This presentation will give tools and tips of how to make lean customer development. Hope to innovate with saving time and money? Next step is to take part of any Lean Startup Machine workshop to get hands on the experiment to start building what customers really want. Speaker Taavi Lindmaa is an User Experience designer and product lead. He has worked in New York @Dopamine creative agency and resides right now in Europe tech Hub in Estonia. He is also founding organizer of Lean Startup Machine Helsinki

1. Customer
Development
Bootcamp
From customer interviews
to customer traction
@taavilindmaa
Monday, August 26, 13

2. About Me
Taavi Lindmaa
Tweet to: @taavilindmaa
• UX Designer & Product Lead @Dopamine NYC
• Certified Gamification designer, researcher for “The
Gamification Revolution” by Gabe Zichermann
• Advised & Incubated at Founder Institute NYC, Gamefounders
• From Estonia where Skype was made
Monday, August 26, 13

3. The Lean Startup
by Eric Ries
@taavilindmaa
Monday, August 26, 13

4.
Lean Startup is
• Customer Development
• Agile Development
• Lean Manufacturing
@taavilindmaa
Monday, August 26, 13

5. Lean Startup Machine
weekend workshops
@taavilindmaa
Monday, August 26, 13

6. @taavilindmaa
200 WORKSHOPS IN 2013
New York
Boston
Chicago
Austin
Philadelphia
Los Angeles
Washington DC
San Francisco
San Diego
Toronto
Montreal
Tokyo
Shanghai
Karachi
Lahore
Dubai
Moscow
Tel Aviv
Milan
Amsterdam
Riyadh
Sao Paolo
London
Monday, August 26, 13

7. Validation
Board
Free download at:
leanstartupmachine.com/validationboard/
@taavilindmaa
Monday, August 26, 13

8. Monday, August 26, 13

9. GOAL: Save Cash
Spent Between Pivots
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10. PRODUCT =
EXPERIMENT
GOAL: Save Cash
Spent Between Pivots
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11. PROGRESS =
VALIDATED
LEARNING
PRODUCT =
EXPERIMENT
GOAL: Save Cash
Spent Between Pivots
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12.
STEP 1:
Who is the customer?
Define Your Customer Hypothesis
@taavilindmaa
Monday, August 26, 13

13.
STEP 2:
What is her problem?
Define Your Problem Hypothesis
@taavilindmaa
Monday, August 26, 13

14. PROBLEM
• _______ have a problem
with _______
• Car owners have a problem with
gas prices
@taavilindmaa
Monday, August 26, 13

15.
SOLUTION
Do not define solution until the problem
is
validated
@taavilindmaa
Monday, August 26, 13

16.
STEP 3:
What do you test?
Plan your Experiment (MVP)
@taavilindmaa
Monday, August 26, 13

17. What must we learn?
What are the Core Assumptions of
our business?
Prioritize: Which Assumption is
the Riskiest?
@taavilindmaa
Monday, August 26, 13

18. Validation Stages
1.Exploration -> reproduce problem
2.Pitch -> collect currency
3.Concierge -> deliver customer
expectation
(Methods increase in cost of testing)
@taavilindmaa
Monday, August 26, 13

19. STEP 4?
@taavilindmaa
Monday, August 26, 13

20. GET OUT
OF THE
BUILDING!
@taavilindmaa
Monday, August 26, 13

21. Exploration
Method
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22. Todd!
My customer is
anyone who...
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23. How To Find Customers
1.Interview Strangers on Street
2.Shopping Mall & StarBucks
3.Bored People
4.Craigslist
5.LinkedIn
6.Cold Calls
7.Surveys (For Lead-Gen)
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24. Record Data
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25. Pitch
Method
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26. Pitch
• Landing page
• Cold email
• Cold call
• Fake ad
• Walking into the store and pitching the owner
• Kickstarter
@taavilindmaa
Monday, August 26, 13

27. Concierge
Method
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28. Concierge
• Email
• Physical labor
• Spreadsheets
• Open Source Software
• Cell phone
@taavilindmaa
Monday, August 26, 13

29. Learn More
www.leanstartupmachine.com
@taavilindmaa
Monday, August 26, 13

30. Lean Startup Machine
Helsinki
13-15 September 2013
leanhelsinki.eventbrite.com
@taavilindmaa
Monday, August 26, 13

31. Thank you!
Taavi Lindmaa
taavi@lindmaa.com
@taavilindmaa
Monday, August 26, 13

32. CASE STUDY 1
How Trevor Saved 10k & 6 months
Monday, August 26, 13