, You, Process, Customers, and Scorecard.
Purpose » Drucker’s Purpose of Business,
You » Martin’s Knowledge Funnel + Soft-Skills,
Process » Blank’s Customer Development,
Customers » Moore’s Crossing the Chasm + Product/Service Journey Sketch,
Scorecard » Osterwalder’s Business Model Canvas.
UBC SSE Kenya - Mathare Small - Final Day Presentations (All Students)iain.verigin
All the final day presentation materials were photographed and put into this presentation.
Business Model Canvas, Plan of Record, Financial Summary
The businesses include — Photography (existing business), Fruit Shop (existing business), Hair Salon, Cosmetics Shop, Food Shops, Custom Jeans, Premium Peanut Butter (existing business), DVD Shop, Clothing Shop (existing business), and PlayStation Gamer Hangout (existing business).
UBC SSE Kenya - Mathare Small - Final Day Presentation Templateiain.verigin
These are the presentation preparation materials we provided our students. We emphasized visual tools.
Business Model Canvas, Plan of Record, and Financial Summary.
Lean LaunchPad e@UBC Lessons Learned presented at iHub Nairobi 2014.08.12iain.verigin
Describes Lean LaunchPad program at UBC. Discusses what we've tried - what worked, what didn't, and what we're now trying.
We are not offering this program in Nairobi. We just wanted to share how we offer the program. Our program is a combination of university courses, non-credit LLPs, and mentorship via Office Hours.
An introductory talk on entrepreneurship for engineering students. Drucker's purpose of business, Blank's Customer Development, Moore's Crossing the Chasm, and Martin's Knowledge Funnel, and Osterwalder's Business Model Canvas
Biological screening of herbal drugs: Introduction and Need for
Phyto-Pharmacological Screening, New Strategies for evaluating
Natural Products, In vitro evaluation techniques for Antioxidants, Antimicrobial and Anticancer drugs. In vivo evaluation techniques
for Anti-inflammatory, Antiulcer, Anticancer, Wound healing, Antidiabetic, Hepatoprotective, Cardio protective, Diuretics and
Antifertility, Toxicity studies as per OECD guidelines
Macroeconomics- Movie Location
This will be used as part of your Personal Professional Portfolio once graded.
Objective:
Prepare a presentation or a paper using research, basic comparative analysis, data organization and application of economic information. You will make an informed assessment of an economic climate outside of the United States to accomplish an entertainment industry objective.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
Francesca Gottschalk - How can education support child empowerment.pptxEduSkills OECD
Francesca Gottschalk from the OECD’s Centre for Educational Research and Innovation presents at the Ask an Expert Webinar: How can education support child empowerment?
Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
June 3, 2024 Anti-Semitism Letter Sent to MIT President Kornbluth and MIT Cor...Levi Shapiro
Letter from the Congress of the United States regarding Anti-Semitism sent June 3rd to MIT President Sally Kornbluth, MIT Corp Chair, Mark Gorenberg
Dear Dr. Kornbluth and Mr. Gorenberg,
The US House of Representatives is deeply concerned by ongoing and pervasive acts of antisemitic
harassment and intimidation at the Massachusetts Institute of Technology (MIT). Failing to act decisively to ensure a safe learning environment for all students would be a grave dereliction of your responsibilities as President of MIT and Chair of the MIT Corporation.
This Congress will not stand idly by and allow an environment hostile to Jewish students to persist. The House believes that your institution is in violation of Title VI of the Civil Rights Act, and the inability or
unwillingness to rectify this violation through action requires accountability.
Postsecondary education is a unique opportunity for students to learn and have their ideas and beliefs challenged. However, universities receiving hundreds of millions of federal funds annually have denied
students that opportunity and have been hijacked to become venues for the promotion of terrorism, antisemitic harassment and intimidation, unlawful encampments, and in some cases, assaults and riots.
The House of Representatives will not countenance the use of federal funds to indoctrinate students into hateful, antisemitic, anti-American supporters of terrorism. Investigations into campus antisemitism by the Committee on Education and the Workforce and the Committee on Ways and Means have been expanded into a Congress-wide probe across all relevant jurisdictions to address this national crisis. The undersigned Committees will conduct oversight into the use of federal funds at MIT and its learning environment under authorities granted to each Committee.
• The Committee on Education and the Workforce has been investigating your institution since December 7, 2023. The Committee has broad jurisdiction over postsecondary education, including its compliance with Title VI of the Civil Rights Act, campus safety concerns over disruptions to the learning environment, and the awarding of federal student aid under the Higher Education Act.
• The Committee on Oversight and Accountability is investigating the sources of funding and other support flowing to groups espousing pro-Hamas propaganda and engaged in antisemitic harassment and intimidation of students. The Committee on Oversight and Accountability is the principal oversight committee of the US House of Representatives and has broad authority to investigate “any matter” at “any time” under House Rule X.
• The Committee on Ways and Means has been investigating several universities since November 15, 2023, when the Committee held a hearing entitled From Ivory Towers to Dark Corners: Investigating the Nexus Between Antisemitism, Tax-Exempt Universities, and Terror Financing. The Committee followed the hearing with letters to those institutions on January 10, 202
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
2. Today
• Majority of Time : Review an example –
“what exactly does this work looks like”
• Timeline
– Quickly Recap “Customer Discovery Planning”
– Example – MammOptics – LeanLaunch Pad project
4. Discovery Phase =
Hypothesis Testing
•
•
•
•
What is the Hypothesis?
Where does the Hypothesis come from?
Why Test them?
How do you test them?
4
5. Customer Discovery: Rules
• Rule 1:
Facts are outside the building, opinions are inside.
• Rule 2:
Solve a problem that customers say is important and
valuable
• Rule 3:
Does the product concept solve that problem?
5
6. Customer Discovery: Exit Criteria
• What are your customers top problems?
– How much will they pay to solve them
• Does your product concept solve them?
– Do customers agree?
– How much will they pay?
• Can you draw a day-in-the-lifeof a customer
– before & after your product
• Can you draw the org chart of users & buyers
6
7. Customer Dev’t Process
Time Frames
Customer
Discovery
Customer
Validation
Customer
Creation
Scale
Company
Existing Market: 1 Months - 1 Year
Resegmenting a Market: 6 Months - 3 Years
New Market: 1 - 3 Years
7
10. Methodology
• Customer Development can take months, or years
• Each Step has a set of phases
• Plan what you need to learn in writing
… so that everyone knows:
–
–
–
–
what they should be doing
when they should do it
If they succeeded
If they need to do more
• These are checklists,
not “Inviolable Commandments”
10
11. State Your Hypothesis
• One-time writing exercise
• All other time is spent in front of customers
• Assumes you’re smart
– ( but guessing )
11
13. TEAM NAME HERE
Who are our Key
Partners?
FILL OUT ALL 9 BOXES OF THE CANVAS IN ORDER 1 THUR 9
What Key
Activities do we
require?
Manufacturing?
Software? Supply
chain?
Who are our key
suppliers?
What are we
getting from
them? Giving
them?
Which of our
customer’s
problems are we
helping to solve?
How will we Get,
Keep and Grow
Customers?
Which customer
needs are we
satisfying
What Key
Resources we
require?
Financial,
physical, IP, HR?
What are the most important costs inherent
in our business model? Fixed? Variable?
What are the Key
Features of our
product that match
customers
problem/need?
Who are our most
important
customers?
What are their
archetypes?
Through which
Channels do our
Customer
Segments
want to be
reached?
What Job do they
want us to get
done for them?
How do we make money? What’s the revenue
model? Pricing tactics?
17. Customer/Problem Hypotheses
•
•
•
•
•
•
•
•
Types of Customers
Magnitude of the problem
Visionaries
A Day in the Life of a customer
( Service Journey)
Organizational impact
ROI Justification
Problem Recognition
Minimum Feature Set
17
20. Distribution/ Pricing Hypotheses
•
•
•
•
•
Distribution Model
Distribution Diagram
Sales Cycle/Ramp
Channel strategy
Pricing (ASP, LTV)
– Actual Selling Price, Life Time Value
• Customer Organization Map
• Demand Creation
20
25. Type of Market Hypotheses
• Positioning and Differentiation
– Existing Market
• The product is the basis of competition
– New Market
• Creating the market is the basis of competition
– Resegment - Redefine Existing Market
• New segment of the existing market is the basis of competition
• :Think: What does my playing field look like?
25
27. Market/Opportunity Analysis
How Big is It?: Market/Opportunity Analysis
– Identify a Customer and Market Need
– Size the Market
– Competitors
– Growth Potential
28. How Big is the Pie?
Total Available Market
• How many people would want/need
the product?
• How large is the market be
(in $’s) if they all bought?
Total Available Market •
How many units would that be?
How Do I Find Out?
• Industry Analysts – Gartner, Forrester
• Wall Street Analysts – Goldman, Morgan
29. How Big is My Slice?
Served Available Market
• How many people need/can use product?
• How many people have the money to
buy the product
Total
Available
Market
Served
Available
Market
• How large would the market be (in $’s)
if they all bought?
• How many units would that be?
How Do I Find Out?
• Talk to potential customers
30. Total
Served
Available Available
Market
Market
How Much Can I Eat?
Target Market
• Who am I going to sell to in year 1, 2 & 3?
• How many customers is that?
• How large is the market be
(in $’s) if they all bought?
• How many units would that be?
Target
Market How Do I Find Out?
• Talk to potential customers
• Identify and talk to channel partners
• Identify and talk to competitors
31. Market Size: Summary
• Market Size Questions:
– How big can this market be?
– How much of it can we get?
– Market growth rate
– Market structure (Mature or in flux?)
• Most important: Talk to Customers and Sales Channel
• Next important: Market size by competitive approximation
– Wall Street analyst reports are great
• And : Market research firms Like Forester, Gartner
116. ! Holy Cow !
! I don’t know any of this stuff !
? How deep do I need to go ?
:HELP:
116
117. :Think:
• In practice I call “Version 1.0” a “Splat”
– I find it sets the tone/expectation much better
– Nb. expectation is that this phase requires 2 to 3 passes (
or iterations ) before its done.
• Keys
– You want to figure out what you know and don’t know.
• :Issue: A lot of people are afraid to “write down” what they don’t
know, or accept that they don’t know.
– The real work is “Outside” the building to fill in the blanks
& convert assumptions into facts
117
118. :Aside:
Before You Start
• Board and Management Buy-In
– “Learning & discovery” not execution
• Customer Development Team
– Not traditional hires
• Sufficient funding for 2-3 passes
118
119. :Aside:
! Titles Matter !
“Traditional organizations & titles fail”
CEO
VP Eng
VP Mkt
VP Sales
VP Biz Dev
• People equate their titles with their functions
– Standard titles describe execution functions
• We need new titles consistent with “learning &
discovery” functions
119
120. :Aside:
Customer Development Team
“Tasks”
CEO
VP Product
Dev
Technical
Visionary
Business
Visionary
Business
Execution
In Front of Customer Positions
Nb. This doesn’t mean “VP, Product Dev” doesn’t visit customers
120
121. Documenting
• “Not too much and not to little”
• Get to know yourself
– Basic Rule of Thumb
• Marketers like to analyse and plan
– Ielotsa documentation
• Sales likes to live in the field
– Ie none
121
123. Design The Tests
• These can be simple.
• Q. How Accurate is our Service Journey
Sketch?
• Action: Review our “Service Journey Sketch”
with Emergency Staff at “n” hospitals.
123