Mike Reiner - The Startup Game - Customer Persona

1. THE STARTUP GAME
CUSTOMER PERSONA
@MikeReiner..

3.
When you accelerate shit it might
briefly look like chocolate, but
certainly won’t taste like it

4. “AT WHAT VALUATION SHOULD I RAISE MONEY?”

5. SO MUCH THEORY….

6. …. AND YOU CAN EASILY GET DISTRACTED

7. LEAN STARTUP CRAZINESS…

8. EXPERIMENTS!!!

9. MVP!!!

10. METRICS!!!

11. PIVOT!!! (USED TO BE CALLED THE FUCK UP)

12. SUPER STARTUP?

13. I WISH I KNEW THIS SOONER

14. LETS MAKE IT SIMPLE…

15. ITS ALL ABOUT THE CUSTOMER

16. PART 1: WORKSHOP - WHO IS YOUR CUSTOMER?

17. WHO IS YOUR CUSTOMER?

18.
GOT YOUR CUSTOMER PERSONA?
AFTER THIS SESSION:
COMPARE AND UNIFY WITH YOUR
GROUP

19. WHEN YOU TALK TO CUSTOMERS - PLEASE THINK ABOUT:
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.

20. PART 2: HOW TO VALIDATE?

21. “CAN I OUTSOURCE CUSTOMER VALIDATION?”

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

23. EVERYBODY WILL LIE, NOT JUST YOUR MOM

24. GO OUT AND TALK TO THE CUSTOMER
Talk about their life, not your idea
Ask about specifics in the past
Future-tense opinions are lies
You gain nothing by convincing them

25. 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?

26. ANYONE WILL TELL YOU THAT YOUR IDEA IS GREAT…
…IF YOU ANNOY THEM LONG ENOUGH

27. BETTER QUESTIONS
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
How much money does this problem cost you?

29. HOW ABOUT FEEDBACK?

30. DANGER, BULLSHIT RADAR
Sounds great. I love it!
Brilliant, let me know when it launches!
I would definitely buy this!

31. IMPORTANT IN EVERY STAGE

32. TO WRAP THIS UP
WHAT YOU WANT IS TO….

33. FIND THE RIGHT TRIGGER

34. …TO MAKE YOUR CUSTOMER SMILE

35. THANK YOU
@MikeReiner
MIKE@SCORO.COM