May 14th, 1-3:30pm
(1-2 books to give away!)
1:00 - 1:10 Intro
- "how many of you are familiar with" questions
- Story: (Paul MacCready)[http://www.azarask.in/blog/post/the-wrong-problem/]
- (via Aza Raskin / Alan Kay)
- Kremer Prize
- £50,000 - fly a figure eight around 2 markers a half-mile apart
- £100,000 - fly across the English Channel
- 18 years with 0 successes
- > 1 year to rebuild the plane
- "The problem is that we don't understand the problem."
- "How can you build a plane that could be rebuilt in hours not months?" (aluminium tubing, plastic foam, piano wire, bicycle parts, and mylar foil)
- took MacCready 6 months to win the £50k prize, and another year to win the £100k
- "Do more with less."
- learning is the most important thing we can do in the early days of a startup
- temporary organization in search of a repeatable, scalable business model
1:10 - 1:20 Lean Canvas - overview + first two sections
- Why this order? 5 stages:
- NISI:
1. Customer pain
2. Solution
3. Go-to-market
4. Business model
5. Scale it
- Lean Analytics:
1. Empathy
2. Stickiness
3. Virality
4. Revenue
5. Scale
- problem + customer segment sections
1:20 - 1:40 EXERCISE: Lean Canvas - first two sections
1:40 - 2:00 PRESENT: Canvases
2:00 - 2:10 Break
2:10 - 2:25 Customer interviews
- Positive / negative / present / future quadrant
- 4 Ps (problem, process, priority, price?)
- set the context (http://customerdevlabs.com/2013/11/05/how-i-interview-customers/)
- avoid leading or yes/no questions
- it's not about your solution!
- "A to Z" sales technique: "As you look at your entire X process, starting with A and continuing through Z, as successful as you've been, what part of the process is most concerning to you?"
- Where do your interviews come from? If you can't find 5 interviews, how are you going to find 5 customers? 50? 500?
2:25 - 3:00 EXERCISE: 2x customer interviews
3:00 - 3:10 Break
3:10 - 3:20 Customer interviews Q&A
3:20 - 3:30 UVP + Solution
- UVP - Use words and phrases from your interviewee
- Solution
- Validate the problem (AdWords, cold calls, etc.)
- MVP
3:30 - 3:45 EXERCISE: UVP + Solution
3:45 - 4:00 PRESENT: Canvases
4:00 - 4:10 Break
4:10 - 4:30 The rest of the canvas
- Channels
- Partners are overrated
- Revenue / cost -- investor fit
- Key metrics
- Lean Analytics examples -- OMTM
- Vanity metrics
4:30 - 4:45 Q&A
4:45 Closing / DSV / etc.