Customer Discovery - Launchpad Week CDMX Fintech 2016

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Customer Discovery is a way for Startups or Product Managers to understand and validate 2 important factors: The Problem and the Solution. We explore what the product owner or entrepreneur needs to understand in order to make the right questions and use the best data channels to achieve Customer Development

Customer Discovery
Identifying your core audience
Launchpad Week CDMX
Fintech Edition
Ciudad de México 2016

Claudio Cossio
@ccossio
R&D at Nearsoft Inc
Product Development
User Acquisition
Monetization
www.nearsoft.com

@ccossio
Audience
Designer
Developer
Marketer
Entrepreneur

@ccossio
Discovery
Introducing your product to the world

@ccossio
Moments
Enable flow from the WANT to the GET.
It is a small part of human behavior.
It is what makes us human.

@ccossio
Basic Sensors
Touch
Smell
Taste
Sight
Hearing

@ccossio
Perception
The NEEDS your product fulfills.
What they WANT.
How to GET it.
Understanding is what is perceived.

Value Proposition
What is your Unique Selling Point?

@ccossio
Let’s work!
Fill out the Canvas.
3 minutes - customer.
3 minutes - product.
Discuss it with your peers.
Keep it, we will come back to it ;)

@ccossio
Interviews
Get in front of the “potential” client/user.
Learn to ask the “wrong” & “right” questions.
Difference of Problem & Solution validation.

@ccossio
Validate the problem
Is it a real pain?
Do they want SOMEONE or SOMETHING
to solve it?
Does the problem affect their life/business?

@ccossio
Validate the solution
Is the user willing to invest in your solution?
Does the problem affect their life/business?
Can this be solved with out your product?

@ccossio
Insights
Assets the user is putting in your product:
• Time
• Data
• Effort
• Social Capital
• Money

@ccossio
Look out for!
Complexity hides the problem of sensory confusion.
Ambiguity hides meaning.
Simplicity is not clarity.

@ccossio
Let’s work!
4 minutes - 3 Questions to validate
the problem.
4 minutes - 3 Questions to validate
the solution.
Interview your peers.
Don’t be shy……

@ccossio
DATA
Market data - Mattermark
Socialmedia -
Twitter/Linkedin/FB Pages/G+
Pulse on the market -Yellow
pages / Newspapers
Benchmarking - Angel/F6S

@ccossio
Socialmedia
Twitter - running pools on #.
FB pages - consumer oriented.
meetup.com & G+/Google Groups -
communities.
Linkedin - B2B oriented

@ccossio
Tools
Mattermark - online business.
CBInsights - venture capital.
Yellow Pages - current pulse.
Newspapers - classifieds.

@ccossio
angel.co / F6S
Benchmarking
Trends in your industry
PR Pushes.
New hires ;)

@ccossio
User Research
Develop Empathy
Understand a person’s mind
Hear them

@ccossio
Let’s work!
Share a Data channel that worked.
Share a Data channel that sucked.

Thank you!
Claudio Cossio
ccossio@nearsoft.com
@ccossio

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1. Customer Discovery Identifying your core audience Launchpad Week CDMX Fintech Edition Ciudad de México 2016

2. Claudio Cossio @ccossio R&D at Nearsoft Inc Product Development User Acquisition Monetization www.nearsoft.com

3. @ccossio Audience Designer Developer Marketer Entrepreneur

4. @ccossio Discovery Introducing your product to the world

5. @ccossio Moments Enable flow from the WANT to the GET. It is a small part of human behavior. It is what makes us human.

6. @ccossio Senses Acts

7. @ccossio Basic Sensors Touch Smell Taste Sight Hearing

8. Sound is very powerful

9. @ccossio Perception The NEEDS your product fulfills. What they WANT. How to GET it. Understanding is what is perceived.

10.

11. Value Proposition What is your Unique Selling Point?

12.

13. @ccossio Let’s work! Fill out the Canvas. 3 minutes - customer. 3 minutes - product. Discuss it with your peers. Keep it, we will come back to it ;)

14.

15. @ccossio Interviews Get in front of the “potential” client/user. Learn to ask the “wrong” & “right” questions. Difference of Problem & Solution validation.

16. @ccossio Validate the problem Is it a real pain? Do they want SOMEONE or SOMETHING to solve it? Does the problem affect their life/business?

17. @ccossio Validate the solution Is the user willing to invest in your solution? Does the problem affect their life/business? Can this be solved with out your product?

18. @ccossio Insights Assets the user is putting in your product: • Time • Data • Effort • Social Capital • Money

19. @ccossio Look out for! Complexity hides the problem of sensory confusion. Ambiguity hides meaning. Simplicity is not clarity.

20. @ccossio Let’s work! 4 minutes - 3 Questions to validate the problem. 4 minutes - 3 Questions to validate the solution. Interview your peers. Don’t be shy……

21. @ccossio DATA Market data - Mattermark Socialmedia - Twitter/Linkedin/FB Pages/G+ Pulse on the market -Yellow pages / Newspapers Benchmarking - Angel/F6S

22. @ccossio Socialmedia Twitter - running pools on #. FB pages - consumer oriented. meetup.com & G+/Google Groups - communities. Linkedin - B2B oriented

23. @ccossio Tools Mattermark - online business. CBInsights - venture capital. Yellow Pages - current pulse. Newspapers - classifieds.

24. @ccossio angel.co / F6S Benchmarking Trends in your industry PR Pushes. New hires ;)

25. @ccossio User Research Develop Empathy Understand a person’s mind Hear them

26. @ccossio Tools www.featur.me

27. @ccossio Let’s work! Share a Data channel that worked. Share a Data channel that sucked.

28. Questions ? Make me work hard ;)

29. Thank you! Claudio Cossio ccossio@nearsoft.com @ccossio

Editor's Notes

La idea es tener aqui los 4 iconos para identificar a la audiencia, hare un SHOW OF HANDS
Aqui podemos poner algo que simbolice un camino o ruta de WANT to GET. Ideas: Puede ser del Metro de Barcelona….estaciones o las de BICING.
Poner una animación que sale de la caja de Senses , aparece la flecha y luego aparece la caja de Acts, Platicare que en cada momento nuestras células -> sienten y por consecuencia actuan.
Idea: Poner iconos o imágenes para los 5 sentidos. Dinamica: Voy a hacer esta pregunta a la audiencia. Which do you think is the slowest to process by the brain of all 5? Poner una animación que destaque a Sight como la respuesta correcta. Which do you think is the fastest? Poner una animación que destaque Hearing
Sound frames your senses
Imagen de una rompecabezas o algo que sea la pieza clave, NO QUIERO utilizar un lego. Prefiero algo diferente. CORNERSTONE o Piedra Angular…..algo mas de arquitectura o enfocada en diseño. Saying: It is repetitive….this tiny moment is the building block….that builds up your experience.
This is the foundation of everything
This is the foundation of everything
Varias fotos de conversaciones. Lo que voy a decir: Confirming understanding -> that is a conversation
Dejo un screenshot para tomarlo como base.
Poner los logos de Intel
Poner los logos de Intel
Poner los logos de Intel
Poner los logos de Intel
Poner los logos de Intel
Alguna imagen de despedida con el logo de fondo de Nearsoft y mis datos

Customer Discovery - Launchpad Week CDMX Fintech 2016

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