This document discusses the Lean Startup methodology for validating business ideas through customer interviews rather than assumptions. It recommends directly talking to potential customers to understand their problems and needs, rather than relying on surveys. The key steps are to identify target users, prepare interview questions focused on stories about their current processes rather than speculative questions, listen without bias, and observe to classify the problem type and solution importance. The goal is to test whether the idea solves a real customer problem before investing significant resources in development.

1. Lean Startup
Introduction
Ujjwal Trivedi
Anthony Fernandez
Sudhama Bhatia

2. What customer wants?
He doesn’t know
He can’t tell you
You are not the customer = You don’t know either

3. Build-Measure-Learn

8. Validating a GYM idea

9. Validating a GYM idea

10. How to find out?
Talk to people!
- F2F
- Video call
- Phone
- Email
No Surveys Please.

11. Prepare
Identify the potential users - where they are, referrals, meetups, linkedin
Prepare a script
Prepare with an Observer/Notes buddy
Rehearse with a mentor
Set Targets

12. Don’ts
Don’t ask What they want?
Don’t make them speculate
Don’t ask objective (Yes/No) questions
Don’t pitch your idea/thoughts
Don’t bias/lead their answers

13. What to ask?
Look for stories…
- What they do (relevant to your target problem)
- How do they do it?
- Why they do it this way?
- Where do they look for a solution?
LISTEN! OBSERVE! Take Notes!
Double check

14. Observe
Count the passes.
https://www.youtube.com/v/xAFfYLR_IRY?end=33

15. Understand Problem Type
Latent
Passive
Active
Urgent

16. Solution Type
Hate it
Don’t care
Nice to have
Must have

17. Thanks
Idea has no value
I am not the customer