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Morning presentation at Lean Startup Machine LA January 19, 2013
http://leanstartupmachine.com/events/la-january-2013/
5. PEOPLE
NEEDS
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
5
6. PEOPLE
NEEDS
Business
vision
License:
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BY-‐NC-‐SA
www.lanehalley.com
6
7. PEOPLE
NEEDS
Business
vision
USES
License:
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BY-‐NC-‐SA
www.lanehalley.com
7
8. PEOPLE
NEEDS
Business
vision
USES
FEATURES
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
8
9. PEOPLE
NEEDS
Business
vision
USES
UI
design,
wireframes,
visual
design
FEATURES
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
9
10. The
Lean
Startup
cycle
Lean
Startup
cycle
by
Eric
Ries
|
drawn
by
@thinknow
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
10
11. The
Lean
Startup
(UX)
cycle
Personas,
needs
and
uses
Customer
Prototypes
&
ConversaMons
Experiments
QualitaMve
evaluaMon
Lean
Startup
cycle
by
Eric
Ries
|
drawn
by
@thinknow
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
11
12. Get
out
of
the
building
“Customer
Development
is
the
process
of
how
you
get
out
of
the
building
and
search
for
the
model.
Customer
Development
is
designed
so
that
you
the
founder(s)
gather
first
hand
experience
about
customer
and
market
needs.”
SteveBlank.com,
5/13/2010
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
12
13. In
other
words…
“Go
speak
(in
person
if
possible)
with
living,
breathing
customers
to
determine
the
validity
of
your
assumpMons.”
“The
Entrepreneurs
Guide
to
Customer
Development,”
Cooper
&
Vlaskovits
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
13
14. Before
you
get
out
of
the
building
Who
do
you
want
to
talk
to?
What
do
you
want
to
learn?
Where
do
you
find
these
people?
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
14
15. Micro
segments
Share
pain
Speak
the
same
language
Communicate
with
each
other
Cooper
&
Vlaskovits
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
15
16. How
do
you
find
(the
right)
people?
Social
media
(Facebook,
Twiker)
Special
interest
groups
(Meetups)
Online
communiMes
(Stack
Overflow)
(friends
of)
Friends
and
Family
Coffee
shops,
malls….wherever
they
are
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
16
17. You’re
not
SELLING,
you’re
LEARNING
License:
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BY-‐NC-‐SA
www.lanehalley.com
17
18. What’s
your
objecMve?
Step
1:
Validate
the
problem
Find
a
“Cookie
Monster”
problem
Step
2:
Validate
the
solu@on
Show
enough
value
to
collect
currency
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
18
19. Validate
the
problem
3-‐point
interview
for
problem
explora@on
1. Have
you
experienced
<problem?>
2. Tell
me
a
story
about
the
last
Mme
you
had
<problem.>
3. For
you,
what
would
be
the
ideal
soluMon
for
that
situaMon?
Ask
for
referrals
and
permission
to
follow
up
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
19
20. Validate
the
soluMon
Product
pitch
conversa@on
1. Have
you
experienced
<problem?>
2. What
are
you
doing
now
to
address
<problem?>
3. Show
demos/sketches
later
in
the
meeMng
4. Ask
for
currency
(Mme,
money,
work)
Ask
for
referrals
and
permission
to
follow
up
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
20
21. ConversaMon,
not
interrogaMon
Breathe!
Smile!
Encouragers
Open
ended
quesMons
Paraphrasing
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
21
22. The
word
LISTEN
has
the
same
lekers
as
SILENT
License:
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BY-‐NC-‐SA
www.lanehalley.com
22
23. Avoid
conjecture
NO!
“Would
you
use
this
product?”
YES!
“What
are
you
doing
now
to
solve
this
problem?”
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
23
24. Focus
on
NEEDS
and
GOALS
“I’d
like
a
product
with
<
feature>”
“If
you
had
<feature>,
what
would
it
allow
you
to
do?”
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
24
26. PracMce
Interview
GreeMng
&
brief
introducMon
1.
Have
you
<experienced
situaMon/problem>?
2.
Tell
me
about
the
last
Mme
you
<experienced
situaMon/problem>
3.
For
you,
what
would
be
the
ideal
soluMon?
Ask
for
referrals
and
permission
to
follow
up.
Create
conversa6on!
Smile!
Take
notes!
License:
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BY-‐NC-‐SA
www.lanehalley.com
26
27. Thank
you!
@thinknow
Lane
Halley
www.lanehalley.com
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
27
28. www.carbonfive.com
Lean
Design
&
Agile
Development
for
Web
&
Mobile
License:
CC
BY-‐NC-‐SA
www.lanehalley.com
28