Speaker: Nancy Sharma, Agile Coach, Srijan A lot of businesses today are struggling with generating value for their customers. However, according to a Standish report, around 47% of features that are built are NEVER used by our users. If that’s the case, are we truly generating value for them? While Scrum focuses on bridging the gap between engineering and business, it does not help the business in uncovering what the user wants. Lean startup, on the other hand, is a movement which has gained lot of trust in the industry in solving the mystery of “customer value”. It talks about experimentation in terms of the build-measure-learn cycle. I believe that lean startup can very well supplement the scrum framework in discovering the features that can generate value for our users. Join the webinar and explore how we can apply both lean startup and scrum principles in bridging the gap of “customer value” Who Is This For? - People who have an intermediate or above level of experience with the Scrum framework - People working in the role of SM, PO, with a good understanding of Scrum - A little exposure to the lean startup concept would be an added advantage What's In It For You? - Understand how to focus on the question “ How to build a right product” rather than “How to build this product right” - Get insight into Lean startup principles and how to apply them in a scrum set up. You can check out all our webinars at: www.srijan.net/webinar/past-webinars

1. How to Build Products That
Your Customers Want
Nancy Sharma | Agile Coach, Srijan Technologies
@thethinkinhat
#SrijanWW | @srijan

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Who Am I?
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“Apply
Lean Thinking
to
Innovation Process”

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The goal of the startup is to figure out the right thing - the thing customers
want and will pay for - as quickly as possible.
● Inspired by “Lean Thinking”
○ Just in time
○ Measure driven
○ Speed up development cycles
● If you make something that nobody wants, doesn’t matter if you make it on time or budget.
● Difficulty of a startup/innovation comes from the inherent uncertainty. They don’t know their
customers or the product they want to build.
● Lean startup is a methodology/best practises that help startups to move in right direction quickly by
systematic experimentation.

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What is Lean Startup?
“Lean Startup” is an approach for launching businesses and
products, that relies on validated learning, scientific
experimentation, and iterative product releases to shorten
product development cycles, measure progress and gain
valuable customer feedback.
- Wikipedia

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What is Lean Startup?
“Lean Startup” is a process for validating and invalidating your
assumptions as quickly as possible to discover and deliver what
people actually want.
- Me

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Lean Startup- Principles

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The Feedback Loop

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“MVP != A Compromise!!”

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Pivot or Preserve
ZOOM IN
ZOOM OUT
CUSTOMER SEGMENT
CUSTOMER NEED
PLATFORM
BUSINESS ARCHITECTURE

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“Customers care about the problem, not your solution!”
Dave McClure
Building this When customer
needs this

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Customer Development
● Focus on your customers, markets from day 1.
● Emphasis is on learning and discovery before execution.
● Parallel process to Agile Development
Customer
- Who is using your
product?
Problem
- What problem do they
have?
Solution
- How will you solve the
problem?

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Customer Development - Benefits

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Lean Canvas

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Test your plan!

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Customer Development

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Customer Development

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Customer Discovery Customer Validation

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*Source - Steve Blank
● Quick, Incremental, minimum features, customer validation/revenue

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Product Development
Traditional product development has four stages -
❑ Idea/Seed
❑ Development
❑ Beta Tests
❑ Launch
The basic flaws -
❑ Customers are no where in the flow chart
❑ Emphasis on execution over learning
❑ Lack of meaningful sales/marketing milestones

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Product Development With Lean Startup
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Use of Scientific Methods
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Small batches
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A Perfect Blend?

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There is a scientific method to
follow Agile Principles on the
business side to validate ideas
before starting the product
development.
Use the Business Model Canvas to
frame hypotheses
Customer Development to get out of the building to test
and validate hypotheses
Agile Engineering to build the product iteratively
and incrementally
Lean Startup to build products that customers want!!

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https://www.linkedin.com/in/
nancysharma
THANK YOU!
LET’S FOCUS ON BUILDING THE “RIGHT” PRODUCT!