The document outlines an agenda for a lean startup bootcamp hosted by Standard Bank Incubator. The bootcamp aims to teach entrepreneurs how to apply lean startup principles to validate business ideas quickly through experiments rather than lengthy business plans. Attendees will participate in activities like forming teams to generate business ideas based on random words and pitching ideas in under a minute. The document emphasizes that the most common startup assumptions about customers and problems are often wrong, and stresses the importance of validating assumptions by conducting customer interviews to understand problems and build products customers want.
Customer interview presentation at Lean Startup Machine Amman-Jordan.
Describe best practice, what to do, what not, where to find your customers and what to ask them, as part of customer discovery process (Cus_Dev & Lean Startup methodology)
Customer interview presentation at Lean Startup Machine Amman-Jordan.
Describe best practice, what to do, what not, where to find your customers and what to ask them, as part of customer discovery process (Cus_Dev & Lean Startup methodology)
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Grace Ng | SearchLove San Diego, 'Designing Effective Experiments for Product...Distilled
Every product decision is an experiment. If we can reframe our thinking from launching campaigns and building features to challenging assumptions and running experiments, then we can increase our productivity and get better results with less effort. Grace will share a structured process for designing effective experiments, and talk about some of the common pitfalls and challenges teams face when running experiments in their companies. Using examples from her work helping product teams within large companies, Grace will reveal a few ways to overcome these challenges.
Lean Software Startup: Customer Development (lecture)Joni Salminen
Lecture at the University of Turku
Topic: Customer development - an introduction
20th January, 2016
Customer development is a form of market research for startups.
How To Scale Your Product Through Experimentation w/ Milena Court, Product Ma...TheFamily
A detrimental mistake many startups do is neglecting product experimentation. They focus mainly on experimentation in marketing - optimising ads, copy, creatives, landing pages - because it's relatively easy to do. But this kind of negligence is extremely damaging for your success!
But why don't more startups do this then?
EARLY-STAGE - Specific challenges:
-No budget: “proper” testing tools quite expensive
-Little data to play with
-Not sure what to experiment on / what moves the metrics
massively?
-No time; need to focus on the business
GROWTH STAGE - Specific challenges:
-More budget now, but limited by free tools
-More data about what's happening but not really sure why it's
happening
-So many ideas and opportunities, how to prioritise?
SCALING STAGE - Specific challenges:
-All tools in place, but now constrained by tech time: experiments
need to be “bigger” to have impact + are competing with other
projects
-Harder to experiment with the core product, the company is
branching out on other products
-Experimentation becomes scarier: more users, more to lose,
users get used to things being a certain way (“Why did they
change the UI again?”)
Milena Court, Product Manager in the Growth Squad at Tails.com, joined us at The Family to share her incredible expertise and explain how to overcome the above challenges!
Customer Development: How to Understand, Empathize and Validate Ideas With Yo...Jake Nielson
Based on the ideas popularized by the Lean Startup movement, this presentation provides an overview of the customer development process. Customer development is the process of honing your idea of your ideal customer into a real, referenceable customer known as an Earlyvangelist.
This presentation builds on the ideas of Steve Blank, Marty Cagan and Alex Osterwalder to help product leaders reduce market risk by inexpensively validating ideas in parallel to creating the actual solution.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Grace Ng | SearchLove San Diego, 'Designing Effective Experiments for Product...Distilled
Every product decision is an experiment. If we can reframe our thinking from launching campaigns and building features to challenging assumptions and running experiments, then we can increase our productivity and get better results with less effort. Grace will share a structured process for designing effective experiments, and talk about some of the common pitfalls and challenges teams face when running experiments in their companies. Using examples from her work helping product teams within large companies, Grace will reveal a few ways to overcome these challenges.
Lean Software Startup: Customer Development (lecture)Joni Salminen
Lecture at the University of Turku
Topic: Customer development - an introduction
20th January, 2016
Customer development is a form of market research for startups.
How To Scale Your Product Through Experimentation w/ Milena Court, Product Ma...TheFamily
A detrimental mistake many startups do is neglecting product experimentation. They focus mainly on experimentation in marketing - optimising ads, copy, creatives, landing pages - because it's relatively easy to do. But this kind of negligence is extremely damaging for your success!
But why don't more startups do this then?
EARLY-STAGE - Specific challenges:
-No budget: “proper” testing tools quite expensive
-Little data to play with
-Not sure what to experiment on / what moves the metrics
massively?
-No time; need to focus on the business
GROWTH STAGE - Specific challenges:
-More budget now, but limited by free tools
-More data about what's happening but not really sure why it's
happening
-So many ideas and opportunities, how to prioritise?
SCALING STAGE - Specific challenges:
-All tools in place, but now constrained by tech time: experiments
need to be “bigger” to have impact + are competing with other
projects
-Harder to experiment with the core product, the company is
branching out on other products
-Experimentation becomes scarier: more users, more to lose,
users get used to things being a certain way (“Why did they
change the UI again?”)
Milena Court, Product Manager in the Growth Squad at Tails.com, joined us at The Family to share her incredible expertise and explain how to overcome the above challenges!
Customer Development: How to Understand, Empathize and Validate Ideas With Yo...Jake Nielson
Based on the ideas popularized by the Lean Startup movement, this presentation provides an overview of the customer development process. Customer development is the process of honing your idea of your ideal customer into a real, referenceable customer known as an Earlyvangelist.
This presentation builds on the ideas of Steve Blank, Marty Cagan and Alex Osterwalder to help product leaders reduce market risk by inexpensively validating ideas in parallel to creating the actual solution.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Customer Discovery: Validating New Product OpportunitiesProductPlan
Product teams and startups can use customer discovery to validate new product opportunities. This presentation was conducted by Jim Semick from www.productdiscovery.com at University of California Santa Barbara at the Bren School in the New Venture Opportunity Analysis course (ESM 256B, Winter 2013).
Like this? Want to see more? Visit www.productdiscovery.com
Intro to Lean Startup and Customer Discovery for AgilistsShashi Jain
This is a short presentation I made to the Portland Agile and Scrum group giving a light introduction to Lean Startup, Customer Discovery, and how you use them together to create a product-market fit.
How to Prepare for the Macy's Sales Associate Interview?Coursetake
Learn More - http://bit.do/macys-sales-associate
Macy’s Sales Associate Interview Preparation
Ace the Sales Associate Interview at Macy’s in a step by step teaching fashion
Summary
Macy’s Sales Associate Interview Preparation is a comprehensive course to help you ace the coveted job of a Sales Associate at Macy’s.
Learn in a step by step manner how to ace this interview at Macy’s.
The approach of this course is to first teach you a chapter and then give you some homework to complete.
This course consists of slides and worksheets, that you can download and combines both theory and practice to help you succeed and get you your dream job.
Prerequisites
None. Everything will be covered in detail.
Target Student
Candidates preparing for the Macy’s Sales Associate Interview.
Students who are interested in learning more about the Macy’s Sales Associate interview process.
What will you learn?
Ace the Sales Associate Interview at Macy’s.
Learn in a Step by Step Teaching method how to prepare for the Macy’s Sales Associate Interview.
How to Prepare for the Sales Associate Interview at Nordstrom?Coursetake
Learn More - http://bit.do/nordstrom-sales-associate
Nordstrom Sales Associate Interview Preparation
Ace the Sales Associate Interview at Nordstrom in a step by step teaching method.
Summary
Nordstrom Sales Associate Interview Preparation is a comprehensive course to help you ace the coveted job of a Sales Associate at Nordstrom.
Learn in a step by step manner how to ace this interview at Nordstrom.
The approach of this course is to first teach you a chapter and then give you some homework to complete.
This course consists of slides and worksheets, that you can download and combines both theory and practice to help you succeed and get you your dream job.
Prerequisites
None. Everything will be covered in detail.
Target Student
Candidates preparing for the Nordstrom Sales Associate Interview.
Students who are interested in learning more about the Nordstrom Sales Associate interview process.
What will you learn?
Ace the Sales Associate Interview at Nordstrom.
Learn in a Step by Step Teaching method how to prepare for the Nordstrom Sales Associate Interview.
Henry Ford's Customers Didn't Want a Faster HorseFrances Goh
"If I had asked my customers what they wanted they would have said a faster horse.” We have all heard Henry Ford’s famous quote many times before and it serves as a battle cry to many a visionary entrepreneur who swears against asking customers what they want.
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
Startups don't win because of a great vision, but because of a superior strategy. If you want to have the superior strategy, you must simply have a better customer insight. Customer discovery principles can help you to get real insights about your customers.
The first rule is to fall in love with a problem, not your solution or business idea. You must have a clear picture what your product is hired to do. With customer interviews and different types of tests your job is to prove value hypothesis (that people are prepared to pay for your solution).
You can write down all your hypotheses on business model canvas, running lean canvas or even in a spreadsheet. Then you have to constantly sketch out alternative business models by asking yourself difficult questions and testing different assumptions.
Steps to customer discovery include developing a vision, setting the hypotheses, getting out of the building and performing a reality checks. The best way to start the customer discovery process is with the riskiest assumptions.
Important tools that can help you with customer discovery are also segmentation, personas, empathy map and value proposition canvas. After exploiting all the tools you should have a clear picture what are your customer's pains and gains and what are they willing to pay for.
When you are doing the customer discovery interviews to get the market insights you have to avoid doing any behavior predictions or being satisfied with compliments, opinions or stalling. What are you looking for is a real commitment from early-evangelists.
Remember, wrong assumptions are mother of all fu*ck-ups, and with customer discovery you can make sure you are not building your business based on the wrong assumptions.
Building your brand for freelancers and consultantsMolly O'Kane
Consultants and freelancers encounter unique challenges, participants will explore the ways to build a strong personal brand and market presence, and practice communicating the value of their time and expertise. Attract the customers you love working with.
How can you help new product managers hit the ground running? Here is product management advice we share at HubSpot when onboarding new product leaders to the team. Check out the blog post here: http://product.hubspot.com/blog/9-lessons-from-onboarding-new-product-managers
10 decisions that will radically improve your startups chance of successCo-founder Ignitor
A slide deck of 10 decisions that will radically improve a startups chance of success. As well as an introduction to a weekend seminar to help entrepreneurs kick-start their businesses. For more visit: www.startupcherry.com
A presentation that introduces five methods for generating new business ideas commonly used by top entrepreneurs, companies and innovators. For more information visit: www.startupcherry.com
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
https://skyeresidences.com/
https://skyeresidences.com/about-us/
https://skyeresidences.com/gallery/
https://skyeresidences.com/rooms/
https://skyeresidences.com/near-by-attractions/
https://skyeresidences.com/commute/
https://skyeresidences.com/contact/
https://skyeresidences.com/queen-suite-with-sofa-bed/
https://skyeresidences.com/queen-suite-with-sofa-bed-and-balcony/
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https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed/
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[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
4. 1. Entrepreneurs count off into team of 5
2. Audience selects 30 random words to use for a name
3. Each team selects 2 words to use for a name (example. Blank-
blank.com)
4. Each team has 5 minutes to create a business plan
5. The business plan should consist of:
• A tagline
• A product or service (your solution)
• A business model (How do you make money)
• A go-to-market strategy (How do you get customers)
6. Each team has 60 secs to pitch their plan
Networking game: half baked.com
5. How we used to launch startups
Business Plan Launch
Product
Development
Learn if idea will work!Months / Years
16. The story of anyperk: 3 months
1 Dating site Mieple (Through friends)
2 Introductions to investors (Through friends)
3 Introductions to jobs (Through friends)
4 A translation company
5 Movie advice company
6 Teaching through Skype
7 AnyPerk (Offer discounts and perks to employees)
22. 1 Build a product no one wants
2 Don’t know how to attract customers to buy
23. The only thing that matters is product/market fit
- Marc Andreessen
24. You can always feel product-market fit
when it’s happening.
- Marc Andreessen
• The customers are buying the product just as fast as you can make it –
• or usage is growing just as fast as you can add more servers.
• Money from customers is piling up in your company checking account.
25.
26.
27. Social network
Facebook
Don’t know who is
going to be in my
class.
Harvard
Students
Personal invite
Don’t know who is
single.
Visit the website
Sign up on
website
Return to
website
Invite friends
Friend
invites
Landing
page
Messaging
Profiles
View classes
Search friends
Features
Message friends
Create profile
Register courses
Find out who are in
your classes
Look up friends of
friends
Search for people
at your university
Don’t know who
that person is
Friend invite
feature
28.
29. Black like me
Black like me
Burns and
Smelt terrible
Black
Female
Consumers
Formulas
developed for real
ethnic hair
Not designed
For black hair
Meet with sales
person
Order product Reorder product
Face-to-face
selling
Sales pitch
Samples
Product to help
with perms and
curls
Maximum hair
Car protection
Uses natural oils
Repeat visits
Phone calls
30.
31. Retail shop
Jenny Button
Look great
at work
Career
women
Clothes for
international and
local career
women
No high quality
Fashionable
Executive wear
Visit store
Purchase
products
Tell their
friends
Retail
outlet
Sales pitch
Samples
Fashionable
Female
Executive clothes
Manufactured
In
Cape Town
Every collection is
sewn in house
Repeat visits
Retail
outlet
33. You can always feel when product-
market isn’t happening.
- Marc Andreessen
• The customers aren't quite getting value out of the product,
• word of mouth isn't spreading,
• usage isn't growing that fast,
• press reviews are kind of "blah",
• the sales cycle takes too long,
• and lots of deals never close..
38. 1 Have a problem
2 Trying to solve it
3 Spent time or money
1 Have a problem
2 Want it solved
1 Have a problem
39. Overweight people
spending money on
trainers, diets, exercise
programmes, etc.
Overweight people
trying to lose weight on
their own with no help.
Overweight
people that
have no interest
in losing weight.
Exercise
App
40.
41. EveryoneH
Start with an early adopter market
Elite
Universities
US
Universities
All
Universities
42. Step 1:
Guess who you think your early
adopter customer will be.
Easy to reach - Big pain - Ability to pay
44. Corporate
employees looking
to start a business.
IGNITOR
Task (5 MINS)
1 Brainstorm potential customer segments.
2 Choose the customer segment you believe is your early adopter.
3 Place it on your canvas.
4 Return to your seats asap.
Hint: Choose a market with the biggest pain, is easy to reach and will pay.
53. Corporate
employees looking
to start a business.
IGNITOR
Scared of failing.
Don’t find
corporate work
meaningful.
Need help ensuring
the business will
succeed.
Task (5 MINS)
1 Brainstorm different customer goals and problems
2 Write the biggest customer problems and goals on a sticky note
3 Place the biggest customer problems and goals on the canvas
4 Return to your seats asap.
64. “I can’t believe I have wasted a year building something
that will never make money. F@#k!”
65. How to conduct a problem interview
INTRODUCE
INDICATORS
INTERVIEW
INVITE
Reminder: 4Is
66. How to conduct a problem interview
INTRODUCE yourself
i.e. My name is [name] I am doing market research for a startup and I was wondering if I
could take 5 minutes of your time.
Check customer INDICATORS
i.e. Ask questions to test if they are in your target market.
Conduct INTERVIEW
i.e. Story, Challenge, Solution.
INVITE them to meet with you again.
i.e. Ask if they would be interested in seeing the product and giving
feedback when it is done.
68. What questions to ask?
SOLUTION:
3. What if anything have you done to solve the problem?
3.2 What was not ideal about the solution?
CHALLENGE:
2. What was most challenging about that? What frustrations or problems did you encounter?
STORY:
1. Tell me a story about the last time you
(describe the goal they are trying to achieve)?
69. What questions to ask?
SOLUTION:
3.1 What if anything have you done to solve the problem?
3.2 What is not ideal about that solution?
CHALLENGE:
2. What was most challenging about that? What frustrations or problems did you encounter?
STORY:
1. Tell me a story about the last time you tried to get advice or help with starting your
business?
70. How do you conduct a problem interview
1 RAPPORT
2 CUSTOMER INDICATOR
3 GIVE CONTEXT
4 PROBLEM QUESTIONS X3
5 WRAP UP
6 REFERRALS
7 THANKS
71. Write your problem interview script (10 mins)
INTRODUCTION:
Introduce yourself and set the context.
Customer INDICATOR:
What questions / observations will tell you if they are a potential customers?
INTERVIEW:
STORY:
Tell me a story about the last time you (describe task they are trying to achieve)?
CHALLENGE:
What was most challenging about that? Why was that challenging?
SOLUTION:
What if anything have you done to solve the problem? Why did you dislike that solution?
INVITE:
We are actually developing a solution [mention their biggest problem]. Can I contact you if we develop a
solution?
73. Problem
interviews
Corporate
employees
looking to start
a business
Startup
Events
10
Interviews
Sought advice
or help with
starting the
business
7 / 53
Sought advice
or help
Most people
don’t spend a
lot of money
on seeking
help
Look for
sponsors and
offer the
programme for
free
76. Problem &
Solution
interviews
Nurses
Hospital
Visit
Interview
58
Nurses
Said they
would want to
use it
92%
Said they
wanted it
Nurses want
this product
Keep going.
Talk to decision
makers at the
hospital
Problem &
Solution
interviews
Hospital
Administrations Hospital visits
Interview
10
Administrators
Interested
In purchasing
0 / 10
Were
interested in
buying
User is not the
customer
Pivot
Problem &
Solution
Interview
Moms
Baby shops
Interview
105 moms
Would they
purchase
96%
Interested in
purchasing
Mom’s are
excited about
the product
Develop
Prototype
77. Video &
Landing page
Mom’s Media
1000
Online ads
Leave email on
landing page
477 emails
Big demand for
the product
Keep going
Interviews
Mom’s Visit baby
Stores
Interview
139 customers
Most they
would pay
Average pricing
$182
They would
Pay more
Raise
prices
Landing
Page
Price test
Website
Visitors
Website +
Online ads
1130
Click on
Buy button
Max Profit
$299
It is more
Profitable to
raise prices
Select price
78.
79. Before you leave
1 Filled in Customer, Problem
2 You have a plan to talk to customers tomorrow
3 You have written up your interview script
87. Interview tips
• Get psyched to hear thing you don’t want to hear
• Disarm “politeness” training
• Use the mom test (Behaviour not opinions)
• Listen, don’t talk
• Encourage but don’t influence
• Parrot back to confirm
• Say thank you
98. Paul Smith X X A bigger problem was having no time!
XX X
X X
X X X
Mark Briggs
Sipho
Ndlovu
Michael
Mandy
Greg
Linda
Julian
Richard
Siya
X
X
Older customers
Lived in a rural area!
99. Problem
interviews
Corporate
employees
looking to start
a business
Startup
Events
10
Interviews
Sort advice or
help with
starting the
business
3 / 10
Sort advice or
help
Most people
don’t spend a
lot of money
on seeking
help
Look for
sponsors and
offer the
programme for
free
100. CAN YOU… find early adopters?
1 Do 1 round of interviewing
2 Write up actual results
3 Analyze what you have learned
- New customer definition
- New customer problem
- New channel
2 / 10
Spent money
trying to solve
the problem
101. 2 / 10
Spent money,
time or effort
10 / 10
Spent money,
time or effort
1 What was different about customers that had the problem?
2 Is there a bigger problem worth solving?
3 Should you try targeting a different customer segment?
4 Should you try a different idea?
102.
103. Interview customers
• Get out of the building
• Conduct customer interviews (Phone or face-to-face)
• Aim to do at least 10 interviews (Ideally 20 interviews)
• Aim to run and analyse 2 experiments
• Next presentation at 16:00
• Feel free to ask for help from Justin or Paul after each round of
interviews
108. Create customer interview plan:
Put together a plan to speak to at least 10 customers tomorrow morning:
1. Friends and family (Facebook, Linkedin, Email, Cell phone)
2. Social media (Twitter, Facebook, Google, LinkedIn)
3. Online ads (Twitter, Facebook, Google, LinkedIn, OLX, Gumtree)
4. Similar services (Competitor products, Products / services you use before/after)
5. Events (Conferences, Sporting events, Seminars, Meetups)
6. Bored people (Waiting in lines, Gautrain, Bus stops, Taxi ranks)
7. Cold calling (LinkedIn, Facebook, Google)
8. Public spaces (Events, Parks, conferences, Airports)
110. Task (5 MINS)
1 Brainstorm 5 different channels (Ways to find your customer)
2 Select the best channel.
3 Place your Channel / Experiment 1 column.
4 Return to your seats asap.
Customer
problem
Customer
problem
Customer
problem
Customer
problem
Customer
problem
Customer
problem
Channel
Channel
Channel
Channel
Channel Channel
Editor's Notes
The founders believed it would revolutionize transport and get the wealthy to trade in their BMWs.
Instead security guards and tour guides were about the only market besides R380 million in startup capital.