The Customer Development Game
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Decidedly beta- and non-final version of a talk on Customer Development given at the May 17th Lean Startup Group / Agile UX meetup in London. Final version will form part of the Customer Development Game session at Agile 2011 in August at Salt Lake City.
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The Customer Development Game
- 1. The Customer Development Game Adrian Howard adrianh@quietstars.com @adrianh
- 2. The Customer Development Game (even more beta than normal) Adrian Howard adrianh@quietstars.com @adrianh
- 3. Hands up if you are…
- 4. How do we know we’ve built what we’re asked to build?
- 7. Agile gave us stories
- 8. As a <role> I want to <goal> because of <value>
- 9. As a <persona> I want to <do something> because of <value>
- 10. Iterations
- 11. Lean / Kanban / Flow
- 12. Multiple Feedback Loops
- 13. How do we decide what to build?
- 15. How do we decide what to build? 1.Vision 2.Lots of hard work 3.Profit
- 18. The Big User Research Project
- 19. The Big User Research Project
- 20. Plans vs Maps
- 21. Marriage vs Coffee & Donuts
- 23. customer customer company company discovery validation creation bulding
- 24. 1) Do we solve a problem? customer customer company company discovery validation creation bulding
- 25. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding
- 26. 1) Do we solve 2) Do we have a problem? a market? customer customer company company discovery validation creation bulding pivot
- 27. 1) Do we solve 2) Do we have 3) Grow the a problem? a market? market customer customer company company discovery validation creation bulding pivot
- 28. 1) Do we solve 2) Do we have 3) Grow the 4) Grow the a problem? a market? market company customer customer company company discovery validation creation bulding pivot
- 29. 1) Do we solve 2) Do we have 3) Grow the 4) Grow the a problem? a market? market company customer customer company company discovery validation creation bulding pivot Search Grow
- 30. 1) Do we solve 2) Do we have a problem? a market? customer customer discovery validation pivot
- 31. How do we explore this space?
- 32. Hypothesis Test customer customer discovery validation pivot
- 33. “Getting out of the building” – Steve Blank
- 34. 1. Document your hypothesis 2. Build as little as possible to test (MVP) 3. Listen. Tweak. Repeat.
- 35. Document the hypotheses • Worksheets (Steve Blank) • Business Model Canvas (Alexander Osterwalder) • Startup Canvas (Rob Fitzpatrick’) • Lean Canvas (Ash Maurya)
- 36. Features Problem Value Customer Proposition Segment Revenue Channel Model External Market KPI Risks
- 42. Further reading • “The Four Steps to the Epiphany” by Steve Blank (warning: this really needed a good editor) • “The Entrepreneur’s Guide to Customer Development” by Brant Cooper & Patrick Vlaskovits (the thin version of FSTTE) • “Business Model Generation” by Alexander Osterwalder & Yves Pigneur • http://steveblank.com • http://startuplessonslearned.com
- 43. Features Problem Value Customer Proposition Segment Revenue Channel Model External Market KPI Risks
Editor's Notes
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- Developer? Working in Agile environment? One that&#x2019;s not Scrum?\nUX? Working in an Agile environment? One that&#x2019;s not Scrum?\nProduct Manager? Working in an Agile environment? One that&#x2019;s not Scrum?\n
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- Steve Blank - Story. Writing his memoirs after retiring. Was terrible. Saw connections. Wrote Four Steps to the Epiphany. Startups are small versions of big companies. \n
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- Insert sound of UX folk going &#x201C;D&#x2019;oh&#x201D; here :-)\n
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- Value prop - what&#x2019;s your unique selling point\nFeatures - top 3 features / Problem - top 3 problems you solve\nCustomer Segment - Target Customers\nChanel - how do you find customers\nRevenue - How you make money\nMarket - size? type (new, existing, re-segmented)\nRisks\nKPI\n
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