Customers & Collaboration

Workshop/Talk at STARTup Live Vienna #8 (Jan 2013)

Transcript

1. or: How I stopped worrying and simply asked the customer. LUKAS FITTL @lfittl CUSTOMERS & COLLABORATION Lean Startup is trademarked by Eric Ries and used with permission. Business Model Canvas is created by Alex Osterwalder and licensed under CC-BY-SA. Saturday, 26 January 2013
2. About Myself & Spark59 Founded 2 tech startups, worked with many others Saturday, 26 January 2013
3. Ideation vs Execution Saturday, 26 January 2013
4. [Story Time] Saturday, 26 January 2013
5. This Weekend? Mostly Ideation. Saturday, 26 January 2013
6. Lets collaborate, better. Saturday, 26 January 2013
7. Group Brainstorming = Toxic Saturday, 26 January 2013
8. Design Studio Saturday, 26 January 2013
9. [ Exercise ] Who do you think is your customer? Design Studio Saturday, 26 January 2013
10. Volunteers! Team Member #1 vs Team Member #2 (NOT the Team Lead) Design Studio Saturday, 26 January 2013
11. Write down, Sketch, Use Post-Its. Design Studio Saturday, 26 January 2013
12. Give everyone the same time. Timer! (e.g. 3min) Design Studio Saturday, 26 January 2013
13. Customer Interviews Saturday, 26 January 2013
14. Find people who are into sports, and like to do it with friends Saturday, 26 January 2013
15. [Exercise] Finding Prospects Saturday, 26 January 2013
16. What sports does he/she do? Saturday, 26 January 2013
17. Someone who frequently organises it? (calls people, sends out Doodle link, etc) Saturday, 26 January 2013
18. Example Idea: Social Network & Organiser for Sports Enthusiasts Saturday, 26 January 2013
19. Example Customer Interview Why? When was the last time? How did you decide? And the time before? Saturday, 26 January 2013
20. Can I have your email to let you know about our future product? Saturday, 26 January 2013
21. Interview Techniques Saturday, 26 January 2013
22. Shift yourself into the role of a researcher. detective. spy. Saturday, 26 January 2013
23. Take Notes Using Index Cards Saturday, 26 January 2013
24. Interview Setup ? ! Interviewee Interviewer Note Taker Saturday, 26 January 2013
25. Interview Structure 1. Are they your customer? 2. Explore their worldview 3. Close & Collect Contact Info Saturday, 26 January 2013
26. Everybody lies. Because they want to help yo Dr. House drawing by ~TortilloN Saturday, 26 January 2013
27. You are looking for emotions. Frustration. Excitement. Things they care about. Saturday, 26 January 2013
28. Ask about concrete past experiences “When was the last time you wrote a blog post?” “Umm, 3 months ago.” NOT future behaviour: “How often do you write blog posts?” “I’m trying to write one every couple of weeks.” Saturday, 26 January 2013
29. Ask about frequency and details. “When was the last time you went to a club? Can you remember the time before that?” And if recent enough: “Did you spend over 50 Euros that night? Saturday, 26 January 2013
30. Ask “Why?” & be naïve! “Why do you care about getting more traffic to your blog?” “It will help me with my consulting career.” vs “Um, I guess its good to have an audience?” Saturday, 26 January 2013
31. Ask about existing solutions “What do you currently use for time tracking?” “Oh, we use Excel - that works fine.” Saturday, 26 January 2013
32. The Mom (or Dad) Test Credit to @robfitz for the idea If you asked your parents, could they lie to you? Never ask people their opinion! Saturday, 26 January 2013
33. Asking about what they are spending changes the conversation. Saturday, 26 January 2013
34. Saturday, 26 January 2013
35. Saturday, 26 January 2013
36. Credit: Kathy Sierra Saturday, 26 January 2013
37. Thanks! @lfittl Saturday, 26 January 2013