Customers & Collaboration

Slide 1

Slide 1 text

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

Slide 2

Slide 2 text

About Myself & Spark59 Founded 2 tech startups, worked with many others Saturday, 26 January 2013

Slide 3

Slide 3 text

Ideation vs Execution Saturday, 26 January 2013

Slide 4

Slide 4 text

[Story Time] Saturday, 26 January 2013

Slide 5

Slide 5 text

This Weekend? Mostly Ideation. Saturday, 26 January 2013

Slide 6

Slide 6 text

Lets collaborate, better. Saturday, 26 January 2013

Slide 7

Slide 7 text

Group Brainstorming = Toxic Saturday, 26 January 2013

Slide 8

Slide 8 text

Design Studio Saturday, 26 January 2013

Slide 9

Slide 9 text

[ Exercise ] Who do you think is your customer? Design Studio Saturday, 26 January 2013

Slide 10

Slide 10 text

Volunteers! Team Member #1 vs Team Member #2 (NOT the Team Lead) Design Studio Saturday, 26 January 2013

Slide 11

Slide 11 text

Write down, Sketch, Use Post-Its. Design Studio Saturday, 26 January 2013

Slide 12

Slide 12 text

Give everyone the same time. Timer! (e.g. 3min) Design Studio Saturday, 26 January 2013

Slide 13

Slide 13 text

Customer Interviews Saturday, 26 January 2013

Slide 14

Slide 14 text

Find people who are into sports, and like to do it with friends Saturday, 26 January 2013

Slide 15

Slide 15 text

[Exercise] Finding Prospects Saturday, 26 January 2013

Slide 16

Slide 16 text

What sports does he/she do? Saturday, 26 January 2013

Slide 17

Slide 17 text

Someone who frequently organises it? (calls people, sends out Doodle link, etc) Saturday, 26 January 2013

Slide 18

Slide 18 text

Example Idea: Social Network & Organiser for Sports Enthusiasts Saturday, 26 January 2013

Slide 19

Slide 19 text

Example Customer Interview Why? When was the last time? How did you decide? And the time before? Saturday, 26 January 2013

Slide 20

Slide 20 text

Can I have your email to let you know about our future product? Saturday, 26 January 2013

Slide 21

Slide 21 text

Interview Techniques Saturday, 26 January 2013

Slide 22

Slide 22 text

Shift yourself into the role of a researcher. detective. spy. Saturday, 26 January 2013

Slide 23

Slide 23 text

Take Notes Using Index Cards Saturday, 26 January 2013

Slide 24

Slide 24 text

Interview Setup ? ! Interviewee Interviewer Note Taker Saturday, 26 January 2013

Slide 25

Slide 25 text

Interview Structure 1. Are they your customer? 2. Explore their worldview 3. Close & Collect Contact Info Saturday, 26 January 2013

Slide 26

Slide 26 text

Everybody lies. Because they want to help yo Dr. House drawing by ~TortilloN Saturday, 26 January 2013

Slide 27

Slide 27 text

You are looking for emotions. Frustration. Excitement. Things they care about. Saturday, 26 January 2013

Slide 28

Slide 28 text

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

Slide 29

Slide 29 text

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

Slide 30

Slide 30 text

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

Slide 31

Slide 31 text

Ask about existing solutions “What do you currently use for time tracking?” “Oh, we use Excel - that works fine.” Saturday, 26 January 2013

Slide 32

Slide 32 text

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

Slide 33

Slide 33 text

Asking about what they are spending changes the conversation. Saturday, 26 January 2013