Deck from the Science Fair where people were asked to pitch the problem they are solving and the customer rather than the solution, business model and other elements in usual pitch competitions. Then, rather than show a prototype or a demo, they were asked to present one thing they demolished. One fear that they were no longer afraid of. One feature they know is unnecessary. One customer they know don't have a problem. One stigma that they...

1. A minimum viable
presentation
(which will begin at 6:53)
prepared for #GEWKClean

2. We are here to help :)
@adamberk
@dianakander
@lesamitchell
@jacksonlindauer
@anitabnewton
@ryanabennett
@nathankurtz
@ArielMediaKC

4. The most annoying or frustrating
thing…. today (or this week)...
#GEWKClean

6. Scientists do not coddle
ideas. They crash test
them. They run them into a
brick wall at sixty miles per
hour. If the idea is sound
the pieces will be of the
wall.

9. “Yeah runnin' down a dream
That never would come to me
Workin' on a mystery, goin' wherever it leads
Runnin' down a dream.”
-Tom Petty (rock n roll singer)

10. THINK.TEST.PROVE.
Prove Wrong? Think different
Prove Right? Think BIGGER
-aa-ALBERT EINSTEIN just kidding!!!!!!!!!!!!!!:)

11. “Do things that
don't scale”
-Paul Graham

15. Isolate your variables and
assumptions
test them independently

16. Test the
riskiest
ones
first

17. Test Demand NOT SUPPLY

18. CUSTOMERS
have multiple
PROBLEMS PROBLEMS
have multiple
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS

20. PERFECTION
is achieved
NOT when there is nothing left
to A D D ,
BT WHN THRE IS
NTHING LFT TO
TAKE AWY

22. If you
cannot
explain it
simply,
you
do not
UNDERSTAND IT

23. If you think your customer segment is
MILLENNIALS, YOUNG PROFESSIONALS,
EVERYONE, SMBs, MULTIPLE ACTORS, YOUR
MENTORS, PEOPLE WHO HAVE A VESTED
INTEREST IN BUILDING YOUR SOLUTION (added
after the webinar) FRIENDS, FAMILY,
you do not
UNDERSTAND IT
well enough.
<<< That guy

24. If you think the problem you are
solving is
LACK OF TIME, LACK OF
MONEY, LACK OF CUSTOMERS,
LACK OF YOUR SOLUTION,
you do
not
UNDERSTAND IT
well enough.

25. “I want to solve
this problem
for this person,
because”
-You

28. PITCH

30. “I want to solve
this problem
for this person,
because”
-You

31. “I believe this
person, has this
problem.”
-You

32. bit.ly/GEWproblemsonly
#GEWKClean

33. A minimum viable #CUSTDEV
presentation
(which will begin at 10:20)
Experiment design 10:40
GET OUT 11:00
#GEWKClean

35. Customer Development
Problem/Customer fit. No solutions

36. Good idea?
Who cares!

37. Good idea?
Who cares?

38. Good idea?
Prove it!

41. an early adopter is
someone who tells you it
is a problem before you
tell them

42. Fact or Problem?
Headaches or Migraine?
Every day or Once a year?

43. MILKSHAKES

44. GOOB
(credit, Steve Blank)

45. Pull
don't push - it's harder than it seems.

46. PAST
not future

47. They may not know WHAT they want,
but they have to want SOMETHING

50. NO SURVEYS
NO SOLUTIONS
NO FOCUS GROUPS
NO EXCUSES
NO B2B2BS
NO WOULD
NO FRIENDS
NO FUTURE

51. GET OUT OF HERE
http://bit.ly/learn_by_listening
http://bit.ly/help_us_learn
The value is in running the first
experiment not designing it.

52. GET BACK IN HERE
http://bit.ly/learn_by_listening
Enter 5+ per PERSON
The value in the first experiment is
running it not designing it, so the
design of experiment 2 is sound.

53. BY 3pm write down your
exact problem and customer
AND PUT THE
CUSTOMER ON THE
WALL

54. “What is your problem?” - entrepreneur
“I want more customers. I don’t want a
website.” - customer
As the entrepreneur, assuming this is a
pattern, you can choose to…
1. get them more customers without a website
2. convince them they need a website
3. solve a different problem
4. find a new customer segment

56. At 5:45 we will complete the venn. What do you think is the IDEAL SOLUTION for your CURRENT CUSTOMER
AND PROBLEM HYPOTHESIS. What is the least you need to do to “SELL” that solution to that customer TODAY

57. I believe that 1 professional --- in Norway
CUSTOMER, wants to rent this 1000usd
LED light SOLUTION. I will prove it by
having one of them *rent one for 200 usd for
2 days via online form PERFORMING THIS
VALUE ACTION by FRIDAY 11/21.

58. I believe that 1 festival owner in Bergen
CUSTOMER, wants to go up in quality
SOLUTION. I will prove it by having one of
them *agree to include our survey on
“official festival channels” PERFORMING
THIS VALUE ACTION by FRIDAY
December 1. (not all experiments can be
boxed in BUT THIS ONE CAN:)

59. It is patent pending… I would rather not run
an experiment.

60. I believe that 10 parents close to Bergen
CUSTOMER, don’t use the cart seat
because it is gross and unsafe BUT WANT
TO. SOLUTION. I will prove it by having
REMA1000 intend to purchase 5 carts (will
describe) in 2 weeks.

61. SOOOOOO?
cognitive dissonance at its finest

62. 1. www.unbounce.com
2. adam@neighborrow.com GREEN
button on the left
3. PASSWORD
4. “Create a new page”
5. name it with your email (so I can get
you traffic)

63. “I believe this many people will take this action in
exchange for {your solution} by 4pm because I
KNOW for a fact that they have
this problem.”
-You
●

69. HOW MANY APPS DO YOU HAVE ON
YOUR PHONE?

70. Leave nothing but footprints take nothing
but photographs

71. APPOINTMENTS DON’T COUNT
(but you will talk to 5 festival owners by
NEXT THURSDAY)

72. @RubeGoldberg

76. Manual

80. 1. One thing you learned
2. One thing you demolished
3. One thing you need --->