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Lean StartUp: Basics of Customer Discovery & Development
The document outlines the principles of the lean startup methodology, emphasizing customer development and the importance of understanding target customers through effective interviews and observations. Key concepts include the minimum viable interaction (MVI), minimum viable product (MVP), and the process of achieving problem-solution fit and product-market fit. It also encourages entrepreneurs to validate assumptions, embrace failure as a learning opportunity, and provides additional resources for further learning.
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Lean StartUp: Basics of Customer Discovery & Development
- 1. Lean Startup Philippines Guita T. Gopalan Lean StartUp: Customer Development guita.gopalan@gmail.com Schedule a Call on Sohelpful.me/guitagopalan
- 2. FORD MUSTANG When it was introduced…. What it pivoted into…
- 3. When it was introduced…. What it pivoted into…
- 4. When it was introduced…. What it pivoted into…
- 5.
- 6. LEAN STARTUP No Waste -‐ Build it right -‐ Build it quickly
- 9. More Fme for family Long travel Fme work/home Faster travel Fme Waze BeIer car Don’t leave home as much Freelancer.com Franchise Business Many things to do Do them faster Coffee Any.Do Outsource tasks Virtual Assistant Use AutomaFon SoRware Problem Aspect of Problem SoluFon Products or Services aka How the SoluFon is delivered
- 11. MVI Minimum Viable InteracFon a type of MVE minimum viable experiment MVI focuses on discovering as much about people (target customers) MVP minimum viable products looks at how people interact with or respond to a par@cular solu@on and/or product. SUCCESS CRITERIA
- 12. 5 MUST DO’S CUSTOMER MVI • Start somewhere. – Decide on who to talk to (segment) and figure out where to find them. • Shut up! – Listen more than talk. • Ask why in 101 ways. – Dig deeper. And deeper. And deeper. • Be deliberate. – Keep what you want to validate or learn in mind. • Observe everything. – It’s not just about the answers it’s also how those answers are delivered.
- 13. INTERVIEW Talk to the right people with the big problem. Are you on the right track? PITCH Sell the soluNon and/or product. Will people pay, sign-‐up..? CONCIERGE Deliver an actual product or service. Can you deliver your value proposiNon?
- 14. Whatever MVI type focus on… Learn from their life and stories Specifics from their past “Tell me more” Signals
- 15. Avoid • QuesFons with one word answers – Dig deeper – why, how, when… • HypotheFcal – what if, would you – Qualify then dig deeper • Don’t ask what they think – It’s a sneaky way of asking a hypotheFcal • When customers give you advice – Why is that important to them?
- 16. Do • If they are part of your target, get their contact details. • If they are not part of your target, get their contact details and then them to refer someone to you. • Note responses and observaFons ASAP • Interview more customers
- 17. POWERS OF OBSERVATION Your ability to gather good quality customer insights is limited by your openness and skills in interviewing and observing. Eventually, you should be able to spot your target customer amongst a crowd.
- 18. Look for….every Fme you talk to a customer… • AlternaFves • Behaviours • MoFvaFons • Behavior • Decision Making • Social Circles • CompeFtors • Mentality • Bigger problems to solve
- 19. Look for… every Fme you talk to a customer… PaIerns – Frequency – Causality – Dependency – Impact or Significance – Circumstance / SituaFon
- 21. AS YOU TALK TO CUSTOMERS eventually you’ll get to Problem – SoluFon Fit • Is there a problem worth solving? • Is it something customers want? • Will they pay for it? If not who will? • Can it be solved
- 22. AS YOU TALK TO CUSTOMERS and work on your business…eventually you’ll get to Product – Market Fit • Are you building something people want? – Demand DemonstraFon – Clear Signals • Hacking a soluFon – Features that contribute to value
- 23. Value ProposiFon • Well defined problem • Defined soluFon • Proposed product • Proposed business model
- 24. Value ProposiFon • If you have to explain it you’ve failed. – Proof Points – Real Value – Why you and not someone else – Use customer’s language – “It’s like you read your mind.” • At the beginning it’s ok to have… – 3-‐5 value proposiFons – the key is to hone into the one that takes the world by storm
- 26. Why do this? • Fail Fast. Succeed Faster. • Build a strong posiFon – Customer Insight – TracFon – Customer-‐Partners • There is no right… or wrong.
- 27. LEAN STARTUP • No one knows your startup as well as you do. • You are the expert here!!! • What we do… – Ask quesNons you missed – Challenge your assumpNons – Guide you through tools, methods, processes… www.meetup.com/leanstartupph Guita T. Gopalan guita.gopalan@gmail.com Schedule a Call on Sohelpful.me/guitagopalan
- 28. Google is your friend… AddiFonal Resources • Four Steps to Epiphany by Steve Blank • Or YouTube Steve Blank Customer Discovery / Development (he is the foremost guy on this topic) • Value ProposiFon Canvas – there’s a book, tons of slideshares, tons of videos • “The Mom Test” book by R. Fitzpatrick – How to interview like a boss • Designing experiments – Lean StartUp – Again tons of videos, slideshares, books, etc. or email guita.gopalan@gmail.com