Cloud Elements CEO, Mark Geene's presentation for Founders Institute: "Lean Research for Startups". Covers the 10 steps of lean research. Includes examples of Mark's Lean Research Results. Inspired by “Running Lean” by Ash Maurya.

1. Lean Startup RESEARCH - Founders Institute
mark geene @mgeene

2. Confidential & Proprietary
LEAN RESEARCH
• Every meeting, conversation is a research opportunity
• Know what you want to know; Discover what you should
know
• Lean research can become an on-going part of building
your business
• Your hypothesis, ideas WILL change … Embrace it
• Inspiration for this deck “Running Lean” by Ash Maurya

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LEAN RESEARCH
1. Form a hypothesis that you want to test
 “Developers spend too much time integrating cloud
services”
2. Develop a small set of interview questions
(measurable)
 How many services have you integrated?
 How many do you plan to integrate?
 Which services?
 How much time did it take to integrate each?
 How much time do you spend maintaining each?

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LEAN RESEARCH
3. Test your interview process with a few people
 A few close contacts
 Face-to-face whenever possible
 30 Minutes Max
4. Assign roles to your interview team
 Interviewer
 Note Taker(s) w/ shared doc (e.g., Google Docs)
 No observers
5. Disposition everything that was said (immediately)
 (I) Information; (P/U) Problem/User Story; (R) Risk;
(A) Action

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LEAN RESEARCH
6. Review the “test” interview results and adjust
 Am I getting tangible, measurable data?
 Is what I’m learning shedding light on my
hypothesis?
 We learned that integration was only part of the
problem. Monitoring and Maintaining were
considered just as valuable if not more
7. Conduct many more interviews (20 – 30?)
 Formal and Informal
 Make it part of your sales and BD process
 Collect data from every discussion

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LEAN RESEARCH
8. Analyze your data; Take action on the results
 What did I learn about my hypothesis? Change it
 Create user stories, action items, new questions
9. Convert what you’ve learned into a presentation and
wire frames
 Problem we solve; How we solve it
 Present it often to further test your idea
 Further validate your hypothesis
10.Convert what you’ve learned into an MVP
 Captured user stories become features
 Measurable results become test criteria

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6
12
20
2013 2015 2017
SOME OF OUR LEAN RESEARCH RESULTS
Today, the average
application uses 6 or more
SaaS solutions.
In the near future, this will
double to 12 or more.
+

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SOME OF OUR LEAN RESEARCH RESULTS
Developers spend too much time integrating cloud services
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