David Telleen-Lawton, UC Santa Barbara - Technology Management Program , @DTLinSB
This talk will focus on the down and dirty details of setting up meetings for Customer Discovery. The mindset you need, combined with specific tactics on how to will be discussed. Having set hundreds of B2B and B2C discovery meetings over the years, Telleen-Lawton has employed every stall tactic and excuse to delay reaching out and setting these meetings. He’ll show you how to avoid them and get on the fast track to a bull’s-eye product and a sustainable business model…or the realization that time would be better spent on a different idea.
Ariana Friedlander, Rosabella Consulting, LLC , @arianaf
Do you struggle connecting with your customers? Having a hard time getting valuable insights from your customers? Tired of running experiments that don’t give accurate pass/fail indicators? In this hands-on interactive session, Ariana will help you move past those limitations by sharing her unique co-creational approach. At the end, you will walk away with a well crafted line of inquiry so that you may conduct more effective experiments while building your community of supporters.
Recording available here: https://youtu.be/zZVoo5AbANI
As technologists, we love to build things. And we sometimes forget that our customers (or potential customers) don’t care about what we’re building-- they care about what they’re building, doing, or feeling. In this talk, we’ll explore methodologies that help us continually focus on our customers’ needs, building just enough to learn and iterate towards their desired outcomes.
As technologists, we love to build things. And we sometimes forget that our customers (or potential customers) don’t care about what we’re building. They care about what they’re building, doing, or feeling. In this talk, we’ll explore methodologies that help us continually focus on our customers’ needs, building just enough to learn and iterate towards their desired outcomes. Coming away from this, you’ll have a few more tools in the toolbox for your lean startup.
Ariana Friedlander, Rosabella Consulting, LLC , @arianaf
Do you struggle connecting with your customers? Having a hard time getting valuable insights from your customers? Tired of running experiments that don’t give accurate pass/fail indicators? In this hands-on interactive session, Ariana will help you move past those limitations by sharing her unique co-creational approach. At the end, you will walk away with a well crafted line of inquiry so that you may conduct more effective experiments while building your community of supporters.
Recording available here: https://youtu.be/zZVoo5AbANI
As technologists, we love to build things. And we sometimes forget that our customers (or potential customers) don’t care about what we’re building-- they care about what they’re building, doing, or feeling. In this talk, we’ll explore methodologies that help us continually focus on our customers’ needs, building just enough to learn and iterate towards their desired outcomes.
As technologists, we love to build things. And we sometimes forget that our customers (or potential customers) don’t care about what we’re building. They care about what they’re building, doing, or feeling. In this talk, we’ll explore methodologies that help us continually focus on our customers’ needs, building just enough to learn and iterate towards their desired outcomes. Coming away from this, you’ll have a few more tools in the toolbox for your lean startup.
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
Teresa Torres, Product Talk, @ttores
In this session, you’ll learn how to create shared context so that everyone on your team knows how to prioritize your experiments. You’ll also learn about two common Lean Startup mistakes and how to avoid them. Come prepared to work through a mini case study.
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)
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
BA and Beyond 19 - Jonas Van Poucke - We stopped doing projectsBA and Beyond
Since the 50's people have used projects as a way to fund and organize software development. Teams are formed to work on temporary, development-focused projects which are approved though some sort of business case. The entire focus is on output: getting the project done in scope, in time and on budget. The rare project that meets these constraints can however still produce a crappy product: it does not achieve the necessary outcome (benefits to the user).
This is different with a product mindset. The focus is not on the output (getting features out), but on achieving the best possible outcome for the end user. A product mindset focuses on detecting and solving problems, and adapting when new ones emerge. Teams are given problems to solve instead of a list of solutions to implement. Product teams focus on maximizing customer value.
In this talk, I explain why we favor products over projects and delve deeper into the benefits and challenges of a product mindset.
Dropsuite is a global software platform that enables SMEs in over 100 countries easily backup, recover and protect their digital assets. What’s the secret to Dropsuite’s success so far? One of the main reasons for our rapid growth and credibility within the business backup sector can be attributed to the “engineering-first” culture we’ve fostered within our organization.
Get out of the way! The Product Manager's Identity Crisis | Mitchell GillespieProduct Tank Toronto
PT Toronto #21: Mitchell Gillespie (Director of Product Management at Wave HQ) shares his talk “Get out of the way! The Product Manager's Identity Crisis."
Qualitative Intelligence: The art of qualitative data turned powerful insight...Product Tank Toronto
PT Toronto #26: Mitchell Gillespie (Director of Product Management at Wave HQ) shares his talk “Qualitative Intelligence: The art of qualitative data turned powerful insight."
Intelligence is defined as "the ability to acquire and apply knowledge." When it comes to leveraging qualitative insight the difficult and consistent fallacy of any person acting as the Voice of the Customer is a struggle to successfully "acquire" and "apply" without hours of tedious, painful, and isolated effort. Every audience member will leave the talk understanding how to assess/score their organization's ability to acquire and apply qualitative insight by reflecting on 4 critical dimensions (with recommended approaches):
1. People & Teams
Is your cross-functional organization participating in building qualitative insight?
2. Strategic Frameworks
Is your cross-functional organization using appropriate strategic frames of thinking to parse and isolate qualitative insight?
3. Automation & Facilitation
Is your cross-functional organization facilitating people's ability to easily capture, analyze, and share insight?
4. Tooling
Is your cross-functional organization using the appropriate tools to empower everyone in the company? (e.g. NomNom Insights)
Throughout this discussion Mitch will highlight his ideological belief in the power of qualitative insight, some hypotheses being experimented at Wave, and some examples of success he's experienced. Also, if you haven't caught on already, you'll also leave with the appreciation of how building qualitative intelligence is a team sport. Product departments alone (incl. product design) could never achieve optimal results without the participation of many other cross-functional peers.
Mitch is inspired by engaging with people who are passionate about making an impact in any shape or form. He believes internal optimism, grit, and resilience is critical to succeed in today's digital product industry. Currently, as the Director of Product Management at Wave, Mitch is responsible for supporting & sharpening the organization’s ability to deeply empathize and collectively solve the needs of the brave small business owner. As the number of competitive entrants grows Wave (and the product group specifically) is acutely focused on optimizing the strengths and motivations of every employee as a competitive advantage. Mitch has taught numerous 10-week cohorts at BrainStation in product management because he thoroughly enjoys every light bulb moment observed. When Mitch is not raving about Wave, customer’s pains, or the role of product managers you will likely find him lost in the backcountry of Algonquin Park or some beautiful mountain range.
Intersection18: When a Framework Meets a Roadmap, New Vistas Open - Curtis Mi...Intersection Conference
Presented at Intersection18 Conference - intersectionconf.com
A Dive into Delivering Strategic Value To Business And Customers
Enterprises face constant pressure to innovate on their products and services, while also adapting and evolving their organizational cultures. Despite an array of methods and approaches, there is a disturbing rate of poor performance and an even poorer success rate at balancing innovation across short, medium and long-term time horizons. The need to deliver more products or features and business changes in quicker cycles, has resulted in excessive focus on short-term innovation, and sometimes the delivery of the wrong things faster.
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!
Quick introduction to the lean startup. Covers the basic ground for customer development, build measure learn loops and the MVP. Contact us for training: franck@tangostart.com
Many organizations struggle to use an approach like design thinking for innovation. Some fear that its open-ended character does not produce actionable outcome, others do not find internal buy-in. We have 6 hands-on tips and strategies how to convince your organization to give it a try.
Intuit Immersion Workbook: Design with Emotion Intuit Inc.
Designing with emotion: a field workbook from Intuit. Immersion is about using emotional design to create awesome customer experiences. The workbook includes
an overview of Design for Delight (D4D), a message from Intuit President and CEO Brad Smith, and immersion activities to complete.
Laura Klein, Users Know , @lauraklein
Most founders want to build a billion dollar business, but they sometimes forget that giants like Facebook didn’t start out as giants. In this talk, Laura Klein, author of UX for Lean Startups, outlines some of the most important strategies that companies used to build and learn before they grew. .
Amanda Richardson, HotelTonight , @amandarich01
Amanda Richardson, VP of Product for last minute booking app Hotel Tonight joins us to talk about how they’re reinventing hotel booking, and the travel experience, for the mobile era.
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
Teresa Torres, Product Talk, @ttores
In this session, you’ll learn how to create shared context so that everyone on your team knows how to prioritize your experiments. You’ll also learn about two common Lean Startup mistakes and how to avoid them. Come prepared to work through a mini case study.
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)
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
BA and Beyond 19 - Jonas Van Poucke - We stopped doing projectsBA and Beyond
Since the 50's people have used projects as a way to fund and organize software development. Teams are formed to work on temporary, development-focused projects which are approved though some sort of business case. The entire focus is on output: getting the project done in scope, in time and on budget. The rare project that meets these constraints can however still produce a crappy product: it does not achieve the necessary outcome (benefits to the user).
This is different with a product mindset. The focus is not on the output (getting features out), but on achieving the best possible outcome for the end user. A product mindset focuses on detecting and solving problems, and adapting when new ones emerge. Teams are given problems to solve instead of a list of solutions to implement. Product teams focus on maximizing customer value.
In this talk, I explain why we favor products over projects and delve deeper into the benefits and challenges of a product mindset.
Dropsuite is a global software platform that enables SMEs in over 100 countries easily backup, recover and protect their digital assets. What’s the secret to Dropsuite’s success so far? One of the main reasons for our rapid growth and credibility within the business backup sector can be attributed to the “engineering-first” culture we’ve fostered within our organization.
Get out of the way! The Product Manager's Identity Crisis | Mitchell GillespieProduct Tank Toronto
PT Toronto #21: Mitchell Gillespie (Director of Product Management at Wave HQ) shares his talk “Get out of the way! The Product Manager's Identity Crisis."
Qualitative Intelligence: The art of qualitative data turned powerful insight...Product Tank Toronto
PT Toronto #26: Mitchell Gillespie (Director of Product Management at Wave HQ) shares his talk “Qualitative Intelligence: The art of qualitative data turned powerful insight."
Intelligence is defined as "the ability to acquire and apply knowledge." When it comes to leveraging qualitative insight the difficult and consistent fallacy of any person acting as the Voice of the Customer is a struggle to successfully "acquire" and "apply" without hours of tedious, painful, and isolated effort. Every audience member will leave the talk understanding how to assess/score their organization's ability to acquire and apply qualitative insight by reflecting on 4 critical dimensions (with recommended approaches):
1. People & Teams
Is your cross-functional organization participating in building qualitative insight?
2. Strategic Frameworks
Is your cross-functional organization using appropriate strategic frames of thinking to parse and isolate qualitative insight?
3. Automation & Facilitation
Is your cross-functional organization facilitating people's ability to easily capture, analyze, and share insight?
4. Tooling
Is your cross-functional organization using the appropriate tools to empower everyone in the company? (e.g. NomNom Insights)
Throughout this discussion Mitch will highlight his ideological belief in the power of qualitative insight, some hypotheses being experimented at Wave, and some examples of success he's experienced. Also, if you haven't caught on already, you'll also leave with the appreciation of how building qualitative intelligence is a team sport. Product departments alone (incl. product design) could never achieve optimal results without the participation of many other cross-functional peers.
Mitch is inspired by engaging with people who are passionate about making an impact in any shape or form. He believes internal optimism, grit, and resilience is critical to succeed in today's digital product industry. Currently, as the Director of Product Management at Wave, Mitch is responsible for supporting & sharpening the organization’s ability to deeply empathize and collectively solve the needs of the brave small business owner. As the number of competitive entrants grows Wave (and the product group specifically) is acutely focused on optimizing the strengths and motivations of every employee as a competitive advantage. Mitch has taught numerous 10-week cohorts at BrainStation in product management because he thoroughly enjoys every light bulb moment observed. When Mitch is not raving about Wave, customer’s pains, or the role of product managers you will likely find him lost in the backcountry of Algonquin Park or some beautiful mountain range.
Intersection18: When a Framework Meets a Roadmap, New Vistas Open - Curtis Mi...Intersection Conference
Presented at Intersection18 Conference - intersectionconf.com
A Dive into Delivering Strategic Value To Business And Customers
Enterprises face constant pressure to innovate on their products and services, while also adapting and evolving their organizational cultures. Despite an array of methods and approaches, there is a disturbing rate of poor performance and an even poorer success rate at balancing innovation across short, medium and long-term time horizons. The need to deliver more products or features and business changes in quicker cycles, has resulted in excessive focus on short-term innovation, and sometimes the delivery of the wrong things faster.
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!
Quick introduction to the lean startup. Covers the basic ground for customer development, build measure learn loops and the MVP. Contact us for training: franck@tangostart.com
Many organizations struggle to use an approach like design thinking for innovation. Some fear that its open-ended character does not produce actionable outcome, others do not find internal buy-in. We have 6 hands-on tips and strategies how to convince your organization to give it a try.
Intuit Immersion Workbook: Design with Emotion Intuit Inc.
Designing with emotion: a field workbook from Intuit. Immersion is about using emotional design to create awesome customer experiences. The workbook includes
an overview of Design for Delight (D4D), a message from Intuit President and CEO Brad Smith, and immersion activities to complete.
Laura Klein, Users Know , @lauraklein
Most founders want to build a billion dollar business, but they sometimes forget that giants like Facebook didn’t start out as giants. In this talk, Laura Klein, author of UX for Lean Startups, outlines some of the most important strategies that companies used to build and learn before they grew. .
Amanda Richardson, HotelTonight , @amandarich01
Amanda Richardson, VP of Product for last minute booking app Hotel Tonight joins us to talk about how they’re reinventing hotel booking, and the travel experience, for the mobile era.
Talking to Humans: Success Starts with Understanding your CustomersLean Startup Co.
Frank Rimalovski, New York University, @rimalovski
While most entrepreneurs understand that “getting out of the building” is a core tenet of the Lean Startup, many still struggle to effectively conduct the kinds of interviews and experiments that will lead to the insights they seek (and need). In this hands on workshop, you’ll be guided through the process of securing, conducting and synthesizing early customer discovery interviews.
Lean Startup Accelerator for Enterprises to Create New BusinessesLean Startup Co.
Takashi Tsutsumi, Learning Entrepreneur's Lab , @t_tutu
Masato Lino, Learning Entrepreneur's Lab , @Craque
Learning Entrepreneur’s Lab is a Lean Startup accelerator for a variety of enterprises in Japan, ranging from a top-notch consumer electronics company to an industrial equipment manufacturer to the leading company in the food and beverage industry. In their presentation, Takashi and Masato will share lessons learned and a case study of how Lean Startup Accelerator is conducted in Japan.
Poornima Vijayashanker, Femgineer , @poornima
Are you busting at the seams with ideas for that next great software product, but feel overwhelmed trying to figure out how to bring those ideas to life? Perhaps you’re feeling stuck and bombarded by the questions in your head asking things like, “Is this idea really any good?” or “Will it attract paying customers?”, or “How in the world do I go about recruiting the right talent who can successfully help me ship a product?”. Entrepreneur, engineer, author, and speaker, Poornima Vijayashanker, will teach you how to tackle these questions and beyond. Channeling her experience as the founding engineer of mint.com, and launching BizeeBee and Femgineer, Poornima has developed a proven step-by-step process for successfully shipping the idea or ideas you’ve been dreaming about. She has shared her expertise and insights with entrepreneurs of various backgrounds around the world, lectured at her Alma Mater, Duke University, and served as the Engineer-in Residence for 500 Startups, a top accelerator in Silicon Valley. From her book, How to Transform Your Ideas into Software Products, Poornima will teach you how to: Validate your idea before you spend time and money on it; Talk to prospective customers without feeling awkward or pushy; and hire talented people to build your product for you.
Lean Media: Running Lean Programs For Multiple Media Brands, Kimberly Hicks, ...Lean Startup Co.
Media brands transitioned to digital at differing rates, each brand with a different need. As a result, technology was siloed, costs were duplicated and a unified methodology was non-existent.Simultaneously, consumers became accustomed to anytime anywhere digital access. In response, media technology had to be agile and responsive. These are some of the issues that Kimberly Hicks faced as the VP of Product Management at Viacom. She joins us at the Enterprise Summit to talk about how she motivated her team to think like a technology company and apply Lean Startup practices to innovate and solve some of their biggest challenges.
Amir Shevat, Slack, @ashevat
As product managers and founders we know failing can be a good learning experience – and that is true, unless you fail because of something common or stupid that could have been avoided by simple methodologies. Many times we simply make irrational product decisions that prevent us from actually running valuable experiments. Avoiding common mistakes and taking better product decisions, by using easy hacks, could make or break your product and startup. In this session we will go over a few common product failures, as well as demonstrate simple methods and tricks to avoid these failures.
Tomer Sharon, WeWork, @tsharon
Uncovering true user needs is one of the most challenging aspects of product development. Oh-so-many organizations develop products and services that nobody needs. The Experience Sampling Method is a simple research technique for uncovering user needs. In a typical Experience Sampling study, research participants are interrupted several times a day to note their experience in real time. In this talk, Tomer Sharon will demonstrate the method with conference attendees, show how it can help shape product roadmap priorities, describe how it serves as Google Search’s secret weapon, and demonstrate live, onstage data analysis.
Prerna Gupta, Telepathic , @prernagupta
Remember when companies would launch massive software projects without A/B testing? It sucked! Believe it or not, there is a multi-billion dollar industry that still produces products like that today. That industry is Hollywood. Join me as I explore the final frontier of analytics: creativity. Creative geniuses often have an aversion to incorporating data into the creative process. Creativity is driven by intuition, they argue, and cannot be analyzed. Data kills creativity! But this is a fundamental misunderstanding of analytics, which is costing Hollywood billions of dollars a year. In this talk, I’ll discuss some of Hollywood’s greatest big-budget flops, and how analytics could have saved them. I’ll also provide examples of how innovative storytellers are breaking with tradition and using Lean principles to create modern blockbusters for tremendous gain. Join me in discovering the role Lean Startup can play in revolutionizing Hollywood.
Vincent Thamm, Transavia , @Vincent_Thamm
This presentation looks at the learnings and challenges faced when Transavia started using Lean Startup to accelerate customer experience innovation, how we engaged the Transavia Management Team, how we scaled Lean Startup for other business ideas, how we combined different methods of work into a continuous innovation process and how we apply Lean Startup in an Open innovation context.
Lean Methodologies When the Organization is the ProductLean Startup Co.
Hillary Hartley, 18F, @hillary
Garren Givens, Presidential Innovation Fellows, @InnovFellows
Jen Tress, 18F/GSA, @jdtress
Noah Kunin, 18F - General Service Administration, @noahkunin
Nick Brethauer, 18F, @nbrethauer
Hillary Hartley offers an overview of 18F as a lean startup inside government with four case studies:
— Presidential Innovation Fellowship as a lean startup – Garren Givens, Director, PIF Program
— Hacking the Bureaucracy: Acquiring Talent – Jennifer Tress, 18F Talent Director
— Hacking the Bureaucracy: Deploying Software – Noah Kunin, 18F Infrastructure Director
— LeanUX for Organizational Growth – Nick Brethauer, 18F Designer
Bennett Blank, Intuit , @BlankBen
Mastering lean startup principles takes practice, but teaching an entire company how to do it at scale is a entirely different leadership challenge altogether. Meet Bennett Blank, who was responsible for scaling Lean Startup at Intuit. Bennett will share what he discovered along Intuit’s journey, and best practices for making the leap from individual ability to organizational capability. You’ll learn tips and tricks for leading change, transforming your organization and your career in the process.
Last week I gave a presentation to a packed room at CMX Summit, describing the tactics used to grow Product Hunt from a site with a few friends, into a community of hundreds of thousands of product-loving folks.
The Building Blocks of Community: The Story of Product Hunt (Presenting at #E...Ryan Hoover
This is a presentation I gave at the Everywhere Else Conference in Memphis, TN where I shared Product Hunt's story, tactics for building community, and advice for those looking to someday pursue their own startup.
Unfortunately, most of the context is missing without a recording of the talk but I spent a fair amount of time creating Snapchat art to accompany the deck that I have to share. :)
Building a Culture of Innovation: An Example from AgribusinessLean Startup Co.
Mark Bidwell, nowhere Digital, @markehb
The Financial Times called Syngenta the Apple of the agrochemical world. In an industry characterized by increasing regulation, long product life cycles and a small number of suppliers, what can be learned from the Lean Startup movement? The answer may surprise you. Mark Bidwell has extensive experience catalyzing and driving change in market-leading companies such as BP Oil and the Hay Group, and most recently in Syngenta, where he led the creation and development of a global $2bn Specialty Crops business unit. He recently became CEO of nowhere digital, a powerful platform that enables better, more productive meetings… by design.
Zach Nies, Techstars , @zachnies
Rachel Weston Rowell, CA Technologies , @RachelAWeston
You know that Lean Startup techniques have helped your company move forward, and you know your competitors are successfully using those same techniques. To stay ahead of the competition, you need to find new ways to accelerate your company. The key is to use Lean to balance exploration and operation within your company. In this experience report, Zach Nies and Rachel Weston Rowell will share techniques and stories from startups to large organizations that have accelerated their growth by applying Lean thinking to how they operate their company and how they explore through uncertainty.
Phil Dillard, Black Ant, @PhilD0210
The objective of the Lean Startup 101 training is to introduce the concepts, terminology and approaches — and, to help organizations overcome resistance accepting the new approach so that exploration and learning can begin. This practical, interactive session will provide a solid foundation for advanced sessions, including the Lean Startup 201 & 301. This training is designed for practitioners in both the enterprise and in startups who are relatively new to the Lean Startup approach or who are seeking a quick refresher. Lean Startup 101 is a perfect way to kick off your week of Lean Startup!
Thanks to Lean Startup Co.’s law firm, Orrick, for being the sponsor for this track.
Harvard Business Review’s Digital TransformationLean Startup Co.
Eric Hellweg, Harvard Business Review , @ehellweg
Eric Hellweg, HBR’s Executive Director of Product Management and Digital Strategy, will discuss how the team at HBR has transformed the brand from a primarily print product to one with digital at its core, using lean principles and by instilling a “product management mindset” –and a true product management function—inside this traditional media organization.
Mark Little, GE
As GE’s Chief Technology Officer and Leader of GE’s nine Global Research Centers, Mark Little embraced the Lean Startup methodology to improve business outcomes. Mark will describe specific examples where he helped the organization use Lean Startup to help drive speed and innovation with cross functional teams across GE.
How Staying Lean Made Us Big, Michael Perry, ShopifyLean Startup Co.
Michael Perry, founder of the innovative virtual employee Kit, grew his business from a small team housed in a 200-sq ft space (in the back of a law firm) to a company acquired by Shopify. He leads a dynamic presentation about what it’s been like on both sides of the table.
LSC 2015: The Nitty Gritty of Setting Up Customer Discovery MeetingsSean Murphy
If you missed David Telleen-Lawton's session The Nitty Gritty of Setting Up Customer Discovery Meetings at The Lean Startup Conference 2015, he shared the down and dirty details of setting up meetings for Customer Discovery. Having set hundreds of B2B and B2C discovery meetings over the years, Telleen-Lawton has employed every stall tactic and excuse to delay reaching out and setting these meetings.
How to Create a Remote Workforce Communication Plan for Your NonprofitTechSoup
Remote work is exciting, fun, and different from office work. Getting into communication rhythms and making sure your team is performing well is not always easy. In this webinar, Adam Walker from the digital agency Sideways8 shares what he learned from running a company for 10years that never had an office. He'll talk about how to think about remote work, the levels of communication to consider, and how to create a communications rhythm that will work for your team.
Cycles: The simplest, proven way to build your businessBryan Cassady
Scaling up is hard and deadly if done wrong. We would like to help you get it right.
A study by Startup Genome analyzed the results of 3,200 start-ups, they found that of the majority of start-ups failed. That shouldn’t come as a surprise to anyone. What is more important is they found, 70% failed because of premature or faulty scaling.
In this workshop, you learn about the ABCs method. The ABCs method is a system-based approach to growing your business. It has been proven to build ideas up to 6x faster while reducing risks 30-80%.
Final cycles overview jan 2019 with toolkitBryan Cassady
Scaling up is hard and deadly if done wrong. We would like to help you get it right.
This presentation introduces the ABCs method of innovation and provides toolkits you could use to grow fast while reducing riks
Details
A study by Startup Genome analyzed the results of 3,200 start-ups, they found that of the majority of start-ups failed. That shouldn’t come as a surprise to anyone. What is more important is they found, 70% failed because of premature or faulty scaling.
In this workshop, you learn about the ABCs method. The ABCs method is a system-based approach to growing your business. It has been proven to build ideas up to 6x faster while reducing risks 30-80%.
How to think like an entrepreneur involves a ton of stuff...way too much stuff! Welcome to my brain dump of skills and traits and all kinds of magic that make an entrepreneur successful.
One of the secrets to being successful in business, regardless of whether you want to be an intrapreneur or an entrepreneur, is design thinking. We must empathize with our audience, listen to them, gain insights from them, develop our product roadmaps around their feedback & continuing to rinse & repeat.
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Buying TA technology can be complex and often daunting.
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What you'll learn
Discover deep customer empathy for the customer’s problem (not the team’s solution)
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The Nitty Gritty of Setting Up Customer Discovery Meetings
1. The Nitty, The Gritty of Setting Up
Customer Discovery Meetings
Prepared for
Lean Startup Conference 2015
18 Nov 2015
David Telleen-Lawton
Career Development Manager
Technology Management Program
UC Santa Barbara
DTL@TMP.UCSB.edu
2. Problem to Solve
“I still (after all these years) still find talking to
customers the hardest. I always come up with
reasons why I don't have to.”
Eric Ries,
22 October 2015, Live Chat, The Leader’s Guide
4. Setting Up Meetings
Proper mindset
1. Believe prospects are rational
2. Adopt a discovery sales approach
3. Be the puzzle master
A few skills and techniques
1. Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
6. BS & MS Industrial Engineering (Stanford)
P&G then 9 Startups since 1980
Learned My Craft at Frank H. Robinson & Co.
• Market Validation (1987 – 1993)
• F500 companies, startup companies
• hardware, software, services
• B2B, some B2C
Later for Non-profits, Educational Institutions
Why Me?
7. Setting Up Meetings
Proper mindset
1. Believe prospects are rational
2. Adopt a discovery/diagnostic sales approach
3. Be the puzzle master
A few skills and techniques
1. Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
8. 1. People are Rational
You solve a problem I
have, I’ll make time to
talk to you.
I will tell you what we
need.
We want your candid
answers.
If we DO solve an
important problem for
you, we’ll be back to ask
for the order.
9. Implications of Rational
IF: Their lack of interest
doesn’t make sense?
THEN: Wrong person,
missing data,
something hidden on
one or both sides
10. Setting Up Meetings
Proper mindset
Believe prospects are rational
2. Adopt a discovery/diagnostic sales approach
3. Be the puzzle master
A few skills and techniques
1. Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
11. 2. Adopt Sales Model
“We’ve reversed the traditional process:
design, build, sell.
We sell, design, and build and that has
saved us from innumerable problems.”
-- C. Scott Holt, VP Marketing, Connor Peripherals (mid-
80’s)
12. Sales & Marketing Team
Customer Development Phases
Surprises
Engineering Team
Product Development Phases
Idea
1st Customer
Ship
Brea
k
Even
Fix the problems
Integrated Product and Customer Development
Your team hops into your time machine
Frank H. Robinson & Co. 1995 Copyright – used by permission - Adapted
Surprises
13. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
3. Be the puzzle master
A few skills and techniques
1. Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
16. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
Be the puzzle master
A few skills and techniques
1. Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
17. 1. Simple Script
What THEY are thinking…
Who are you and why are you calling ME?
What do you want from me?
What YOU need to do…
Create interest: focus on problem/benefit (mtg)
Sense of urgency (deadline for meeting)
18. Hello, Frank? My name is David Telleen-Lawton
and I’m part of the founding team at Lastline in
Santa Barbara.
Simple Script
19. We are working to solve the problem that
malware can sneak onto your network,
onto your servers, and onto your computers
…despite the best layered-defense.
Our solution will help you sleep at night, knowing
no malware is lurking on your network.
Simple Script
20. We are in the early stages of product
development
-- we’re still developing the solution –
I am calling YOU to find out who on your team is
the right person to discuss whether an additional
layer of malware defense would be beneficial for
your network security.
<pause to allow to answer>
Simple Script
21. Simple Script
Do you have your calendar close by?
I have my team together next week on Thursday.
We have a slot open at 10:30 in the morning or
3:30 in the afternoon.
Do either of these work for you?
22. 1. Simple Script
What THEY are thinking…
Who are you and why are you calling ME?
What do you want from me?
What YOU need to do…
Create interest: focus on problem/benefit (mtg)
Sense of urgency (deadline for meeting)
23. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
Be the puzzle master
A few skills and techniques
Simple script
2. Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
24. 2. Start at the Top
CEO, VPs are often more available
More open and candid
Assistant helpful 95% of time
Referral down (carries weight) vs. referral up
25. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
Be the puzzle master
A few skills and techniques
Simple script
Start at the top
3. Batches of Meetings
4. Plan the work and work the plan
26. 3. Batches of Meetings
Start with friendlies…Just in time priorities
Meet their team with your team
Meet, discuss, re-target, repeat
27. 3-5 < 30
Number of Interviews
C
L
A
R
I
T
Y
When Are You Done?
28. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
Be the puzzle master
A few skills and techniques
Simple script
Start at the top
Batches of Meetings
4. Plan the work and work the plan
29. 4. Make It a Priority
Clear your calendar; Clear team’s calendar
Keep track of your calls
Limit the number of open threads (5-8)
30. Setting Up Meetings
Proper mindset
Adopt a discovery/diagnostic sales approach
Believe prospects are rational
Be the puzzle master
A few skills and techniques
Simple script
Start at the top
Batches of Meetings
Plan the work and work the plan
31. Are you
ready and energized
to make 8 – 12 calls and
set up 4 - 6 meetings?
31
33. Calling Pattern
TYPICAL ACCOUNT:
Day One: Call a few times in AM and PM, then VM at
end of day, accompanied with email msg.
(Working two to ? Possibilities)
Day Three: Try again directly, then send follow-up
email message (forwarding original message)
Day Five or Six: Try calling once more, email
showing urgency.
34. Calling Pattern
VERY IMPORTANT ACCOUNT:
Day One: 4-6 times a day (if no gatekeeper), do not
leave voice mail message, two or three days, figure out
if on vacation.
Day Two thru Six: same as Day One. Check whether
vacationing, assistant
Day 7: Leave voice mail message and send email
message as with regular account
35. Simple Script
<getting the DMT>
I’m going to have our founding team…our CEO,
our head of engineering, and our product
manager with me. Who are the right people to
have on your side?
36. <as needed>
This is an opportunity for you to put your
fingerprints on our design to help make sure it’s
a bull’s-eye for your situation.
Are you the right person to for me to contact?
Simple Script
37. Simple Script
<how long will this take?>
Our slides take 20 to 25 minutes, but we find with
discussion that our meetings last about an hour.
<stop talking…you answered the question>
Even though an hour is probably enough, can you
reserve the conference room for two hours? That
way if we’re in the middle of a good discussion,
we do not have to give up the room.
38. Simple Script
<tell me more or what did you have in mind>
I was hoping that when I have my team together
next Thursday, we could come to your offices and
learn about your current network security, tell you
about our new layer of defense, and together
determine if we are building a bull’s-eye for you or
what we need to change to address your unique
network security needs.
40. Market Matrix
Too Expensive
Fighting Malware
Worried About
What Can’t See
Employees/Partner
s Outside Firewall Meeting Regulatory
Requirements
Banks
Under HIPAA
Regulation
Consumer
Product Mfgr.
Other CIO
Solutions
Chumash
Casino
Citrix
Online
California
Svgs & Loan
County
Bank
Cottage
Hospital
Pueblo
Radiology
Walking
Company
East
Bank
Wachovia
Editor's Notes
Welcome!
My name is David Telleen-Lawton…and if you are here to hear about The Nitty, the Gritty of Setting up Customer Discovery Meetings, then you are in the right place.
When Eric and team invited me to share the most important elements of what has made me successful over the last three decades…yes three decades…well before Lean had been birthed…I was delighted.
Thank you for honoring me with choosing this talk this morning.
This talk is for those who have never set up Customer Discovery Meetings, for those who are stalled or stuck setting up meetings, and for those that are interested in improving their technique or confidence.
I’m going to show you how I do it…what works for me…and I’m confident you will find much of what I say will work for you.
20 minutes allows me to hit the important points in a crisp, fast-paced, presentation…with 10 minutes of Q&A to follow.
May I suggest you listen for several things that are very different than the conventional, book learning guidance. The difference of experience over the decades…
Let’s get started.
Before we go any further…Let’s not forget our doctrine…the founding principal. Why we want meetings.
We all believe or are leaning about the magic of getting out of the building and meeting with prospective customers as early as possible in the product development cycle.
This is the Gateway to Customer Discovery and creating your business model.
It’s used for everything: not just features, but markets, distribution channels, marketing messages
It works because you are climbing into a time machine with your co-pilots and visiting the future, the future a time when you DO have a product in order to understand what you need to deliver in order to HAVE a product others want.
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you get more of the right meetings with less anxiety and less effort per meeting.
www.ProductDevelopment.com
5.5
Not good enough for me to just know what to do…I want to understand why it works so I know when it works.
One went public, four were purchased (ACC, Cogent, Mindflash, Redspin), one is going in name only (VIMAtech), one can still make me rich (Lastline), and working with MTM can still make me famous
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
…and that’s where I’m going to start talking about Proper Mindset.
Number one, adopt a sales approach. Unfortunately, sales often gets a bad rap…and do you know why that is?
Well, it’s because there are a lot of bad apples that have found they can hide in poorly run sales organizations.
Number 2: Know that in nearly 100% of the cases, the people you are talking to are rational and want you to solve their important problems.
Number 3: Recognize this is not a test of your telephone and email skills…this is about detective work and solving simultaneous equations. It’s fun to learn how the world works and how people make decisions.
Let’s look at each one of these in a bit more detail.
Hemorrhaging cash because of malware
Why want to be Beta
Let’s talk about the Proper Mindset and start with believing prospects are rational.
Scott Holt gave this quote back in the mid-1980s when he was part of the team that created what was the fastest growing company to $100 million of revenue of some such metric.
Can you hear the foreshadowing to Lean?
Scott Cook of Intuit was another leader in the 80’s that talked about sitting down with paying users.
Here’s how Frank and I described the process to our prospective clients. I think the message is still strong and clear today.
It’s the pushing through to getting a prospect to
Notice a few things:
* Surprises still happen
Development is not slowed down, in fact it is accelerated if you are measuring when you can ship a product people will buy
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
Right Message, Right Target, Right Problem
Sleuthing
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
I say script, because it’s written out and you will use it when you call…yes call, your target.
Miraculously, it’s basically the same script as the voice mail message you leave and the followup email message you send…and it’s so simple it will roll off your toungue after using it a few times.
Geography is important
Notice we addressed all of these very succinctly.
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
The real speed bump is not having meetings.
Full dress rehearsal
Just in Time
Be more specific…commonality
Unconscious bias
Targeting
Right church, wrong pew
Right church, right pew
Ripe fruit, lowest branches
Talk
Who else should I talk to?
SHOW WAVES
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
Necessity is the mother of all invention
Frustration is the mid-wife
My talk has two main parts…I’m going to talk about the proper mindset…and then about a few skills and techniques that will increase your success…and in turn help that mindset.
My talk today is designed to help you with…how to get more of the right meetings with less anxiety and less effort per meeting.
www.ProductDevelopment.com
5.31
Don’t settle for guess -- be commited to find out
Work the process, easily distracted
Focus on problem and people closest to the problem
Even those with an online product need to engage in Customer Discovery meetings. Perhaps you have gotten “users” with social media, to really understand your business, you need to speak with these users directly. You cannot do this remote control.