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Rene Bastijans
Coach, Mentor & Consultant
Lean Startup advocate
@renebastijans
http://fforward.me/
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Agenda1. Welcome & introductions
2. Quick recap from last session
3. Introduction to the Experiment Board
4. Practical exercise
5. Methods for testing
6. Finding customers
7. Talking to customers
Lean Startup
“Lean Startup is a [continuous] process of validating and invalidating your assumptions as quickly as possible to discover and deliver what people actually want.”
Ryan Hoover, Founder at Product Hunt
Learnings from Lean Canvas presentations
Customer segments:
• Be more descriptive
• Include all stakeholders but don’t go overboard
• Focus on “early adopters” who are already trying to solve their problem
Revenue Streams & Cost Structure:
• Add detail, e.g. numbers (ball park)
Learnings from Lean Canvas presentations
Existing alternatives (Problem):
• Research, research, research
• “Doing nothing” is a valid alternative
The Lean Canvas is just a starting point in your journey!
https://medium.com/startup-lesson-learned/going-from-failure-to-50-paying-clients-with-the-lean-startup-b63b3e7e57c4#.b3iflicdo
Examples of good hypotheses
Your experiment hypothesis
“We believe that [number] out of [number] [customer segment] have [need or problem].”
Minimal Viable Product“The minimum viable product is that version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort.”
Eric Ries
OR:
“The goal of an MVP is not to launch the first version of a product. It’s simply to start gathering feedback and observing users actually interacting with something. This distinction is critical.”
Thor Ernstsson, Alpha UX
How to find your customers
• Personal introductions from friends, family or this meetup group!
• Landing page with survey
• Groups on LinkedIn, Quora, twitter etc.
• Go where your early adopters already are!
Doing it right• Deflect complements. • Anchor fluff • Dig beneath ideas • Talk about their life, NOT your solution! • Talk about specific events in the present &
past • Look for emotions (frustration, excitement) &
things they care about
Interview script example
https://docs.google.com/document/d/11HG9V5toU5Js1UlMwXzKYQ8P4ggw4dwWJbvaGbjLR-s/edit User Interviews - http://www.userinterviews.co/
When to stop
• After you have completed your experiment’s target sample size
• When you no longer hear things that surprise you
• When there is no more incremental learning