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Running Lean

Fimel Gresiana/GM2

BOOKS CONTENT
Do I have product worth solving?
PROBLEM/SOLUTION FIT

PRODUCT/LAUNCH FIT

PRODUCT/MARKET FIT

1. Is it something customers want?


(must-have)
2. Can it be solved? (feasible)
3. Will they pay for it? If not, who will?
(viable)

Brainstorming possible customer


1. Distinguish between customers and users
2. Split broad customer segments into smaller ones
3. Sketch a Lean Canvas for each customer segment

Lean Canvas
List existing
alternative
List your
solution

6
5

Possible
early
#1 problem
Finding, adopters
you are
solving building, and
testing
significant path
to customer

4 1
5

Single diagram of
our critical business
Shorter time to
write
Create conversation other than
ourselves

Prioritize Where to Start


The objective: To find a big enough market you can
reach with customers who need your product that will
pay a price you can build a business around.
1. Customer pain level
2. Ease of reach
3. Price
4. Market Size

GET READY TO INTERVIEW


CUSTOMERS
No Surveys or Focus Groups Please
Get Out of the Building
Assemble a Problem/Solution Team
Get a Head-start on Channel Building
Find Prospects
Decouple the Problem from the Solution

THE PROBLEM INTERVIEW


What You Need to Learn
Formulate Testable Hypotheses
Conduct Problem Interviews
Do You Understand the Problem?

What is the Problem Interview exit


criteria?
You are done when you have interviewed at least 10
people and
Can identify the demographics of an early adopter,
Have a must-have problem and
Can describe how customers solve this problem today

THE SOLUTION INTERVIEW


Test the solution with a demo before building
the actual product.
What You Need to Learn
Build a Demo
Customer
Segments: Who are your early-adopters?
Problem:
What
is the problem
you are solving?
Formulate
Testable
Hypotheses
Solution: How will you solve these problems?
ConductStreams:
SolutionWhat
Interviews
Revenue
is the Pricing Model?
Do You Have a Problem Worth Solving?

THE SOLUTION INTERVIEW


Test the solution with a demo before building
the actual product.
What You Need to Learn
Build a Demo
Formulate Testable Hypotheses
Most customers are great at articulating problems, but
Conduct Solution
Interviews
not visualizing
solutions.
Do You Have a Problem Worth Solving?

What is the Solution Interview


exit criteria?
Identify the demographics of an early adopter,
Have a must-have problem,
Can define the minimum features needed to solve this
problem, and
Have a price the customer is willing to pay
That you can build a business around (using a back-ofthe-envelope calculation)

Thank you