Agile teams are great at building what you want - but how do you know what your customers need? This game-based workshop shows you how to discover the right product before you build the wrong business. Each team will start a new business, describe it using the Business Model Canvas, and incrementally improve it using concepts from Lean Startup and Customer Development. You already know how to build great products with Agile. Learn how to find the right product to build using Customer Development. See how Lean Startup combines Agile and Customer Development to get the best of both worlds. (presented at Agile 2013)

1. Play the Customer
Development Game
Agile 2013, Aug 6 2013
Adrian Howard (@adrianh)
quietstars.com

2. Hello!

3. Ask Questions

4. Disclaimer: Eh?

5. Who are you?

7. Business plans

9. en.wikipedia.org/wiki/File:Steve_Blank.jpg

10. “A startup is a temporary organization
designed to search for a repeatable and scalable
business model.”
- Steve Blank

11. “A startup is a temporary organization
designed to search for a repeatable and scalable
business model.”
- Steve Blank

12. From “The Startup Owner's Manual” by Steve Blank

13. Marriage vs Date

14. Plan vs Map

15. Exercise:
Your founding a
startup!

16. How do we
describe our map?

17. Switzerland
flickr.com/photos/eurapart/6357870755/

18. The Business
Model Canvas
• by Alexander
Osterwalder & Yves
Pigneur
• The Business Model
Canvas
• A tool for developing
and documenting
business models

30. Exercise
•Using stickies, fill out the BMC for your
business model
•Remember - ask questions

31. The Lean Startup
“A true experiment
follows the scientific
method. It begins
with a clear
hypothesis that
makes predictions
about what is
supposed to happen.
It then tests those
predictions
empirically”

32. The Lean Startup
•Come up with hypothesis
•Design experiment
•Run experiment
•Validate/Invalidate hypothesis
•Repeat

33. The Lean Startup

34. Pull not Push

35. Example
•Zappos
•Annual sales > US$1 billion
•Hypothesis: Is there a demand for
superior online shoe shopping
•Experiment: Took photos from shoe
shops, came back and bought them full
price if customer bought them online
Example from The Lean Startup, p57-58

36. Exercise
•Pick a key item on the canvas
•Rephrase as a hypothesis
•Think of as many different experiments
to verify hypothesis as you can

37. Magic
Bag-O-Validation

38. Pivots
•Zoom-in
•Zoom-out
•Customer Need
•Customer Segment
•Platform
From The Lean Startup, chapter 8
•Business Architecture
•Value Capture
•Engine of Growth
•Channel
•Technology

39. Round 2

44. The Good, the Bad &
the Ugly

45. Alignment on value

46. Helps build an
experiment culture

47. It’s hypotheses
before, during and
after development

48. Metric-First
Development

49. Encourages
value-oriented
infrastructure

50. Hypotheses talk
about business
value directly

51. Where are the
running, tested
features?

52. Where’s the user?

53. Where’s the
delight?

54. Trail of undead
experiments

55. What happens
when I can’t
validate cheaply?

56. What about non-
startup contexts?

57. Some folk find
reality hurts

58. Further Reading
•Lean Startup by Eric Ries
•Running Lean by Ash Maurya
•The Four Steps to the Epiphany by Steve
Blank
•The Startup Owner's Manual by Steve
Blank

59. Questions?

60. Remember your
feedback forms

61. @adrianh
quietstars.com
slideshare.net/adrianh
adrianh@quietstars.com
Thank You