The document discusses the Lean Startup methodology, emphasizing the importance of understanding customer needs over merely focusing on product solutions. It encourages entrepreneurs to engage directly with potential customers to validate their assumptions and gather insights, guiding them in product development. It highlights strategies for effective customer interviews and the significance of active listening to uncover real needs and goals.

1. Are
You
Ready
to
GOOB?
Lean
Startup
Machine
LA
Sep
22,
2012

2. How
do
you
make
a
product
people
actually
want?
License:
CC
BY-­‐NC-­‐SA
www.lanehalley.com
2

3. Focus
on
the
problem,
not
the
soluJon
Flickr
|
woodleywonderworks
3

4. PEOPLE
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BY-­‐NC-­‐SA
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4

5. PEOPLE
NEEDS
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5

6. PEOPLE
NEEDS
Business
vision
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6

7. PEOPLE
NEEDS
Business
vision
USES
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BY-­‐NC-­‐SA
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7

8. PEOPLE
NEEDS
Business
vision
USES
FEATURES
License:
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BY-­‐NC-­‐SA
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8

9. PEOPLE
NEEDS
Business
vision
USES
UI
design,
wireframes,
visual
design
FEATURES
License:
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BY-­‐NC-­‐SA
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9

10. Get
out
of
the
building
“Customer
Development
is
the
process
of
how
you
get
out
of
the
building
and
search
for
the
model.
Customer
Development
is
designed
so
that
you
the
founder(s)
gather
first
hand
experience
about
customer
and
market
needs.”
SteveBlank.com,
5/13/2010
License:
CC
BY-­‐NC-­‐SA
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10

11. In
other
words…
“Go
speak
(in
person
if
possible)
with
living,
breathing
customers
to
determine
the
validity
of
your
assumpJons.”
“The
Entrepreneurs
Guide
to
Customer
Development,”
Cooper
&
Vlaskovits
License:
CC
BY-­‐NC-­‐SA
www.lanehalley.com
11

12. Before
you
get
out
of
the
building
Who
do
you
want
to
talk
to?
Where
do
you
find
these
people?
How
do
you
talk
to
them?
How
will
you
share
what
you
learn?
License:
CC
BY-­‐NC-­‐SA
www.lanehalley.com
12

13. Team
interview
planning
Image
@thinknow
|
Atomic
Object
13

14. Micro
segments
Share
pain
Speak
the
same
language
Communicate
with
each
other
Cooper
&
Vlaskovits
License:
CC
BY-­‐NC-­‐SA
www.lanehalley.com
14

15. How
do
you
find
(the
right)
people?
Social
media
(Facebook,
Twiher)
Special
interest
groups
(Meetups)
Friends
and
Family
Coffee
shops,
malls….wherever
they
are
License:
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BY-­‐NC-­‐SA
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15

16. Interview
Jps
Have
you
experienced
<problem?>
What
are
you
doing
now
to
address
that?
Show
demos/sketches
later
in
meeJng
Ask
for
referrals
and
permission
to
follow
up
License:
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BY-­‐NC-­‐SA
www.lanehalley.com
16

17. Avoid
leading
quesJons
Leading:
“How
onen
would
you
use
my
product?”
Beher:
“ Tell
me
about
a
recent
Jme
when
you
…”
License:
CC
BY-­‐NC-­‐SA
www.lanehalley.com
17

18. Listen
for
needs
and
goals
“If
you
had
that
feature,
what
would
that
allow
you
to
do?”
License:
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BY-­‐NC-­‐SA
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18

19. Share
what
you
learn
License:
CC
BY-­‐NC-­‐SA
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19

20. AcJvity:
Dump
and
Sort
Photo:
@thinknow
License:
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BY-­‐NC-­‐SA
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20

21. Thank
you!
@thinknow
Lane
Halley
www.lanehalley.com
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BY-­‐NC-­‐SA
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21

22. www.carbonfive.com
Lean
Design
&
Agile
Development
for
Web
&
Mobile
License:
CC
BY-­‐NC-­‐SA
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22