Download - Play the Customer Development Game
Play the Customer Development Game
Agile 2013, Aug 6 2013
Adrian Howard (@adrianh) quietstars.com
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Disclaimer: Eh?
Who are you?
Business plans
en.wikipedia.org/wiki/File:Steve_Blank.jpg
“A startup is a temporary organization designed to search for a repeatable and scalable business model.”
- Steve Blank
“A startup is a temporary organization designed to search for a repeatable and scalable business model.”
- Steve Blank
From “The Startup Owner's Manual” by Steve Blank
Marriage vs Date
Plan vs Map
Exercise:Your founding a
startup!
How do we describe our map?
Switzerlandflickr.com/photos/eurapart/6357870755/
The Business Model Canvas
• by Alexander Osterwalder & Yves Pigneur
• The Business Model Canvas
•A tool for developing and documenting business models
Exercise
• Using stickies, fill out the BMC for your business model
• Remember - ask questions
The Lean Startup“A true experiment follows the scientific method. It begins with a clear hypothesis that makes predictions about what is supposed to happen. It then tests those predictions empirically”
The Lean Startup
• Come up with hypothesis
• Design experiment
• Run experiment
• Validate/Invalidate hypothesis
• Repeat
The Lean Startup
Pull not Push
Example
• Zappos
• Annual sales > US$1 billion
•Hypothesis: Is there a demand for superior online shoe shopping
• Experiment: Took photos from shoe shops, came back and bought them full price if customer bought them online
Example from The Lean Startup, p57-58
Exercise
• Pick a key item on the canvas
• Rephrase as a hypothesis
• Think of as many different experiments to verify hypothesis as you can
Magic Bag-O-Validation
Pivots• Zoom-in
• Zoom-out
• Customer Need
• Customer Segment
• Platform
From The Lean Startup, chapter 8
• Business Architecture
• Value Capture
• Engine of Growth
• Channel
• Technology
Round 2
The Good, the Bad & the Ugly
Alignment on value
Helps build an experiment culture
It’s hypotheses before, during and after development
Metric-First Development
Encourages value-oriented infrastructure
Hypotheses talk about business value directly
Where are the running, tested
features?
Where’s the user?
Where’s the delight?
Trail of undead experiments
What happens when I can’t
validate cheaply?
What about non-startup contexts?
Some folk find reality hurts
Further Reading
• Lean Startup by Eric Ries
• Running Lean by Ash Maurya
• The Four Steps to the Epiphany by Steve Blank
• The Startup Owner's Manual by Steve Blank
Questions?
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