Morning deck from Sunday July 10 (day 2) Lean UX intensive, NYC at @pivotalnyc

1. CUSTOMER
DEVELOPMENT
Lean
UX
Intensive
(LUXi)
Pivotal
Labs
NYC
July
9-­‐10,
2011

2. GeHng
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
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3. In
other
words…
“Go
speak
(in
person
if
possible)
with
living,
breathing
customers
to
determine
the
validity
of
your
assumpons.”
“The
Entrepreneurs
Guide
to
Customer
Development,”
Cooper
&
Vlaskovits
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4. What
assumpons
are
we
making?
 Who
is
the
user?
Who
is
the
customer?
 Where
does
our
product
fit
in
their
work
or
life?
 What
problems
does
our
product
solve?
 When
and
how
is
our
product
used?
 What
features
are
important?
 How
should
our
product
look
and
behave?
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5. What’s
a
user?
“There
are
only
two
industries
that
refer
to
their
customers
as
‘users’:
computer
design
and
drug
dealing.”
Edward
Tuhe
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6. What’s
a
user?
User
=
“person
who
uses
the
product”
 Consumer
products,
customer
=
user
 Enterprise
products,
customer
≠
user
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7. Why
don’t
we
talk
to
users?
 We’re
users
 We
know
a
lot
of
users
 We’re
smarter
than
our
users
 We’ve
got
a
lot
of
other
important
things
to
do
 Users
don’t
want
to
be
bothered
 We
don’t
know
how
to
talk
to
users
 We
fear
rejecon
;(
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8. Remember,
it
starts
with
you!
People
who
are
good
at
Customer
Discovery
know
how
to:
• Put
themselves
in
the
customers’
shoes
• Understand
the
problems
they
have
• Listen
well
(less
talking!)
• Understand
what
you
hear
(not
what
you
want
to
hear)
• Deal
with
constant
change
Paraphrased
from
“ The
Four
Steps
to
the
Epiphany”
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9. The
eight
steps
to
Customer
Discovery
Document
Customer-­‐Problem-­‐Soluon
Hypothesis
Brainstorm
Business
Model
Hypothesis
Find
Prospects
to
talk
to
Reach
out
to
prospects
Engage
prospects
Phase
Gate
I
Compile
|
Measure
|
Test
Problem-­‐Soluon
Fit/MVP
Phase
Gate
II
Compile
|
Measure
|
Test
“The
Entrepreneurs
Guide
to
Customer
Development,”
Cooper
&
Vlaskovits
www.slideshare.com/lanehalley
License:
Creave
Commons
A^ribuon-­‐Share
Alike
www.luxr.co
9
3.0
United
States

10. Lean
UX
supports
the
middle
four
steps
Document
Customer-­‐Problem-­‐Soluon
Hypothesis
Brainstorm
Business
Model
Hypothesis
✓
Find
Prospects
to
talk
to
✓
Reach
out
to
prospects
✓
Engage
prospects
✓
Phase
Gate
I
Compile
|
Measure
|
Test
Problem-­‐Soluon
Fit/MVP
Phase
Gate
II
Compile
|
Measure
|
Test
“The
Entrepreneurs
Guide
to
Customer
Development,”
Cooper
&
Vlaskovits
www.slideshare.com/lanehalley
License:
Creave
Commons
A^ribuon-­‐Share
Alike
www.luxr.co
10
3.0
United
States