SlideShare a Scribd company logo
1 of 103
Download to read offline
Cycles
The simplest,	proven	way	
to build your business.
Communicate/Check
Meeting request
A new contact via a linkedin invite
Hi Elise, I see you are interested in TRIZ
and Innovation. Would you be willing to do
an expert interview for a student project
on: The use of TRIZ to classify academic
articles to make it easier to find articles
that really spark new ideas. If yes, sign up:
http://tiny.cc/trizexpert
Someone you know
Hello Floor,
I would like to ask for your help. Would you be willing to participation in an
expert interview on 'how to train managers to manage remote innovation
teams’?
The context
------------------
The future is going to be more and more remote. More managers will need to
have the ability to manage remote innovation teams. But how do you train
people to manage these teams? Innovation is not something you learn from a
book, but from doing. We are now in the 3rd week of an innovation sprint
designing a new type of learn by doing training program. We have identified
a way to train managers while they manage a remote innovation team
working on some of their hardest innovation challenges. Our current
thinking is a 5-week program with teams of students certified in remote
innovation management.
Could you help?
---------------------
We still have a lot of questions about how to do this best and would like to
ask if you are willing to participate in an expert interview. In exchange for
your time, you will be able to learn about advances in remote working and
leading innovation teams.
Could you please fix a time that works for you using this link?
http://tiny.cc/remote-expert-k
Kind regards,
Bryan
An easy process
1. Identify people that could provide useful information
2. Send a link with a request to talk. To make things easy, include a link
so they can schedule a time directly
3. Run the meetings using an interview guide
Sample: http://tiny.cc/interviewguide
4. If meetings cannot be set send a google form. Here is a template that
can be adapted
• The concept
• Meaningful
Unique
A question on price
• Why would it fail
Google form: http://tiny.cc/form-template
We are going to help you a bit…
Speed meetings with other
mentors later today
Link TBC on slack
Schedule
Communicate/	Check
Morning	work	
Make a decision on your solutions
How Dot voting on your ideas from yesterday
Vote	on	parts	of	the	6	on	a	final	
Mentor Sessions – Ask questions + break time
Afternoon	work	
1. Storyboarding (together)
2. Split into 2 groups
Group 1 risk analysis
Group 2 customer interview- why would this fail
3. A list of death threats to work on (together )
Final	Deliverable
Death	Threats	+	possible	resolution
My Personal Views
If you have done the alignment and build step right you should already be
on the right path
Good alignment = about doing the right things (JTBD / BMI) and
purpose
Good build = asking the right questions, then building ideas worth
testing
Now you need to make sure
1. Do people understand what you’re offering
2. If they do, do they want it
3. And will they pay for it
Communicate
& Check
Clarity Want it Will Pay Kill or continue
 Big	Ideas
 Paper	typing
 Story	typing
 Prototyping
 Ask
 Test
 Look	for	
negatives
 Pricing
 Thoughtland
actionland
 Back	of	the	
envelope
 Shoot	puppies	
 Stop	riding	
dead	horses
Clarity Want it Will Pay Kill or continue
 Big	Ideas
 Paper	typing
 Story	typing
 Prototyping
 Ask
 Test
 Look	for	
negatives
 Pricing
 Thoughtland
actionland
 Back	of	the	
envelope
 Shoot	puppies	
 Stop	riding	
dead	horses
Products fail most often for
2 reasons
They are not offering a benefit anyone wants
Worse yet, are those offering the right benefit
but people don’t understand
Why is clarity critically
important
 If you can’t explain something clearly, you don’t understand
what you’re selling
 If people can’t understand, they can’t give you feedback
 And it you happened to have things right
 You might get the wrong feedback and change a winner
 You won’t be able to sell your winner
Can	you	guess	the	song ?
Tappers received a list of twenty-five well-
known songs, such as “We	will	rock	you”
and “The	Star	Spangled	Banner” and”
Freres	Jacques”
Each tapper was asked to pick a song and
tap out the rhythm to a listener (by
knocking on a table). The listener’s job was
to guess the song, based on the rhythm
being tapped. (By the way, this experiment
is fun to try at home if there’s a good
“listener” candidate nearby.)
Tappers	Prediction	50%
Listener	Results	2,5%
We	are	less	clear
than	we	think
How to make
ideas clear …
One of the best business books
you’ll ever read
Doug	Hall	is	a	Fact	Based	Guru
Overt Benefit
What’s in	it	for	
the	customer?	
And	is	the	benefit	
overtly	clear	
Real Reason to
Believe Why should	
the	customer	believe	
you	will	deliver	on	the	
promise	made	above?	
Dramatic
Difference How
revolutionary	and	
new‐to‐the‐world	is	
your	benefit/reason	to	
believe.
The Core of Clarity …
Work in groups
15 min.
www.tiny.cc/claritytesting/
3	tests…
Clarity of communication Test
www.tiny.cc/claritycomm/
Round 1
Redout Rust Stopper
Stops Rust Each Time
You Flush Redout
Grandma Fricker’s
Organic Meals for Kids
Kid's Meals Made From
Organic Ingredients
StainSane An Instant
Stain and Spot Remover
that Won’t Harm You or
Your Fabrics
Round 2
StepSafe Ice and Snow
Remover
Melts Ice and Snow on
Walkways in Super-Low
Temperatures
Jack Snack’s Milwaukee
Beach Snack Mix
A Tropical Party From
Milwaukee?
Microwave Sentry
Monitors Your
Microwave to Insure
Your Family’s Safety
Round 3
Opti-roma
An Air Freshener That
Lets You Choose From
Three Fragrances
HearthGlow
A Quick-Lighting
Fireplace Log of All-
Natural Peat
Ventin’ Scents
Turns Your Room
Vents Into an Air
Freshening System
Results
Round 1
Over Benefit
What’s	in	it	for	the	customer?
The concept of focusing on benefits instead of
features has long been known to be critical to
success.
The new news is how overt you need to be in
today’s cluttered market place.
In order for customers to “get it” today, you must
be direct.
Each Time You Flush” provides no doubt or mystery about what is “in it
for me,” the customer, when I purchase Redout. StainSane offers the next
strongest Overt Benefit, followed by Grandma Fricker’s Organic Meals for
Kids. Grandma Fricker’s promises “the advantages of organic foods,” but it
never defines what those advantages are. It is left to the customers to
draw their own conclusions of why organic is important. In the busy
marketplace, this “extra work” results in less sales.
Round 1
Score 3 points if you named Redout Rust Stopper as #1
Score 1 point if you named Grandma Frickers as #3
A fun sideline
(confirmation bias)
Got it ???
Now try listening for
“It is fun to smoke marijuana”
Round 2
Reason Why
To convert the excitement generated by
Overt Benefit into sales, customers
require that you provide persuasive
credibility that you will do as you
promise.
Of the round two concepts, Microwave Sentry offers a clear
description of how it works, as well as a scientific pedigree explaining
the technology. StepSafe at least offers a special formula; however, it
and Jack Snack’s are both significantly less credible.
Round 2
Score 3 points if you named Microwave Sentry as #1
Score 1 point if you named Jack Snack’s as #3
A great example
of reason why…
 “Buy our XYZ bed and you will get your best
night’s sleep ever.”
Yawn. Boring.
 “If your mattress is ten years old, it weighs
twice its original weight due to the dust
mites that accumulate over the years.”
Round 3
Dramatic Difference
Sales and profits explode when an Overt Benefit
and Real Reason to Believe pair is offered with a
Dramatic Difference.
Without uniqueness, you have a commodity that
sells for commodity-like profit margins.
The new news is that for the uniqueness to be
effective, it must be dramatic -ten times bigger
than you think it needs to be—and the drama
must be focused directly on the Overt Benefit and
Real Reason to Believe.
In round three, Ventin’ Scents is the winner as it offers the greatest
Dramatic Difference of the three. The benefit it offers cannot easily be
achieved in any other manner. Opti-roma and HearthGlow offer
decreasing levels of uniqueness. HearthGlow provides many features;
however, the end benefit of it versus competing logs is insignificant.
Round 3
Score 3 points if you named Ventin’ Scents as #1
Score 1 point if you named HearthGlow as #3
Overt Benefit
What’s in	it	for	
the	customer?	
And	is	the	benefit	
overtly	clear	
Real Reason to
Believe Why should	
the	customer	believe	
you	will	deliver	on	the	
promise	made	above?	
Dramatic
Difference How
revolutionary	and	
new‐to‐the‐world	is	
your	benefit/reason	to	
believe.
What makes an idea clear ?
Payoff
Dramatic difference
how is their life
different and better
Proof
Reason why should
they believe you and
dramatic difference
OVERT BENEFIT
REASON WHY
DRAMATIC
DIFFERENCE
Putting the idea
in practice
_____________________ (business name) is the first
to offer _________________ (Overt Benefit) that’s
because of _____________________ (Real Reason to
Believe)
or
What makes ______________________ (business
name) dramatically different is that it’s the
only company to offer ______________________
(Dramatic Difference)
 My company: ( company name )
 Is developing ( a defined
offering/project )
 To help ( a target audience )
 ( solve a problem )
 with (unique benefit or RTB
/secret sauce)
Even Shorter is better
Product The	starting	idea As	a	JTBD The	essence
Listerine An antiseptic also
used to treat
dandruff and as an
aftershave
Halitosis and how to
avoid it become a
social anxiety
Kills germs that
cause bad breath
Snickers A “real food” candy
bar. With nuts and
good ingredients.
The right energy
when you don’t have
time to eat
Snickers satisfies
Instagram App which allows
users to check-in
and share plans and
photographs with
friends.
Share photographs
and short messages.
Photo sharing
Paper	is	just	the	first	step	…
Break
10 min
If it is important…
you can (and should ) go further !
Big	Idea Paper	type Story	Type Pretotype Pretotype
Thought Land Action Land
Story typing
The human mind is essentially a high-
powered story machine.
According	to	research, a message
delivered in the form of a story is twenty-
two times more memorable than a simple
fact.
AND we relate to stories
Context - Where did it all begin? What is your
background?
Example: In a social experiment called the Significant
Objects Project a number of people bought two hundred
random objects in thrift shops and garage sales for a total
of 129 USD.
Action - What can you/or want to do? What is the
problem?
Example: Each object was sold on EBay with the addition
of a fictional piece of writing relating to the object. This
wasn’t an attempt to fool buyers; the stories clearly
weren’t true.
Result – What Happened
Example: The random objects sold on EBay for a total of
over 8,000 USD confirming the persuasive power of
narrative.
The biggest challenge with
rationale research
People	don’t	think	what	they	feel,
they	don’t	say	what	they	think,
and	they	don’t	do	what	they	say.
(David	Ogilvy)
Preto typing
 Validating market interest and actual use of
a potential innovation
 by simulating the core experience
 with the minimum investment of time and
resources
Fake it, before you make it
Read	This	book		!
You’ll also see Preto typing
in action
Wal	hub
IBM speech to text example
But it is more than faking it.
It is about testing something
XYZ Hypothesis:	What	you	get	when	
you	apply	“say	it	with	numbers”	to	the	
Market	Engagement	Hypothesis.	
xyz hypothesis:	A	small,	specific,	easily	
and	quickly	testable	hypothesis	that	is	
derived	from,	and	consistent	with,	a	
broader	xyz Hypothesis
The	basic	form	for	the	XYZ	Hypothesis	is:	
“At	least	X%	of	Y	will	Z,”	where	X%	
represents	a	percentage	of	your	target	
market,	Y,	and	Z	represents	how	that	
percentage	of	the	market	will	engage	with	
your	new	product	idea.	
Example	‐ the XYZ Hypothesis for Second-Day
Sushi:
“At least 20% of packaged-sushi eaters will try
Second-Day Sushi if it’s half the price of
regular packaged sushi.”
The	process	of	going	from	a	broad	xyz
Hypothesis	to	one	or	more	xyz hypotheses	
is	called	hypo	zooming.
Example ‐ a possible xyz hypothesis for Second‐
Day Sushi is:
“At least 20% of students buying packaged sushi 
at Coupa Café today at lunch will choose 
Second‐Day Sushi if it’s half the price of regular 
packaged sushi.”
How to pretotype ?
Xyz to	mimic	XYZ
You gotta put in the effort
to simplify !
Complexity
Time / Effort
Your	message
Your	Target
Overnight	?	Send via Fedex
Safety	important?	Buy a Volvo
Think	Different?	Buy Apple
When you get it right…
you’ll get back to a big
idea…
Clarity Want it Will Pay Kill or continue
 Big	Ideas
 Paper	typing
 Story	typing
 Prototyping
 Ask
 Test
 Look	for	
negatives
 Pricing
 Thoughtland
actionland
 Back	of	the	
envelope
 Shoot	puppies	
 Stop	riding	
dead	horses
You	need	insights
not confirmation
to	drive	your	business	forward
I'll believe it when I see it
vs.
I'll see it when I believe it -
research
The 5 keys to good research
Understand	
your	biases
Think	about	
questions	you	
need	answered,	
before	looking	
for	answers
Define	
success	
before	you	
start
Stay	focused	
on	the	big	
picture
Actively	
search	for	
negatives
#1 Understand your biases
Desire	bias: SUGGING
Selling under the guise
of market research
Cognitive bias: We see
what we believe is true
Confirmation	bias (people will find
the information that supports their
opinion (and ignore information
that denies it), selective memory à
knowing this impacts how questions
are worded. Positively or negatively..
What are you looking for? Prove
yourself wrong or right?
An example: global warming
Clearly	there	is	evidence	of	global	warming	?!
Hot	summers
Warm	winters
Evidence	of	global	
warming
Cold	summers
Cold	winters
Evidence	of	global	
warming
#2 Identify the questions,
before looking for answers
 Richard	Thaler	(Nobel	Laureate)..	let	me	ask	the	questions	and	I	can	lead	you	
to	any	conclusion
 Just	like	in	alignment	
 Doing wrong things righter makes things wronger
 Positive answers to the wrong questions are a sure recipe for overconfidence
Note:	
It will always be hard to know what you don’t know… but you gotta try
The right questions will be hypothesis based and reflect your learning objectives
#3 Define success before
you start
 Invest some time in market math what is reasonable/ what is
needed
 Define metrics
 Commit to the metrics
 Keep it simple.. Simplicity is the ultimate sophistication.
(Leonardo da Vinci)
# 4 Stay focused on the
big picture
Do they want it ?
Have they demonstrated, they want it
#5	Actively	search	for	
negatives
(and	really	listen)
Advice from the Mom
test
Talk	about	their	life	
instead	of	your	idea	
Ask	about	specifics	in	the	past	
instead	of	generics	or	opinions	
about	the	future	
Talk	less	and	
listen	more
1
2 3
Target Deliverables
A	quick	honest	
assessment	– do	you	
have	something	?
A	list	of	key	
death	threats
Clarity Want it Will Pay Kill or continue
 Big	Ideas
 Paper	typing
 Story	typing
 Prototyping
 Ask
 Test
 Look	for	
negatives
 Pricing
 Thoughtland
actionland
 Back	of	the	
envelope
 Shoot	puppies	
 Stop	riding	
dead	horses
Why WTP is important
Quite	simply,
no	margin	
=	
no	mission
WTP	is	the	
real	end	goal
Tools you should
know about
 Van Westendorp pricing models
(where expensive, where cheap to
identify a range of prices)
 Fermi Estimations / Chain calculations
 WTP modeling
 Lifetime value calculations
VAN WESTENDORP pricing
analysis: how to gauge the
‘perceived’ value ask the
customer !
4	questions
1. At what price would you say the product is
INEXPENSIVE	(a bargain)
2. At what price would you say the product is
EXPENSIVE but worth considering?
3. At what price would you say the product is
TOO	EXPENSIVE	to consider?
4. At what price would you say the product is
TOO	CHEAP	to be of value?
RANGE	of	
acceptable	
pricing
OPTIMAL	price	point	is	at	the	crossing	
of	TOO	EXPENSIVE	and	TOO	CHEAP
Lifetime value
Cost of client acquisition
+ Purchase #1 profits
+ Lifetime profits
---------------------
Profit per customer * market size = Profit potential
Present this with reasonable proof
you can deliver (or will be able to deliver soon)
If	you	want	to	be	taken	
seriously	never	do
top‐down	financials
Top down versus bottom up
Top	down
If every child in China sent me 1€
Bottom	up
I got one child to send me 1€ and this is
how much it costs
Clarity Want it Will Pay Kill or continue
 Big	Ideas
 Paper	typing
 Story	typing
 Prototyping
 Ask
 Test
 Look	for	
negatives
 Pricing
 Thoughtland
actionland
 Back	of	the	
envelope
 Shoot	puppies	
 Stop	riding	
dead	horses
The	most	expensive	mistake	(by	far)		is	#3
The biggest 3 mistakes of
Entrepreneurs
Investing in the
wrong business
People don’t buy your
product or service because
they don’t understand why
they should…
Staying too long in the wrong
business.. (after you should
know it is time to change…)
“Dakota	tribal	wisdom	says	that	when	you're	on	a	dead	
horse,	the	best	strategy	is	to	dismount.	
Of course, there are other strategies. You can change riders.
You can get a committee to study the dead horse. You can
benchmark how other companies ride dead horses. You can
declare that it's cheaper to feed a dead horse. You can harness
several dead horses together. But after you've tried all these
things, you're still going to have to dismount.”
 Talk to 20 people (that are not
your friends)
 If no one hates the idea, be
scared
 Ask people “if this fails” why
would it fail (you’ll get a lot more
information than asking what
they think of the idea !)
 Keep it simple …
Evidence people want it
Evidence	people will pay
Evidence	they will pay enough
My strongest advice
If you want to be a successful
entrepreneur learn to kill your own ideas
Top 20% performers kill 9 times more projects before
detailed design starts (HBR 2017)
“They	eliminate	the	walking	dead	to	save	the	living	“
It is easy to kill bad ideas,
great companies kill good ideas (early)
Jack	Welch
Read this
book someday
It is short	and	well	worth	your	time
Work in groups
Schedule
Communicate/	Check
Morning	work	
Make a decision on your solutions
How Dot voting on your ideas from yesterday
Vote	on	parts	of	the	6	on	a	final	
Mentor Sessions – Ask questions + break time
Afternoon	work	
1. Storyboarding (together)
2. Split into 2 groups
Group 1 risk analysis
Group 2 customer interview- why would this fail
3. A list of death threats to work on (together )
Final Deliverable
Death Threats + possible resolution
Support Materials
 4P / testing book chapters
Google sheet http://tiny.cc/Communicate-4Pschart
+ Attached slides
 Storyboarding – Attached slides
 Interview Guide - http://tiny.cc/interviewguide
DOT VOTING
FINAL
Process: Communicate / Check
Research
Buyers/Users
Interviews
Testing via forms
Evidence of Innovation ?
If no, consider shooting your puppy
Risk assessment
OR http://tiny.cc/Communicate-4Pschart
A quick and easy interview
Interview Guide -http://tiny.cc/interviewguide
1. The Story behind the project
2. The “job” we would like to help people solve
3. Our first concepts
4. Willingness to pay or Value capture
Testing via a quick survey
The concept
Meaningful
Unique
A question on price
Why would it fail
google form template
https://docs.google.com/forms/d/1z6E1t64kzT
_IPCJ9_XbZy500oE6sR2cuwc65Eyy272o/edit
Simple Storyboarding
How user finds
out about
new thing
How user finds
out about
new thing
How user
confirms they
will use the
new thing
How user
confirms they
will use the
new thing
A realistic entry 
point 1. Write	2	end	points
2. Fill	in	the	middle
3. Biggest	Risk
4. Drivers	of	big	risks
Ideal ending 
(to test if users would 
actually do this)
Risk Driver #1
Risk Driver #2
Risk Driver #3
Risk Driver #4
Etc…
Solution #1
Solution #2
Solution #3
Risk Driver #1
Risk Driver #2
Risk Driver #3
Risk Driver #4
Etc…
Key Death Threats
Eliminate risks
where a viable
solution found
Recommendation: Split your group
Research
Buyers/Users
Interviews
Testing via forms
Key Death Threats
Key Changes
Continue or Re-do
Evidence of Innovation ?
• If no, consider shooting your puppy
Risk assessment

More Related Content

What's hot

CYCLES Course (2): Alignment
CYCLES Course (2): AlignmentCYCLES Course (2): Alignment
CYCLES Course (2): AlignmentBryan Cassady
 
Generating startup ideas
Generating startup ideasGenerating startup ideas
Generating startup ideasGiff Constable
 
Speed Dating + TRUE NORTH tool to simplify your challenges
Speed Dating + TRUE NORTH tool to simplify your challengesSpeed Dating + TRUE NORTH tool to simplify your challenges
Speed Dating + TRUE NORTH tool to simplify your challengesBryan Cassady
 
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)ux singapore
 
5 Day Remote Innovation Certification Program
5 Day Remote Innovation Certification Program5 Day Remote Innovation Certification Program
5 Day Remote Innovation Certification ProgramBryan Cassady
 
Vlerick HRday 2013: The power of questions. - Prof. Katia Tieleman
Vlerick HRday 2013: The power of questions. - Prof. Katia TielemanVlerick HRday 2013: The power of questions. - Prof. Katia Tieleman
Vlerick HRday 2013: The power of questions. - Prof. Katia TielemanVlerick Business School
 
Customer development: An introduction
Customer development: An introductionCustomer development: An introduction
Customer development: An introductionJoni Salminen
 
Summary of 'The Mom Test' (v2 2013-11-05)
Summary of 'The Mom Test' (v2 2013-11-05)Summary of 'The Mom Test' (v2 2013-11-05)
Summary of 'The Mom Test' (v2 2013-11-05)Max Völkel
 
Final cycles overview jan 2019 with toolkit
Final cycles overview jan 2019 with toolkitFinal cycles overview jan 2019 with toolkit
Final cycles overview jan 2019 with toolkitBryan Cassady
 
Startup Ideas and Validation
Startup Ideas and ValidationStartup Ideas and Validation
Startup Ideas and ValidationYevgeniy Brikman
 
Field Guide to Rapid Experimentation
Field Guide to Rapid Experimentation Field Guide to Rapid Experimentation
Field Guide to Rapid Experimentation Intuit Inc.
 
101 Sales Mistakes and How To Avoid Them
101 Sales Mistakes and How To Avoid Them101 Sales Mistakes and How To Avoid Them
101 Sales Mistakes and How To Avoid ThemJoshua Loveday
 
25 Habits for a Disruptive World
25 Habits for a Disruptive World25 Habits for a Disruptive World
25 Habits for a Disruptive WorldBill Jensen
 
Demystifying Creativity: a handbook for left brainers.
Demystifying Creativity:  a handbook for left brainers.Demystifying Creativity:  a handbook for left brainers.
Demystifying Creativity: a handbook for left brainers.David Murphy
 

What's hot (20)

CYCLES Course (2): Alignment
CYCLES Course (2): AlignmentCYCLES Course (2): Alignment
CYCLES Course (2): Alignment
 
Generating startup ideas
Generating startup ideasGenerating startup ideas
Generating startup ideas
 
Speed Dating + TRUE NORTH tool to simplify your challenges
Speed Dating + TRUE NORTH tool to simplify your challengesSpeed Dating + TRUE NORTH tool to simplify your challenges
Speed Dating + TRUE NORTH tool to simplify your challenges
 
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)
UXSG2014 Workshop (Day 1) - Lean Startup (Bryan Long)
 
5 Day Remote Innovation Certification Program
5 Day Remote Innovation Certification Program5 Day Remote Innovation Certification Program
5 Day Remote Innovation Certification Program
 
Negotation skills pdf powerpoint
Negotation skills pdf powerpointNegotation skills pdf powerpoint
Negotation skills pdf powerpoint
 
Vlerick HRday 2013: The power of questions. - Prof. Katia Tieleman
Vlerick HRday 2013: The power of questions. - Prof. Katia TielemanVlerick HRday 2013: The power of questions. - Prof. Katia Tieleman
Vlerick HRday 2013: The power of questions. - Prof. Katia Tieleman
 
Creative problem solving 2
Creative problem solving 2Creative problem solving 2
Creative problem solving 2
 
Customer development: An introduction
Customer development: An introductionCustomer development: An introduction
Customer development: An introduction
 
Summary of 'The Mom Test' (v2 2013-11-05)
Summary of 'The Mom Test' (v2 2013-11-05)Summary of 'The Mom Test' (v2 2013-11-05)
Summary of 'The Mom Test' (v2 2013-11-05)
 
Self confidence
Self confidenceSelf confidence
Self confidence
 
Creative problem solving
Creative problem solvingCreative problem solving
Creative problem solving
 
Final cycles overview jan 2019 with toolkit
Final cycles overview jan 2019 with toolkitFinal cycles overview jan 2019 with toolkit
Final cycles overview jan 2019 with toolkit
 
Startup Ideas and Validation
Startup Ideas and ValidationStartup Ideas and Validation
Startup Ideas and Validation
 
Field Guide to Rapid Experimentation
Field Guide to Rapid Experimentation Field Guide to Rapid Experimentation
Field Guide to Rapid Experimentation
 
101 Sales Mistakes and How To Avoid Them
101 Sales Mistakes and How To Avoid Them101 Sales Mistakes and How To Avoid Them
101 Sales Mistakes and How To Avoid Them
 
25 Habits for a Disruptive World
25 Habits for a Disruptive World25 Habits for a Disruptive World
25 Habits for a Disruptive World
 
Demystifying Creativity: a handbook for left brainers.
Demystifying Creativity:  a handbook for left brainers.Demystifying Creativity:  a handbook for left brainers.
Demystifying Creativity: a handbook for left brainers.
 
The Power of Focus
The Power of FocusThe Power of Focus
The Power of Focus
 
Personal branding
Personal brandingPersonal branding
Personal branding
 

Similar to 4 Cycles Remote Innovation - Communicate & Check

Selling Smart Workshop - Questioning Technique - Asking the Right Questions
Selling Smart Workshop - Questioning Technique - Asking the Right QuestionsSelling Smart Workshop - Questioning Technique - Asking the Right Questions
Selling Smart Workshop - Questioning Technique - Asking the Right QuestionsAnnArborSPARK
 
Bob London Master Class - Aligning voice of your customer with voice of your ...
Bob London Master Class - Aligning voice of your customer with voice of your ...Bob London Master Class - Aligning voice of your customer with voice of your ...
Bob London Master Class - Aligning voice of your customer with voice of your ...Chief Listening Officers
 
Bright Spots for Growth
Bright Spots for GrowthBright Spots for Growth
Bright Spots for GrowthBryan Cassady
 
Voice of the Member Research
Voice of the Member ResearchVoice of the Member Research
Voice of the Member Researchguest392313
 
EIA2016Nice - Brian Kress. Getting your users hooked
EIA2016Nice - Brian Kress. Getting your users hookedEIA2016Nice - Brian Kress. Getting your users hooked
EIA2016Nice - Brian Kress. Getting your users hookedEuropean Innovation Academy
 
How to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsHow to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsPeopleMetrics
 
Foundation Day - dotForge - April 2013
Foundation Day - dotForge - April 2013Foundation Day - dotForge - April 2013
Foundation Day - dotForge - April 2013Founder-Centric
 
Is My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales QuestionsIs My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales QuestionsContrary Domino ®, Inc.
 
Sales Productivity Tips from the Experts
Sales Productivity Tips from the ExpertsSales Productivity Tips from the Experts
Sales Productivity Tips from the ExpertsMark Gibson
 
Iced presentation july 2010
Iced presentation july 2010Iced presentation july 2010
Iced presentation july 2010Michele Price
 
Sample Needs Assessment
Sample Needs AssessmentSample Needs Assessment
Sample Needs Assessmentmrsteamdoc
 
Improvisational Theatre Techniques Can Improve Your Discovery Skills
Improvisational Theatre Techniques Can Improve Your Discovery SkillsImprovisational Theatre Techniques Can Improve Your Discovery Skills
Improvisational Theatre Techniques Can Improve Your Discovery SkillsSalesforce Developers
 
Advanced Presentation Techniques
Advanced Presentation TechniquesAdvanced Presentation Techniques
Advanced Presentation TechniquestheLecturette
 
Consulting pitch – win big contracts
Consulting pitch – win big contractsConsulting pitch – win big contracts
Consulting pitch – win big contractsNams19
 

Similar to 4 Cycles Remote Innovation - Communicate & Check (20)

Selling Smart Workshop - Questioning Technique - Asking the Right Questions
Selling Smart Workshop - Questioning Technique - Asking the Right QuestionsSelling Smart Workshop - Questioning Technique - Asking the Right Questions
Selling Smart Workshop - Questioning Technique - Asking the Right Questions
 
Bob London Master Class - Aligning voice of your customer with voice of your ...
Bob London Master Class - Aligning voice of your customer with voice of your ...Bob London Master Class - Aligning voice of your customer with voice of your ...
Bob London Master Class - Aligning voice of your customer with voice of your ...
 
Bright Spots for Growth
Bright Spots for GrowthBright Spots for Growth
Bright Spots for Growth
 
Dine America
Dine AmericaDine America
Dine America
 
Voice of the Member Research
Voice of the Member ResearchVoice of the Member Research
Voice of the Member Research
 
EIA2016Nice - Brian Kress. Getting your users hooked
EIA2016Nice - Brian Kress. Getting your users hookedEIA2016Nice - Brian Kress. Getting your users hooked
EIA2016Nice - Brian Kress. Getting your users hooked
 
march5FIRMSOLUTIONSSummitOutline
march5FIRMSOLUTIONSSummitOutlinemarch5FIRMSOLUTIONSSummitOutline
march5FIRMSOLUTIONSSummitOutline
 
How to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsHow to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetrics
 
Strategy study w0 8
Strategy study w0 8Strategy study w0 8
Strategy study w0 8
 
Foundation Day - dotForge - April 2013
Foundation Day - dotForge - April 2013Foundation Day - dotForge - April 2013
Foundation Day - dotForge - April 2013
 
Is My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales QuestionsIs My Prospect Qualified--and Other Great Sales Questions
Is My Prospect Qualified--and Other Great Sales Questions
 
Sales Productivity Tips from the Experts
Sales Productivity Tips from the ExpertsSales Productivity Tips from the Experts
Sales Productivity Tips from the Experts
 
Iced presentation july 2010
Iced presentation july 2010Iced presentation july 2010
Iced presentation july 2010
 
Ace Your Case I
Ace Your Case IAce Your Case I
Ace Your Case I
 
Messaging Basics
Messaging BasicsMessaging Basics
Messaging Basics
 
Sample Needs Assessment
Sample Needs AssessmentSample Needs Assessment
Sample Needs Assessment
 
6 critical thinking skills
6 critical thinking skills6 critical thinking skills
6 critical thinking skills
 
Improvisational Theatre Techniques Can Improve Your Discovery Skills
Improvisational Theatre Techniques Can Improve Your Discovery SkillsImprovisational Theatre Techniques Can Improve Your Discovery Skills
Improvisational Theatre Techniques Can Improve Your Discovery Skills
 
Advanced Presentation Techniques
Advanced Presentation TechniquesAdvanced Presentation Techniques
Advanced Presentation Techniques
 
Consulting pitch – win big contracts
Consulting pitch – win big contractsConsulting pitch – win big contracts
Consulting pitch – win big contracts
 

More from Bryan Cassady

CYCLES program testimonials
CYCLES program testimonialsCYCLES program testimonials
CYCLES program testimonialsBryan Cassady
 
Sample Bright Spots Report
Sample Bright Spots ReportSample Bright Spots Report
Sample Bright Spots ReportBryan Cassady
 
CYCLES - List of 292 contributors
CYCLES - List of 292 contributorsCYCLES - List of 292 contributors
CYCLES - List of 292 contributorsBryan Cassady
 
Sprintz work 5 week sprint program
Sprintz work 5 week sprint programSprintz work 5 week sprint program
Sprintz work 5 week sprint programBryan Cassady
 
GE Alliance Summary talk
GE Alliance Summary talk GE Alliance Summary talk
GE Alliance Summary talk Bryan Cassady
 
GE Alliance Introduction
GE Alliance IntroductionGE Alliance Introduction
GE Alliance IntroductionBryan Cassady
 
Venture boss Overview
Venture boss OverviewVenture boss Overview
Venture boss OverviewBryan Cassady
 
Venture boss a program to coach train 1 million entrepreneurs by 2026
Venture boss a program to coach train 1 million entrepreneurs by 2026Venture boss a program to coach train 1 million entrepreneurs by 2026
Venture boss a program to coach train 1 million entrepreneurs by 2026Bryan Cassady
 
Bright Spots Analysis - Sample Report
Bright Spots Analysis - Sample ReportBright Spots Analysis - Sample Report
Bright Spots Analysis - Sample ReportBryan Cassady
 
Cycles remote 1.0 testimonials
Cycles remote 1.0 testimonialsCycles remote 1.0 testimonials
Cycles remote 1.0 testimonialsBryan Cassady
 
Remote innovation student_program_sept_2020
Remote innovation student_program_sept_2020Remote innovation student_program_sept_2020
Remote innovation student_program_sept_2020Bryan Cassady
 
Sprintz work Fact Sheet
Sprintz work Fact SheetSprintz work Fact Sheet
Sprintz work Fact SheetBryan Cassady
 
The story of sprintz.work
The story of sprintz.workThe story of sprintz.work
The story of sprintz.workBryan Cassady
 
Alignment Conclusion
Alignment Conclusion Alignment Conclusion
Alignment Conclusion Bryan Cassady
 
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)Bryan Cassady
 
5-Day Remote Innovation Certification Program
5-Day Remote Innovation Certification Program 5-Day Remote Innovation Certification Program
5-Day Remote Innovation Certification Program Bryan Cassady
 
Sprints to Habits. As easy as 1,2,3
Sprints to Habits. As easy as 1,2,3 Sprints to Habits. As easy as 1,2,3
Sprints to Habits. As easy as 1,2,3 Bryan Cassady
 
CYCLES Course (1): Course Introduction
CYCLES Course (1): Course Introduction CYCLES Course (1): Course Introduction
CYCLES Course (1): Course Introduction Bryan Cassady
 

More from Bryan Cassady (20)

The CYCLES toolkit
The CYCLES toolkitThe CYCLES toolkit
The CYCLES toolkit
 
CYCLES program testimonials
CYCLES program testimonialsCYCLES program testimonials
CYCLES program testimonials
 
Sample Bright Spots Report
Sample Bright Spots ReportSample Bright Spots Report
Sample Bright Spots Report
 
CYCLES - List of 292 contributors
CYCLES - List of 292 contributorsCYCLES - List of 292 contributors
CYCLES - List of 292 contributors
 
Sprintz work 5 week sprint program
Sprintz work 5 week sprint programSprintz work 5 week sprint program
Sprintz work 5 week sprint program
 
GE Alliance Summary talk
GE Alliance Summary talk GE Alliance Summary talk
GE Alliance Summary talk
 
GE Alliance Introduction
GE Alliance IntroductionGE Alliance Introduction
GE Alliance Introduction
 
Venture boss Overview
Venture boss OverviewVenture boss Overview
Venture boss Overview
 
Venture boss a program to coach train 1 million entrepreneurs by 2026
Venture boss a program to coach train 1 million entrepreneurs by 2026Venture boss a program to coach train 1 million entrepreneurs by 2026
Venture boss a program to coach train 1 million entrepreneurs by 2026
 
Bright Spots Analysis - Sample Report
Bright Spots Analysis - Sample ReportBright Spots Analysis - Sample Report
Bright Spots Analysis - Sample Report
 
Cycles remote 1.0 testimonials
Cycles remote 1.0 testimonialsCycles remote 1.0 testimonials
Cycles remote 1.0 testimonials
 
Remote innovation student_program_sept_2020
Remote innovation student_program_sept_2020Remote innovation student_program_sept_2020
Remote innovation student_program_sept_2020
 
Sprintz work Fact Sheet
Sprintz work Fact SheetSprintz work Fact Sheet
Sprintz work Fact Sheet
 
The story of sprintz.work
The story of sprintz.workThe story of sprintz.work
The story of sprintz.work
 
Alignment Conclusion
Alignment Conclusion Alignment Conclusion
Alignment Conclusion
 
Sprintz fact sheet
Sprintz fact sheetSprintz fact sheet
Sprintz fact sheet
 
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)
Sprint to Habits. As easy as 1,2,3 (Exo-World Talk)
 
5-Day Remote Innovation Certification Program
5-Day Remote Innovation Certification Program 5-Day Remote Innovation Certification Program
5-Day Remote Innovation Certification Program
 
Sprints to Habits. As easy as 1,2,3
Sprints to Habits. As easy as 1,2,3 Sprints to Habits. As easy as 1,2,3
Sprints to Habits. As easy as 1,2,3
 
CYCLES Course (1): Course Introduction
CYCLES Course (1): Course Introduction CYCLES Course (1): Course Introduction
CYCLES Course (1): Course Introduction
 

Recently uploaded

Stl Algorithms in C++ jjjjjjjjjjjjjjjjjj
Stl Algorithms in C++ jjjjjjjjjjjjjjjjjjStl Algorithms in C++ jjjjjjjjjjjjjjjjjj
Stl Algorithms in C++ jjjjjjjjjjjjjjjjjjMohammed Sikander
 
Improved Approval Flow in Odoo 17 Studio App
Improved Approval Flow in Odoo 17 Studio AppImproved Approval Flow in Odoo 17 Studio App
Improved Approval Flow in Odoo 17 Studio AppCeline George
 
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...Nguyen Thanh Tu Collection
 
diagnosting testing bsc 2nd sem.pptx....
diagnosting testing bsc 2nd sem.pptx....diagnosting testing bsc 2nd sem.pptx....
diagnosting testing bsc 2nd sem.pptx....Ritu480198
 
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading Room
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading RoomSternal Fractures & Dislocations - EMGuidewire Radiology Reading Room
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading RoomSean M. Fox
 
8 Tips for Effective Working Capital Management
8 Tips for Effective Working Capital Management8 Tips for Effective Working Capital Management
8 Tips for Effective Working Capital ManagementMBA Assignment Experts
 
Observing-Correct-Grammar-in-Making-Definitions.pptx
Observing-Correct-Grammar-in-Making-Definitions.pptxObserving-Correct-Grammar-in-Making-Definitions.pptx
Observing-Correct-Grammar-in-Making-Definitions.pptxAdelaideRefugio
 
SPLICE Working Group: Reusable Code Examples
SPLICE Working Group:Reusable Code ExamplesSPLICE Working Group:Reusable Code Examples
SPLICE Working Group: Reusable Code ExamplesPeter Brusilovsky
 
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdf
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdfContoh Aksi Nyata Refleksi Diri ( NUR ).pdf
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdfcupulin
 
male presentation...pdf.................
male presentation...pdf.................male presentation...pdf.................
male presentation...pdf.................MirzaAbrarBaig5
 
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...Nguyen Thanh Tu Collection
 
OSCM Unit 2_Operations Processes & Systems
OSCM Unit 2_Operations Processes & SystemsOSCM Unit 2_Operations Processes & Systems
OSCM Unit 2_Operations Processes & SystemsSandeep D Chaudhary
 
Personalisation of Education by AI and Big Data - Lourdes Guàrdia
Personalisation of Education by AI and Big Data - Lourdes GuàrdiaPersonalisation of Education by AI and Big Data - Lourdes Guàrdia
Personalisation of Education by AI and Big Data - Lourdes GuàrdiaEADTU
 
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...Nguyen Thanh Tu Collection
 
How to Manage Website in Odoo 17 Studio App.pptx
How to Manage Website in Odoo 17 Studio App.pptxHow to Manage Website in Odoo 17 Studio App.pptx
How to Manage Website in Odoo 17 Studio App.pptxCeline George
 
UChicago CMSC 23320 - The Best Commit Messages of 2024
UChicago CMSC 23320 - The Best Commit Messages of 2024UChicago CMSC 23320 - The Best Commit Messages of 2024
UChicago CMSC 23320 - The Best Commit Messages of 2024Borja Sotomayor
 

Recently uploaded (20)

Stl Algorithms in C++ jjjjjjjjjjjjjjjjjj
Stl Algorithms in C++ jjjjjjjjjjjjjjjjjjStl Algorithms in C++ jjjjjjjjjjjjjjjjjj
Stl Algorithms in C++ jjjjjjjjjjjjjjjjjj
 
Improved Approval Flow in Odoo 17 Studio App
Improved Approval Flow in Odoo 17 Studio AppImproved Approval Flow in Odoo 17 Studio App
Improved Approval Flow in Odoo 17 Studio App
 
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...
24 ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH SỞ GIÁO DỤC HẢI DƯ...
 
diagnosting testing bsc 2nd sem.pptx....
diagnosting testing bsc 2nd sem.pptx....diagnosting testing bsc 2nd sem.pptx....
diagnosting testing bsc 2nd sem.pptx....
 
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading Room
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading RoomSternal Fractures & Dislocations - EMGuidewire Radiology Reading Room
Sternal Fractures & Dislocations - EMGuidewire Radiology Reading Room
 
8 Tips for Effective Working Capital Management
8 Tips for Effective Working Capital Management8 Tips for Effective Working Capital Management
8 Tips for Effective Working Capital Management
 
Observing-Correct-Grammar-in-Making-Definitions.pptx
Observing-Correct-Grammar-in-Making-Definitions.pptxObserving-Correct-Grammar-in-Making-Definitions.pptx
Observing-Correct-Grammar-in-Making-Definitions.pptx
 
SPLICE Working Group: Reusable Code Examples
SPLICE Working Group:Reusable Code ExamplesSPLICE Working Group:Reusable Code Examples
SPLICE Working Group: Reusable Code Examples
 
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdf
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdfContoh Aksi Nyata Refleksi Diri ( NUR ).pdf
Contoh Aksi Nyata Refleksi Diri ( NUR ).pdf
 
male presentation...pdf.................
male presentation...pdf.................male presentation...pdf.................
male presentation...pdf.................
 
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...
ĐỀ THAM KHẢO KÌ THI TUYỂN SINH VÀO LỚP 10 MÔN TIẾNG ANH FORM 50 CÂU TRẮC NGHI...
 
Including Mental Health Support in Project Delivery, 14 May.pdf
Including Mental Health Support in Project Delivery, 14 May.pdfIncluding Mental Health Support in Project Delivery, 14 May.pdf
Including Mental Health Support in Project Delivery, 14 May.pdf
 
OSCM Unit 2_Operations Processes & Systems
OSCM Unit 2_Operations Processes & SystemsOSCM Unit 2_Operations Processes & Systems
OSCM Unit 2_Operations Processes & Systems
 
Personalisation of Education by AI and Big Data - Lourdes Guàrdia
Personalisation of Education by AI and Big Data - Lourdes GuàrdiaPersonalisation of Education by AI and Big Data - Lourdes Guàrdia
Personalisation of Education by AI and Big Data - Lourdes Guàrdia
 
VAMOS CUIDAR DO NOSSO PLANETA! .
VAMOS CUIDAR DO NOSSO PLANETA!                    .VAMOS CUIDAR DO NOSSO PLANETA!                    .
VAMOS CUIDAR DO NOSSO PLANETA! .
 
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...
TỔNG HỢP HƠN 100 ĐỀ THI THỬ TỐT NGHIỆP THPT TOÁN 2024 - TỪ CÁC TRƯỜNG, TRƯỜNG...
 
How to Manage Website in Odoo 17 Studio App.pptx
How to Manage Website in Odoo 17 Studio App.pptxHow to Manage Website in Odoo 17 Studio App.pptx
How to Manage Website in Odoo 17 Studio App.pptx
 
Mattingly "AI & Prompt Design: Named Entity Recognition"
Mattingly "AI & Prompt Design: Named Entity Recognition"Mattingly "AI & Prompt Design: Named Entity Recognition"
Mattingly "AI & Prompt Design: Named Entity Recognition"
 
UChicago CMSC 23320 - The Best Commit Messages of 2024
UChicago CMSC 23320 - The Best Commit Messages of 2024UChicago CMSC 23320 - The Best Commit Messages of 2024
UChicago CMSC 23320 - The Best Commit Messages of 2024
 
Mattingly "AI and Prompt Design: LLMs with NER"
Mattingly "AI and Prompt Design: LLMs with NER"Mattingly "AI and Prompt Design: LLMs with NER"
Mattingly "AI and Prompt Design: LLMs with NER"
 

4 Cycles Remote Innovation - Communicate & Check

  • 1. Cycles The simplest, proven way to build your business. Communicate/Check
  • 2. Meeting request A new contact via a linkedin invite Hi Elise, I see you are interested in TRIZ and Innovation. Would you be willing to do an expert interview for a student project on: The use of TRIZ to classify academic articles to make it easier to find articles that really spark new ideas. If yes, sign up: http://tiny.cc/trizexpert Someone you know Hello Floor, I would like to ask for your help. Would you be willing to participation in an expert interview on 'how to train managers to manage remote innovation teams’? The context ------------------ The future is going to be more and more remote. More managers will need to have the ability to manage remote innovation teams. But how do you train people to manage these teams? Innovation is not something you learn from a book, but from doing. We are now in the 3rd week of an innovation sprint designing a new type of learn by doing training program. We have identified a way to train managers while they manage a remote innovation team working on some of their hardest innovation challenges. Our current thinking is a 5-week program with teams of students certified in remote innovation management. Could you help? --------------------- We still have a lot of questions about how to do this best and would like to ask if you are willing to participate in an expert interview. In exchange for your time, you will be able to learn about advances in remote working and leading innovation teams. Could you please fix a time that works for you using this link? http://tiny.cc/remote-expert-k Kind regards, Bryan
  • 3. An easy process 1. Identify people that could provide useful information 2. Send a link with a request to talk. To make things easy, include a link so they can schedule a time directly 3. Run the meetings using an interview guide Sample: http://tiny.cc/interviewguide 4. If meetings cannot be set send a google form. Here is a template that can be adapted • The concept • Meaningful Unique A question on price • Why would it fail Google form: http://tiny.cc/form-template
  • 4. We are going to help you a bit… Speed meetings with other mentors later today Link TBC on slack
  • 5. Schedule Communicate/ Check Morning work Make a decision on your solutions How Dot voting on your ideas from yesterday Vote on parts of the 6 on a final Mentor Sessions – Ask questions + break time Afternoon work 1. Storyboarding (together) 2. Split into 2 groups Group 1 risk analysis Group 2 customer interview- why would this fail 3. A list of death threats to work on (together ) Final Deliverable Death Threats + possible resolution
  • 6.
  • 7. My Personal Views If you have done the alignment and build step right you should already be on the right path Good alignment = about doing the right things (JTBD / BMI) and purpose Good build = asking the right questions, then building ideas worth testing Now you need to make sure 1. Do people understand what you’re offering 2. If they do, do they want it 3. And will they pay for it
  • 9. Clarity Want it Will Pay Kill or continue  Big Ideas  Paper typing  Story typing  Prototyping  Ask  Test  Look for negatives  Pricing  Thoughtland actionland  Back of the envelope  Shoot puppies  Stop riding dead horses
  • 10. Clarity Want it Will Pay Kill or continue  Big Ideas  Paper typing  Story typing  Prototyping  Ask  Test  Look for negatives  Pricing  Thoughtland actionland  Back of the envelope  Shoot puppies  Stop riding dead horses
  • 11. Products fail most often for 2 reasons They are not offering a benefit anyone wants Worse yet, are those offering the right benefit but people don’t understand
  • 12. Why is clarity critically important  If you can’t explain something clearly, you don’t understand what you’re selling  If people can’t understand, they can’t give you feedback  And it you happened to have things right  You might get the wrong feedback and change a winner  You won’t be able to sell your winner
  • 14.
  • 15. Tappers received a list of twenty-five well- known songs, such as “We will rock you” and “The Star Spangled Banner” and” Freres Jacques” Each tapper was asked to pick a song and tap out the rhythm to a listener (by knocking on a table). The listener’s job was to guess the song, based on the rhythm being tapped. (By the way, this experiment is fun to try at home if there’s a good “listener” candidate nearby.) Tappers Prediction 50% Listener Results 2,5% We are less clear than we think
  • 16. How to make ideas clear … One of the best business books you’ll ever read Doug Hall is a Fact Based Guru
  • 17. Overt Benefit What’s in it for the customer? And is the benefit overtly clear Real Reason to Believe Why should the customer believe you will deliver on the promise made above? Dramatic Difference How revolutionary and new‐to‐the‐world is your benefit/reason to believe. The Core of Clarity …
  • 18. Work in groups 15 min. www.tiny.cc/claritytesting/
  • 20.
  • 21. Clarity of communication Test www.tiny.cc/claritycomm/
  • 23. Redout Rust Stopper Stops Rust Each Time You Flush Redout
  • 24. Grandma Fricker’s Organic Meals for Kids Kid's Meals Made From Organic Ingredients
  • 25. StainSane An Instant Stain and Spot Remover that Won’t Harm You or Your Fabrics
  • 27. StepSafe Ice and Snow Remover Melts Ice and Snow on Walkways in Super-Low Temperatures
  • 28. Jack Snack’s Milwaukee Beach Snack Mix A Tropical Party From Milwaukee?
  • 29. Microwave Sentry Monitors Your Microwave to Insure Your Family’s Safety
  • 31. Opti-roma An Air Freshener That Lets You Choose From Three Fragrances
  • 33. Ventin’ Scents Turns Your Room Vents Into an Air Freshening System
  • 35. Round 1 Over Benefit What’s in it for the customer? The concept of focusing on benefits instead of features has long been known to be critical to success. The new news is how overt you need to be in today’s cluttered market place. In order for customers to “get it” today, you must be direct.
  • 36. Each Time You Flush” provides no doubt or mystery about what is “in it for me,” the customer, when I purchase Redout. StainSane offers the next strongest Overt Benefit, followed by Grandma Fricker’s Organic Meals for Kids. Grandma Fricker’s promises “the advantages of organic foods,” but it never defines what those advantages are. It is left to the customers to draw their own conclusions of why organic is important. In the busy marketplace, this “extra work” results in less sales. Round 1 Score 3 points if you named Redout Rust Stopper as #1 Score 1 point if you named Grandma Frickers as #3
  • 38.
  • 39.
  • 40. Got it ??? Now try listening for “It is fun to smoke marijuana”
  • 41.
  • 42. Round 2 Reason Why To convert the excitement generated by Overt Benefit into sales, customers require that you provide persuasive credibility that you will do as you promise.
  • 43. Of the round two concepts, Microwave Sentry offers a clear description of how it works, as well as a scientific pedigree explaining the technology. StepSafe at least offers a special formula; however, it and Jack Snack’s are both significantly less credible. Round 2 Score 3 points if you named Microwave Sentry as #1 Score 1 point if you named Jack Snack’s as #3
  • 44. A great example of reason why…  “Buy our XYZ bed and you will get your best night’s sleep ever.” Yawn. Boring.  “If your mattress is ten years old, it weighs twice its original weight due to the dust mites that accumulate over the years.”
  • 45. Round 3 Dramatic Difference Sales and profits explode when an Overt Benefit and Real Reason to Believe pair is offered with a Dramatic Difference. Without uniqueness, you have a commodity that sells for commodity-like profit margins. The new news is that for the uniqueness to be effective, it must be dramatic -ten times bigger than you think it needs to be—and the drama must be focused directly on the Overt Benefit and Real Reason to Believe.
  • 46. In round three, Ventin’ Scents is the winner as it offers the greatest Dramatic Difference of the three. The benefit it offers cannot easily be achieved in any other manner. Opti-roma and HearthGlow offer decreasing levels of uniqueness. HearthGlow provides many features; however, the end benefit of it versus competing logs is insignificant. Round 3 Score 3 points if you named Ventin’ Scents as #1 Score 1 point if you named HearthGlow as #3
  • 47. Overt Benefit What’s in it for the customer? And is the benefit overtly clear Real Reason to Believe Why should the customer believe you will deliver on the promise made above? Dramatic Difference How revolutionary and new‐to‐the‐world is your benefit/reason to believe. What makes an idea clear ?
  • 48. Payoff Dramatic difference how is their life different and better Proof Reason why should they believe you and dramatic difference OVERT BENEFIT REASON WHY DRAMATIC DIFFERENCE
  • 49. Putting the idea in practice _____________________ (business name) is the first to offer _________________ (Overt Benefit) that’s because of _____________________ (Real Reason to Believe) or What makes ______________________ (business name) dramatically different is that it’s the only company to offer ______________________ (Dramatic Difference)  My company: ( company name )  Is developing ( a defined offering/project )  To help ( a target audience )  ( solve a problem )  with (unique benefit or RTB /secret sauce)
  • 50. Even Shorter is better Product The starting idea As a JTBD The essence Listerine An antiseptic also used to treat dandruff and as an aftershave Halitosis and how to avoid it become a social anxiety Kills germs that cause bad breath Snickers A “real food” candy bar. With nuts and good ingredients. The right energy when you don’t have time to eat Snickers satisfies Instagram App which allows users to check-in and share plans and photographs with friends. Share photographs and short messages. Photo sharing
  • 53. If it is important… you can (and should ) go further ! Big Idea Paper type Story Type Pretotype Pretotype Thought Land Action Land
  • 54. Story typing The human mind is essentially a high- powered story machine. According to research, a message delivered in the form of a story is twenty- two times more memorable than a simple fact. AND we relate to stories Context - Where did it all begin? What is your background? Example: In a social experiment called the Significant Objects Project a number of people bought two hundred random objects in thrift shops and garage sales for a total of 129 USD. Action - What can you/or want to do? What is the problem? Example: Each object was sold on EBay with the addition of a fictional piece of writing relating to the object. This wasn’t an attempt to fool buyers; the stories clearly weren’t true. Result – What Happened Example: The random objects sold on EBay for a total of over 8,000 USD confirming the persuasive power of narrative.
  • 55. The biggest challenge with rationale research People don’t think what they feel, they don’t say what they think, and they don’t do what they say. (David Ogilvy)
  • 56. Preto typing  Validating market interest and actual use of a potential innovation  by simulating the core experience  with the minimum investment of time and resources Fake it, before you make it Read This book !
  • 57. You’ll also see Preto typing in action Wal hub
  • 58. IBM speech to text example
  • 59.
  • 60. But it is more than faking it. It is about testing something XYZ Hypothesis: What you get when you apply “say it with numbers” to the Market Engagement Hypothesis. xyz hypothesis: A small, specific, easily and quickly testable hypothesis that is derived from, and consistent with, a broader xyz Hypothesis The basic form for the XYZ Hypothesis is: “At least X% of Y will Z,” where X% represents a percentage of your target market, Y, and Z represents how that percentage of the market will engage with your new product idea. Example ‐ the XYZ Hypothesis for Second-Day Sushi: “At least 20% of packaged-sushi eaters will try Second-Day Sushi if it’s half the price of regular packaged sushi.” The process of going from a broad xyz Hypothesis to one or more xyz hypotheses is called hypo zooming. Example ‐ a possible xyz hypothesis for Second‐ Day Sushi is: “At least 20% of students buying packaged sushi  at Coupa Café today at lunch will choose  Second‐Day Sushi if it’s half the price of regular  packaged sushi.”
  • 61.
  • 62. How to pretotype ? Xyz to mimic XYZ
  • 63. You gotta put in the effort to simplify ! Complexity Time / Effort Your message Your Target
  • 64. Overnight ? Send via Fedex Safety important? Buy a Volvo Think Different? Buy Apple When you get it right… you’ll get back to a big idea…
  • 65. Clarity Want it Will Pay Kill or continue  Big Ideas  Paper typing  Story typing  Prototyping  Ask  Test  Look for negatives  Pricing  Thoughtland actionland  Back of the envelope  Shoot puppies  Stop riding dead horses
  • 66. You need insights not confirmation to drive your business forward I'll believe it when I see it vs. I'll see it when I believe it - research
  • 67. The 5 keys to good research Understand your biases Think about questions you need answered, before looking for answers Define success before you start Stay focused on the big picture Actively search for negatives
  • 68. #1 Understand your biases Desire bias: SUGGING Selling under the guise of market research Cognitive bias: We see what we believe is true Confirmation bias (people will find the information that supports their opinion (and ignore information that denies it), selective memory à knowing this impacts how questions are worded. Positively or negatively.. What are you looking for? Prove yourself wrong or right?
  • 69. An example: global warming Clearly there is evidence of global warming ?! Hot summers Warm winters Evidence of global warming Cold summers Cold winters Evidence of global warming
  • 70. #2 Identify the questions, before looking for answers  Richard Thaler (Nobel Laureate).. let me ask the questions and I can lead you to any conclusion  Just like in alignment  Doing wrong things righter makes things wronger  Positive answers to the wrong questions are a sure recipe for overconfidence Note: It will always be hard to know what you don’t know… but you gotta try The right questions will be hypothesis based and reflect your learning objectives
  • 71. #3 Define success before you start  Invest some time in market math what is reasonable/ what is needed  Define metrics  Commit to the metrics  Keep it simple.. Simplicity is the ultimate sophistication. (Leonardo da Vinci)
  • 72. # 4 Stay focused on the big picture Do they want it ? Have they demonstrated, they want it
  • 73.
  • 75. Advice from the Mom test Talk about their life instead of your idea Ask about specifics in the past instead of generics or opinions about the future Talk less and listen more 1 2 3
  • 76.
  • 78. Clarity Want it Will Pay Kill or continue  Big Ideas  Paper typing  Story typing  Prototyping  Ask  Test  Look for negatives  Pricing  Thoughtland actionland  Back of the envelope  Shoot puppies  Stop riding dead horses
  • 79. Why WTP is important Quite simply, no margin = no mission WTP is the real end goal
  • 80. Tools you should know about  Van Westendorp pricing models (where expensive, where cheap to identify a range of prices)  Fermi Estimations / Chain calculations  WTP modeling  Lifetime value calculations
  • 81. VAN WESTENDORP pricing analysis: how to gauge the ‘perceived’ value ask the customer ! 4 questions 1. At what price would you say the product is INEXPENSIVE (a bargain) 2. At what price would you say the product is EXPENSIVE but worth considering? 3. At what price would you say the product is TOO EXPENSIVE to consider? 4. At what price would you say the product is TOO CHEAP to be of value? RANGE of acceptable pricing OPTIMAL price point is at the crossing of TOO EXPENSIVE and TOO CHEAP
  • 82. Lifetime value Cost of client acquisition + Purchase #1 profits + Lifetime profits --------------------- Profit per customer * market size = Profit potential Present this with reasonable proof you can deliver (or will be able to deliver soon)
  • 84. Top down versus bottom up Top down If every child in China sent me 1€ Bottom up I got one child to send me 1€ and this is how much it costs
  • 85. Clarity Want it Will Pay Kill or continue  Big Ideas  Paper typing  Story typing  Prototyping  Ask  Test  Look for negatives  Pricing  Thoughtland actionland  Back of the envelope  Shoot puppies  Stop riding dead horses
  • 86. The most expensive mistake (by far) is #3 The biggest 3 mistakes of Entrepreneurs Investing in the wrong business People don’t buy your product or service because they don’t understand why they should… Staying too long in the wrong business.. (after you should know it is time to change…)
  • 87. “Dakota tribal wisdom says that when you're on a dead horse, the best strategy is to dismount. Of course, there are other strategies. You can change riders. You can get a committee to study the dead horse. You can benchmark how other companies ride dead horses. You can declare that it's cheaper to feed a dead horse. You can harness several dead horses together. But after you've tried all these things, you're still going to have to dismount.”
  • 88.  Talk to 20 people (that are not your friends)  If no one hates the idea, be scared  Ask people “if this fails” why would it fail (you’ll get a lot more information than asking what they think of the idea !)  Keep it simple … Evidence people want it Evidence people will pay Evidence they will pay enough
  • 89. My strongest advice If you want to be a successful entrepreneur learn to kill your own ideas
  • 90. Top 20% performers kill 9 times more projects before detailed design starts (HBR 2017) “They eliminate the walking dead to save the living “
  • 91. It is easy to kill bad ideas, great companies kill good ideas (early) Jack Welch
  • 92. Read this book someday It is short and well worth your time
  • 94. Schedule Communicate/ Check Morning work Make a decision on your solutions How Dot voting on your ideas from yesterday Vote on parts of the 6 on a final Mentor Sessions – Ask questions + break time Afternoon work 1. Storyboarding (together) 2. Split into 2 groups Group 1 risk analysis Group 2 customer interview- why would this fail 3. A list of death threats to work on (together ) Final Deliverable Death Threats + possible resolution
  • 95. Support Materials  4P / testing book chapters Google sheet http://tiny.cc/Communicate-4Pschart + Attached slides  Storyboarding – Attached slides  Interview Guide - http://tiny.cc/interviewguide
  • 97. Process: Communicate / Check Research Buyers/Users Interviews Testing via forms Evidence of Innovation ? If no, consider shooting your puppy Risk assessment
  • 99. A quick and easy interview Interview Guide -http://tiny.cc/interviewguide 1. The Story behind the project 2. The “job” we would like to help people solve 3. Our first concepts 4. Willingness to pay or Value capture
  • 100. Testing via a quick survey The concept Meaningful Unique A question on price Why would it fail google form template https://docs.google.com/forms/d/1z6E1t64kzT _IPCJ9_XbZy500oE6sR2cuwc65Eyy272o/edit
  • 101. Simple Storyboarding How user finds out about new thing How user finds out about new thing How user confirms they will use the new thing How user confirms they will use the new thing A realistic entry  point 1. Write 2 end points 2. Fill in the middle 3. Biggest Risk 4. Drivers of big risks Ideal ending  (to test if users would  actually do this)
  • 102. Risk Driver #1 Risk Driver #2 Risk Driver #3 Risk Driver #4 Etc… Solution #1 Solution #2 Solution #3 Risk Driver #1 Risk Driver #2 Risk Driver #3 Risk Driver #4 Etc… Key Death Threats Eliminate risks where a viable solution found
  • 103. Recommendation: Split your group Research Buyers/Users Interviews Testing via forms Key Death Threats Key Changes Continue or Re-do Evidence of Innovation ? • If no, consider shooting your puppy Risk assessment