play the customer development game
DESCRIPTION
Agile teams are great at building what you want - but how do you know what your customers need? This game-based workshop shows you how to discover the right product before you build the wrong business. Each team will start a new business, describe it using the Business Model Canvas, and incrementally improve it using concepts from Lean Startup and Customer Development. You already know how to build great products with Agile. Learn how to find the right product to build using Customer Development. See how Lean Startup combines Agile and Customer Development to get the best of both worlds. (presented at Agile 2013)TRANSCRIPT
Play the Customer Development Game
Agile 2013, Aug 6 2013
Adrian Howard (@adrianh) quietstars.com
Hello!
Ask Questions
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?
Remember your feedback forms
