LEAN?

• Using less resources

• Building less features

• Decreasing cash spent

• Creating value for customers

It not about going faster but going shorter distance

MVP

PRODUCT = EXPERIMENT

CUSTOMER

HYPOTHESIS

5 min

Define your customer groups

When creating personas take in considerations the following: 

1. Demographics2. Aspirations and Fears3. Technology and Media Consumption4. Shopping/purchase Habits5. Superpowers6. Friends Group

Bartle’s player types

Environment

Interacting

Acting

People

Socialisers

Killers Achievers

Explorers

Customer group

Tom - Age 30

He’s been the music guru among his friends since college and isn’t stopping now. He wears casual, comfy clothes whenever possible. Eats and hangs outside with friends and spends everything he earns. Single and lives in artistic neighbourhood.

Technology - uses latest iPhone and has apps to keep him updated of new stuff

Market: Estonia

Persona group: Office worker

Name: Mailis Kask

Job position: Business development associate

Demographics:

Age: 35

Education: Higher

Languages: Estonian, English, Finnish

Nationality: Estonian

Family: Married, 2 children

Personality: social, active, hard worker, ambitious,

worries about her looks

Technology: Android smartphone and Windows PC

at the office.

Customer group

FIND EARLY ADAPTORS

PROBLEM

Who have problem with what?

E.g. Older people have a problem with seeing clearly.

5 min

SOLUTION

Do not define until the problem is validated.

Why? Because every problem has multiple solutions.

Riskiest assumption

If true then your business will fail.

5 min

Define validation method and success

criterion

Iterate until you find the right customer with right problem

Interviews &

observation

How to ask?

GOOD: Who, What, When, Where, Why, How BAD: Would you like... Do you…

The more you ask someone to imagine something, the less you can trust their data

While interviewing

• Go in with 2-3 objectives

• Have real conversation

• Record data or write down

• Friends and family doesn’t count

SELLING IS NOT ALLOWED

HOW TO FIND PEOPLE?

1.Strangers on Street

2.Shopping Mall & Cafe’s

3.Bored People

4.Craigslist 5.LinkedIn6.Cold Calls

@taavilindmaa

Look for patterns

PITCH

Goal?

Goal isn’t about acquiring customers, it’s about finding

potential customers to talk to.

Collect leads

A/b testing

A/b testing

Heatmaps

Crowdfunding

Screen recording

Eye-tracking

CONCIERGE

! GET OUT!!!!!!!!!!

! ! OF THE!!!!!!!!!! !!!!!!!!!

BUILDING!

@taavilindmaa

CASE STUDY 1

Lean Statup Conference Winner!

What's next?

• Talk to real customers (min 25 people)

• If problem validated then set up landing page and start collecting currency

• Else pivot and change at least one input

LANDING PAGE

• Unbounce.com

• Launchrock.co

• Strikingly.com

• Wordpress templates

• Twitter Bootstrap

@taavilindmaa