5. WHO HAS
BIGGER PAIN?CUSTOMER
PROBLEM
SOLUTION
Exp. 2
RISKIEST
ASSUMPTION
18-24 YR
+ ON SOCIAL MEDIA
+ MUSIC IS PART OF ID
TEST &
MEASURE
CATCHIN UP ON SHOWS
THEY MISSED
WILL THEY SPEND TIME ON
CATCHING UP ON SHOWS
MISSED?
INTERVIEW:
5/10
SEARCH ENGINE
FOR FINDING
CONCERT VIDEOS
5
7. WHO HAS
BIGGER PAIN?CUSTOMER
PROBLEM
SOLUTION
Exp. 3
RISKIEST
ASSUMPTION
EVENT ORGANIZERS WHO
SEEK SPONSORS
TEST &
MEASURE
MANUALLY CREATING
PDF’S FOR SPONSORS
EVENT ORGANIZERS
WILL PAY FOR DATA
TEST SALE
AUTOMATE THEIR
SPONSORSHIP
FOLLOWUP
7
11. LESSONS LEARNED
Pick easier targets
• big pain (pain, gain, job done)
• willingness to pay (pays for
alternatives)
• minimal behavior change or does not
loose anything
11
13. LESSONS LEARNED
Getting feedback is not easy
• customer is not going to the analysis
job for you
• prefer “how” & “what” questions
• let tell the story: how customer currently
solves the problem?
• what problems they have? how often?
how big problem it is?
• have customers searched for better
solutions? If not, why not? If yes, what
have they found?
13
14. LESSONS LEARNED
Customer development is a messy process
• are we validating a problem
• are we validating a customer
• are we validating a solution
• are we validating everything at the same time?
Possible solution: have an anchor
14
15. LESSONS LEARNED
Customer development is a messy process
Dumbledore tool & field
Psychology Bus tool
Funderful solution
Presenters feedback tool & field
Health Connect tool & general problem
Whatson general problem
Switch general problem
15
17. 1. ANALOGS AND ANTILOGS
• Google direct competitors and indirect
alternatives
• Find good examples to copy (analogs)
and bad examples to avoid (antilogs)
ACTION:
• Google individually (1-2 people)
• ask people to name analogs and antilogs
TIME TO SPEND: up to 1 HOUR
17
18. 2. SEARCH TEST
• Are people searching online for the
solution?
• Google Adword Tool
• Quora
• Facebook groups
• Forums, etc
ACTION: ask for help from others
TIME TO SPEND: up to 1 HOUR
18
19. 3. LIVE FEEDBACK
• Face-to-face interviews
• Phone or Skype or Hangout interviews
• Is there a problem? How often happens?
• etc.
ACTION: conduct 5-15 interviews
TIME TO SPEND: at least 2 HOURS
19
20. 3. LIVE FEEDBACK
Use our sponsor (350 employees)
Dumbledore HR
Psychology Bus HR
Funderful any alumnus
Presenters feedback sales
Health Connect ? any person/ ?client
Whatson ? any person
Switch ? client
20
21. 4. TEST SALE
• Facebook page or landing page
(quickmvp.com/)
• sign-ups and e-mails
• pre-payment or actual sale
• Sales portals: www.holvi.com (free online shop),
www.cherry.ee (discount outlet),
www.indiegogo.com (crowd funding)
• Test sale in person
• contract
• pre-payment or actual sale
ACTION: Just do it!!!
TIME TO SPEND: at least 2 HOURS
21
30 aastase ajalooga USA finantstarkvara firma Intuit kaalus kas tuua välja mobiilpangarakendus või mitte. Nad polnud kindlad, kas inimesed seda kasutada tahavad. Ikkagi uus asi ju. Nad otsustasid testida. Ehitasid valmis lahenduse esimese lihtsa versiooni ja… … läksid muhvineid müüma. Idee oli lihtne – muhvin maksis sularahas tasudes 2$, mobiilpanga rakenduse abil tasudes 1$. Nad tahtsid näha kas inimesed viitsivad selle rakendusega „jännata“ ning kas saavad sellega hakkama. Intuit sai sellest katsest, õigemini katsete seeriast, kinnitust õigel kursil olemisele. Nad tõid rakenduse turule
ja täna moodustab see olulise osa nende ärist.