Module 2: Feedback 3daystartup.org/springboard/moduletwo

Why Lean Startup?

•  Create order in the (unavoidable) chaos of a startup

•  First learn, then execute

Most startups fail from a lack of (paying)

customers.

Lean Canvas 3daystartup.org/lean

Why Lean Canvas •  Lean Canvas is an actionable tool •  Entrepreneur-focused •  Quick Iterations on your ideas

3daystartup.org/lean

Ask questions

Exercise #1 •  Find it at 3daystartup.org/lean •  Use a white board or piece of paper to draw

the canvas •  Spend the next 20 minutes filling out boxes

1-4 of the Lean Canvas •  No need to turn it in: this will become the

backbone of Customer Validation and Pitch

Customer Development 101

Things you’ve completed •  Lean canvas •  A set of hypotheses:

– Customer segments –  Problem –  Solution

Two Part Interview •  The Problem interview •  The Solution interview

The Problem Interview •  A conversation about their pains. •  What doesn’t work with alternatives? •  How big is their problem? •  Are there patterns?

How not to interview •  Do not talk about your idea. •  Do not ask leading questions •  Do not talk about the future.

– Would you like your existing solution better if it did X?

Sample Script •  What’s the hardest part about [problem

context] ? •  Can you tell me about the last time that

happened? •  Why was that hard? •  What, if anything, have you done to solve

that problem? •  What don’t you love about the solutions

you’ve tried?

After Multiple Problem Interviews... •  A good idea of our customer and their biggest

problems

The Solution Interview •  Avoid this if Problem Interview is

unsuccessful –  You may have to change your solution to solve

actual problem stake holders are having

•  A conversation to validate your solution. •  Does it solve their problem? •  How much is it worth to them? •  Is it a Must-Have? •  Now you can talk about what you’ll build.

Exercise #2 •  20 minutes •  Create 5-10 Problem and Solution questions

–  3daystartup.org/springboard/moduletwo/

Assignment for Thursday •  Get out of the building or make phone calls •  Spend 20-30 minutes practicing on interviews

with each other.

•  Entire team should do customer development •  Aim for 30+ interviews

Tips to Find Customers •  Your network, network’s network. •  Cold-calling •  Be resourceful. •  Hustle.

Who Else to Talk to •  Everyone that can offer insight. •  Partners •  People who tried it before •  Competitors

Things that matter less •  Surveys (if a must aim for 100) •  “Expert” Market Reports •  Non-customer opinions •  News articles

Ask questions