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GRAND CENTRAL TECHAPRIL 23, 2015
STARTUP EXPERIMENTS+ BUILDING FOR CUSTOMERS
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EXPERIMENTS + UNDERSTANDING● How to talk to customers (the right way)
● How + Why to run experiments
● the core loop → Build, Measure, Learn
● Stuff that matters a ton○ Who your customers are (exactly)○ Revenue & Growth
● Integrating experimentation into team/company building
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PAGE 5Source: Chaione.com
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PAGE 6Source: Chaione.comSource: Mentorials.com
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PAGE 7Source: Chaione.comSource: StartupGrind
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PAGE 8Source: Chaione.comSource: Sport-Kid.net
CUSTOMERS
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PAGE 9Source: CityLibrary.net
GROWTH + REVENUE
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PAGE 10Source: Andrew Chen
TEAM + COMPANYBUILDING
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EYES ON → NORTH STAR
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Contact
twitter → @jacksonlindauer
email → [email protected]
help → sohelpful.me/jacksonlindauer
Reference Slides
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Hypothesis Formation
I believe (__specific action__) will result
in (__measurable outcome__)
by (__set date__)
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INTERVIEW TIPS● Embrace bad news (don’t “want to hear things...listen!)
● Encourage candor through dialogue and body language
○ Pay attention to theirs as well
● Ask OPEN-ENDED question about BEHAVIOR from their PAST
● Take rigorous notes
● Thank them and follow up (startup karma)
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INTERVIEW DON’Ts
● No Leading Questions
● No “would you” or future-related questions
● No product pitches or explanations
● NO SELLING!!!
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TEST → Product, Customer, Channel
● Those who fail will do so more quickly and cheaply
● Those who are on to something, pivot with time to strike
● Those with traction (measured rigorously) can leverage it BIG
● You bleed a little bit...
○ Major product changes
○ Major customer/market learnings
○ Execution losses
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Betas + Pilots
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Product-Market fit
● You DEFINITELY are solving a meaningful problem for customers
○ and you UNDERSTAND who those customers are
● You start hearing the same things over and over again
● You actually feel “refinement” (product, execution, growth)
● Helps 100x if you’ve been disciplined
○ You have a barometer to measure against
○ Package that validation + hit the market with force
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Experiments Need a Home
● Create an “Experiments” Folder
● Store and prioritize backlog of ideas/hypotheses
● Track current experiments
● Tie to core activities
○ Dev sprints // product roadmap // KPI’s
