5. Some Stats- Main Problems
Equipos con problema Encontrar clientes
Entender problemas
Seguir el script de la
entrevista
Documentar
Nerviosismo
Explicar mi idea
Skype
No sabían que hacer
Otros
5
7. • Distintos caminos en la vida
Clase 1- Qué es • Emprender el camino arriesgado
• Por qué ahora?
Emprender • Algunos Paradigmas (Dinero, Idea, etc)
• Fallar en nuestra sociedad
Clase 2- Miedo a • La importancia de fallar temprano y seguido
• Que es un MVP
Fallar • Qué es un PIVOT
• Disruptive technology
Clase 3- Generar y • Diferencia entre idea y oportunidad
• Cómo generar y filtrar ideas
Compartir ideas • Ejecución & Canvas
• Framework de trabajo
Clase 4- • Qué es y qué no es?
• 4 pasos ; Discovery & Validation
Ejecución, CustDev • Entrevistar a clientes
• Cómo entrevistar a clientes
• Entrevista del problema
Clase 5- Discovery • MVP 1.0
• Entrevista de la solución
12. Discovery & Validation
• Do you have a problem worth Solving? • Have you built something
– Hypothesis statements
• Business Model Canvas customers want?
(input) – MVP Experimenting
– Customer Interviews – Product/Market fit testing
• Preparation
• Problem Interview
• Solution Interview
13. Discovery
• Meta: Comprobar que el producto resuelve un
problema para un grupo identificado de
usuarios
• Darnos cuenta si vale la pena solucionar este
problema ($$)
13
16. Task#1 Multiple Canvases
(done)
Objective:
– Document what is in our mind (hypotheses)
– Document customer`s feedback on the
hypotheses we have (pivoting if necessary)
– Common language
17. Task#2 Interviews Preparation (Done)
Objective:
– Get ready to start interviewing real customers
– Select first potential customers (in the market
segment you decided to attack)
– First approaches to the customer channels
– Decouple the problem from the solution and test
the problem before binding yourself to a solution
18. Task#3 Problem Interview (done)
Objective:
– Know which problem is worth solving for the
customer (Talk to customers to understand their
worldview before formulating a solution)
– We want to answer:
• Customer Segments: Who has the pain? (Early
adopters)
• Problem: What are you solving?
21. Task #4 MVP v1.0 (Demo)
Objective:
– Place the first attempt of our product/service’s
value proposition in front of the customer, in order
to diminish the uncertainty around each hypothesis
under test
– We use the term “demo” loosely to refer to
anything that can stand in place for the actual
solution
22. EXAMPLE
• Hypothesis: customers were willing
and ready to buy shoes online
• Experiment: ask to take pictures of
inventories in shoe stores and offered to
buy them after selling them online
• Experiment designed for one
question: is there already sufficient
demand for a superior online
shopping experience? -> YES
• This is an MVP
22
23. EXAMPLE
• Hypothesis: there is a space for a new
airline in the industry, fair rates, good
quality
• Experiment:Virgin Air started in 1984
with a single Boeing 747 flying a single
route (Gatwick to Newark and back)
• ->they added more planes and more
routes. They are now one of the
largest and most profitable airlines
in the world.
• This is an MVP
23
25. EXAMPLE
• Hypothesis: there is a space for a service
that allow group of friends to share
messages between them
• Experiment: 2006 TWITTR is
launched, using SMS has a way to
interact with a group of friends
• People started to use it to share
their status more than regular
messages…social network around
SMS system
• This is an MVP
25
26. Task #4 MVP v1.0 (Demo)
• Make it look real
• Internal vs. External
(customer) mockups
• Simulate the customer’s
behavior
• The mockup needs to be
quick to iterate
27. Task #4 MVP v1.0 (Demo)
• The mockup needs to
minimize on waste
• Each problem solved must
be present in your MVP
• Use real-looking information
(NOT lorem ipsum !!)
• THINK BIG, ACT SMALL!!
29. Task #5 Solution Interview
Objective:
– Take our first product demo
(MVP, draft, mockup, etc) out to the real customer
and achieve problem/solution fit.
– Answer the questions:
• Solution: How will you solve these problems?
• Revenue Streams: What is the Pricing Model?
31. About Pricing Test
• Test Pricing using the “starting price” you
determined earlier for this Customer Segment
• Your earlier probing on demographics should
have revealed what price to test
• There are many different strategies-> we will
have a whole topic on this
31
33. Resumiendo
We know what our
customers need and they MVP (or multiple ones)
are willing to pay for it
Discovery- we
are ready!
We are ready to express
Our idea has changed
how our team and idea
(perhaps many times)
have evolved
33
35. What you must present
1. Start with your project’s value proposition
(pitch)
2. Process from your initial idea until now (all
pivots you made)
– Follow chronological sequence of changes
– Use the canvas to structure your presentation
(remember your pivots are based on each module of
the canvas)
3. Show customer’s problem interview results
4. Show the MVP v1.0 details
35
36. Constraints & Tips
1. 5 minutes, not more (we will have a clock!)
2. Max. 10 slides
3. Language: Initial pitch in English, rest could be in Spanish
4. DEADLINE TO BE UPLOADED TO SLIDESHARE.NET AND
SHARED IN THE BLOG: MONDAY 16TH, 11:59 AM (DELAY WILL
CAUSE LOWER GRADE!)
5. More images the better
6. Practice your presentation, do not memorize it…You will only
make an awesome presentation by being sure about what
you say
36
37. The 10 slides
1. Front page w/logo and team (1 slide)
2. Pitch (value proposition) (1 slide)
3. Business Model Canvas (clear, not small) (1-2
slides)
4. Problem Interview Results (1-2 slides)
5. Canvas Changes (1-2 slides)
6. MVP version 1 –DEMO (1-2 slides)
37
