1. Lean Startup
Customer Persona
Mike Reiner

3. Today
Introduction: Small & Lean
Customer Segmentation Workshop
How to talk to your customer

6. Think Global Day One

7. The key to success is being lean

8. I Wish I Knew This Sooner!

9. Shooting in the dark

10. I’m sure most of you read this…

11. …but do you operate in a lean way?

12. So what is Lean Startup
about?

13. Experiments?

14. Metrics?

15. Pivots?

16. MVP?

17. Super Startup?

18. Lets make “lean” very simple

20. Who is your customer?

21. TIME TO GET STARTED
with the workshop
Define your own customer persona

22. Who is your customer?

23. Got your customer persona?
Keep refining it!
So whats next??

24. Lack of
Validatio
n

25. Go out and talk to your customer!!!
Shut up & Listen!
Who? Where? What?

26. How to properly validate

27. Anyone will tell you that
your idea is great if you
annoy them long enough

28. The Mom Test
Dear Mom,
Don’t you think I’m great?
Love,
Your kid

29. Everybody will lie, not just your mom

30. Startups
Go out and…
Talk about their life, not your idea
Ask about specifics in the past
Future-tense opinions are lies
You gain nothing by convincing them

31. Bad questions
Do you think it’s a good idea?
Would you buy a product which solved this problem?
How much would you pay for this?

32. Better Questions
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
Talk me through the last time you had this problem.
What did you try to do about it?
How much money does this problem cost you?

33. Opinions are worthless

34. Feedback?

35. Danger - Bullshit radar:
Sounds great. I love it!
Brilliant -- let me know when it launches!
I would definitely buy that!
What you want is:
Permission to contact again
Clear next meeting
Introduction to decision-maker
Commitment to run a trial
Pre-purchase

36. Keep Validating

37. Final Task
Plan how to approach your customer
Where are you going to find your customer?
How are you going to approach him/her?
What do you want to validate (hypothesis)?
Goal: How many people do you want to talk to for feedback?
Think about how to collect the feedback.
Go out and talk to your customers!
Let them talk – only talk about your solution at the very enda

39. I saw the
angel in
the stone
and carved
until I set
him free.

40. The pivot.
It used to be called the fuck up
Think global, be lean, go play
Go out talk to you customers!
Questions: mike@startupwiseguys.com