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7/21/2019 Better Narrative Better Product
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2015 COWAN+
BETTER NARRATIVEBETTER PRODUCT
Alex Cowan
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ABOUT ME
Entrepreneur (5x)Intrapreneur (1x)
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www.alexandercowan.com
ABOUT ME
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2015 COWAN+Paul Holloway via Wikimedia Commons
ALEX COWAN
alexandercowan.com
@cowanSF
AGILE: BLOCKBUSTER EVENT OF 2001
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THE AFTERPARTY
ALEX COWAN
alexandercowan.com
@cowanSF
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THE MANIFESTO WAS SIMPLE
INDIVIDUALSINTERACTIONS
PROCESSESTOOLS
WORKINGSOFTWARE COMPREHENSIVEDOCUMENTATION
CUSTOMERCOLLABORATION
CONTRACTNEGOTIATION
RESPONDING TOCHANGE
FOLLOWINGA PLAN ALEX COWAN
alexandercowan.com
@cowanSF
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2015 COWAN+
THE COMMERCE TEAM THE DEVELOPMENT TEAM1. Connecting with customer needs2. Managing uncertainty3. Describing for implementation
1. Implementation strategy2. Managing changes in need3. Distributing actionable inputs
THE FIELD TEAM1. Delivering on customer issues consistent with overall company direction
WHATS HARD
ALEX COWAN
alexandercowan.com
@cowanSF
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3: SMALL BATCHES2: NARRATIVECOLLABORATION
1: THE USER STORY
AGILE: THE GOOD STUFF
ALEX COWAN
alexandercowan.com
@cowanSF
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1Write Fully Narrated Stories
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STORIES: INPUT FOR BUILDING STUFF
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
Is the problemrelevant? Is theproposition bettervs alternatives?
SCALE
?
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THE IMPORTANCE OF FORM & NOTATION
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STORIES
Epic Stories
Stories
Test Cases
As a [persona],
I want to [do something]so that I can [derive a benefit]
Who is this user?
What makes them tick?
Whos an example of such a person?
Why do they want to do this?
What's the benefit/reward?
How will we know of itsworking?
bit.ly/youagile
(THE WHOLE) AGILE USER STORY
ALEX COWAN
alexandercowan.com
@cowanSF
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2015 COWAN+
CHILD STORIES
A) As an HR manager, I want to match an open positions required skills with quiz topics so I can create a
quiz relevant for candidate screening.
B) As an HR manager, I want to send a draft quiz to the the functional manager so I make sure Ive coveredthe right topics on the screening quiz.
C) As a functional manager, I want to send feedback on the screening quiz to the HR manager so I make sureIm getting the best possible screening on candidates.
D) As an HR manager, I need to purchase an upgraded service tier so I can add additional topics to my quiz.
E) As an HR manager, I want to add custom questions to the quiz so we cover additional topics that areimportant to the functional manager.
EPIC STORYAs the HR manager, I want to create a screening quiz so that I can understand whether I want to sendpossible recruits to the functional manager.
EXAMPLE: AGILE USER STORIES
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EPIC
As the HR manager, I
want to create a
screening quiz so that I
can understand whether
I want to send possiblerecruits to the functional
manager.
WALKING THROUGH AN EPIC
bit.ly/dostory
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TRIGGER
How does the
problem scenarioinitiate?
ACTION
How is the action
executed? Howeasy is it?
REWARD
How is the persona
gratified?
SKETCHING YOUR NARRATIVE
source: adapted from Nir Eyals Hook Framework
bit.ly/dostory
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2Clarify Motivation vs. Usability
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STORIES: INPUT FOR BUILDING STUFF
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
Is the problemrelevant? Is theproposition bettervs alternatives?
SCALE
?
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ACTIONABLE OBSERVATION
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
SHOW
ME
?
Is the problemrelevant? Is theproposition bettervs alternatives?
How did the customer/user react?
SCALE
?
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WHAT ARE WE TESTING?
source: adapted from BJ Foggs Behavioral Model
Ability (Usability)
Motivation
Action Line
Inaction : (
Action : )
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WHAT ARE WE TESTING?
source: adapted from BJ Foggs Behavioral Model
Usability Testing
Proposition Testing
(ala Lean Startup,
MVPs)
DONT RUIN YOUR
RESULTS BY TRYING
TO TEST BOTH AT THE
SAME TIME
Ability (Usability)
Motivation
Action Line
Inaction : (
Action : )
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3Test Usability Appropriately & Often
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Exploratory Assessment Validation
It looks like thisapproach willfundamentally work.
The implementationis sound and readyfor tuning.
Ready forprime time.
USABILITY TEST SUITES: A PROGRESSION
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Objectives & Methods
Product Version
Subjects
Research Composition
Pre-Session Checklist
Session Design
bit.ly/cdhandbook bit.ly/vdt-usability
A USABILITY TEST DESIGN FOR ANYONE
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Objectives & MethodsExplain to your collaborators which test type and why.
Product Version
Subjects
Research Composition
Pre-Session Checklist
Session Design
bit.ly/cdhandbook bit.ly/vdt-usability
A USABILITY TEST DESIGN FOR ANYONE
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Objectives & Methods
Product Version
SubjectsHave a screener. (But any subject is better than none.)
Research CompositionPre-Session Checklist
Session Design
bit.ly/cdhandbook bit.ly/vdt-usability
A USABILITY TEST DESIGN FOR ANYONE
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Objectives & Methods
Product Version
Subjects
Research Composition
Pre-Session ChecklistImportant! Breakage is expensive here.
Session Design
bit.ly/cdhandbook bit.ly/vdt-usability
A USABILITY TEST DESIGN FOR ANYONE
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Objectives & Methods
Product Version
Subjects
Research Composition
Pre-Session ChecklistSession Design
Objectives. Notes. Output.
bit.ly/cdhandbook bit.ly/vdt-usability
A USABILITY TEST DESIGN FOR ANYONE
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Research ObjectiveTime: Est.v. Actual
Notes
How are we doing on this user story:
As an independent trucker, I want to find
loads at my destination so that I dont have
to drive home empty.
n/a
MODERATOR GUIDEI know that you often use load boards to find jobs.
On this application, you can find load postings at your destination?
Can you show me where youd go to find them?
OUTPUT
An assessment of the users relationship to the available affordances
and their appropriateness to the current user narratives and tasks.
EXAMPLE TEST PLAN ITEM: ELOAD
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EXAMPLE PROTOTYPE: ELOAD
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Your software paintsvirtual walls. Tell the
subject youd like to see
the wall yellow andobserve what they do.
(If you want to test motivation,
start with interviews, then
MVPs, experiments.)
IF USABILITY TESTING, MOTIVATION SUPPLIED
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70% of users didntget the drag and drop
in this version
This change in theannotation was
enough so they got it
LITTLE TESTS, LITTLE CHANGES, BIG RESULTS
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4Always Link to Value (Motivation)Its OK to be Uncertain, to Experiment
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STORIES
Epic Stories
Stories
Test Cases
As a [persona],
I want to [do something]so that I can [derive a benefit]
Why do they want to do this?
What's the benefit/reward?
How will we know of it's
working?
bit.ly/youagile
(THE WHOLE) AGILE USER STORY
ALEX COWAN
alexandercowan.com
@cowanSF
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2015 COWAN+
ACTIONABLE OBSERVATION
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
SHOW
ME
?
Is the problemrelevant? Is theproposition bettervs alternatives?
How did the customer/user react?
SCALE
?
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SOURCES OF VALUE
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
VALUE
PROPOSITIONS &
ASSUMPTIONS
SHOW
ME
?
WHAT
IF?
Is the problemrelevant? Is theproposition bettervs alternatives?
Was the implementedstory relevant to theproposition?
How did the customer/user react?
SCALE
?
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Do I have real evidence from my buyer thatthis is compelling?
01 IDEA!
What are the key assumptions required tomake this business work?
02 HYPOTHESIS
How do I definitely prove or disprove theassumptions with a minimum of time andeffort?
03 EXPERIMENTAL DESIG N
04 EXPE RIM ENTATION
Am I reacting or am I focused onvalidating my pivotal assumptions?
Pivot or persevere?
EVIDENCE-BASED INNOVATION VIA LEAN STARTUP
bit.ly/leanin6
ALEX COWAN
alexandercowan.com
@cowanSF
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If we [do something]for [persona], they will[respond in a certain way]
Example (Enable Quiz):If we [allow HR managers to append notes to test results], theywill [use the feature as their primary vehicle to send interviewnotes to the functional manager & the functional manager willfind the notes useful].
DEFINING ACTIONABLE ASSUMPTIONS
ALEX COWAN
alexandercowan.com
@cowanSF
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Component Notes
What assumption will this test? How?
If we [allow HR managers to append notes to test results], they will [use the feature as their
primary vehicle to send interview notes to the functional manager & the functional manager will
find the notes useful].
What is/are the pivotal metric(s)?
What is the threshold for true (validated) vs. false (invalidated)?
1) [candidates with notes] / [candidates submitted] @ 25%
2) portion of functional managers mentioning the notes unprompted in discovery interviews via
question How do you get information about candidates? What do you look at? @ 50%
What will we do next if the result is true? False?
True: Roll out the feature across the user base.
False: Continue discovery on how HR and functional managers communicate on candidate
hiring
How much time, money will it take to set up? see bit.ly/exp-test
Roughly, what will it take for each individual test?
Subsequent tests?see bit.ly/exp-test
Roughly, how long will it take for each test to run and produce definitive,
actionable results?see bit.ly/exp-test
bit.ly/exp-test
EXAMPLE: ENABLE QUIZ ON FEATURE VALUE
bit.ly/leanin6
ALEX COWAN
alexandercowan.com
@cowanSF
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-1 Day
IS IT VALUABLE?
What motivates the user?How can you test thatwithout product?
30 Day
DOES IT STICK?
Post deploy, are usersengaged at expected levels?If not, why not?
90 Day
DID IT MATTER?
Is it delivering on the targetpropositions? If not, why not?
0 Day
DOES IT WORK?
What are the results ofphase-appropriateusability testing.
TESTING & CADENCE
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5Anchor Value to Problems(vs. Solutions)
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SOURCES OF VALUE
PRODUCT &
PROMOTION
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
VALUE
PROPOSITIONS &
ASSUMPTIONS
SHOW
ME
?
WHAT
IF?
Is the problemrelevant? Is theproposition bettervs alternatives?
Was the implementedstory relevant to theproposition?
How did the customer/user react?
SCALE
?
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ANCHORING TO PROBLEMS (NEEDS)
PRODUCT &
PROMOTION
WHAT?
PROBLEM
SCENARIOS &
ALTERNATIVES
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
VALUE
PROPOSITIONS &
ASSUMPTIONS
SHOW
ME
?
WHAT
IF?
Is the problemrelevant? Is theproposition bettervs alternatives?
Was the implementedstory relevant to theproposition?
How did the customer/user react?
SCALE
?
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The twin anti-poles of design failure
Doing preciselywhat the user asks
Assuming you know whatsbest and ignoring the user
!"#$%
DIAGNOSING USER PROBLEMS & PRODUCT VALUE
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ALEX COWAN
alexandercowan.com
@cowanSF
ANCHORING VALUE TO PROBLEMS (NEEDS)
XPROBLEM SCENARIO
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What job(s) are you doing forthe customer?
What existing need or behavior areyou fulfilling?
ANCHORING VALUE TO PROBLEMS (NEEDS)
ALEX COWAN
alexandercowan.com
@cowanSF
XPROBLEM SCENARIO
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ALEX COWAN
alexandercowan.com
@cowanSF
ANCHORING VALUE TO PROBLEMS (NEEDS)
?
X
ALTERNATIVE(S)
PROBLEM SCENARIO
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If they currently use a spreadsheet,watch them use it and get a copy of it.
If they currently put notes on the family
fridge, ask about it, photograph it.
ANCHORING VALUE TO PROBLEMS (NEEDS)
?ALTERNATIVE(S)
PROBLEM SCENARIO X
ALEX COWAN
alexandercowan.com
@cowanSF
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ANCHORING VALUE TO PROBLEMS (NEEDS)
!
?
X
ALEX COWAN
alexandercowan.com
@cowanSF
ALTERNATIVE(S)
PROBLEM SCENARIO
YOUR VALUE PROPOSITIONS
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Are they better enough than the alternative(s)? !
?
ANCHORING VALUE TO PROBLEMS (NEEDS)
X
ALEX COWAN
alexandercowan.com
@cowanSF
ALTERNATIVE(S)
PROBLEM SCENARIO
YOUR VALUE PROPOSITIONS
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YOUR VALUEPROPOSITIONS!
ALTERNATIVE(S)?
PROBLEM SCENARIOProblem:Helen the HR Manager & Frank
the Functional manager find it difficult toconnect on the candidates she screens.Theyd like more time to exchange notesand figure out whats effective, but theyrebusy.
Alternative: They have occasionaldiscussions. When she can, Helen writes updescriptive emails when she has time.
Value Proposition: Franks already lookingat the candidates quiz scores in the Enable
Quiz system. If Helens notes appearedthere in a best practice format, this wouldimprove their joint effectiveness on hiring.
bit.ly/2persona
ANCHORING VALUE TO PROBLEMS (NEEDS)
X
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6Anchor to Vivid Personas
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STORIES
Epic Stories
Stories
Test Cases
As a [persona],
I want to [do something]so that I can [derive a benefit]
Who is this user?
What makes them tick?
Whos an example of such a person?
bit.ly/youagile
(THE WHOLE) AGILE USER STORY
ALEX COWAN
alexandercowan.com
@cowanSF
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KNOWING WHAT MAKES THE USER TICK
PRODUCT &
PROMOTION
Do we understandthis person? What
makes them tick?
WHO?
WHAT?
PERSONAS
PROBLEM
SCENARIOS &
ALTERNATIVES
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
VALUE
PROPOSITIONS &
ASSUMPTIONS
SHOW
ME
?
WHAT
IF?
Is the problemrelevant? Is theproposition bettervs alternatives?
Was the implementedstory relevant to theproposition?
How did the customer/user react?
SCALE
?
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DESIGN THINKING: EMPATHY & PERSONAS
ALEX COWAN
alexandercowan.com
@cowanSFbit.ly/2persona
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DESIGN THINKING: EMPATHY & PERSONAS
ALEX COWAN
alexandercowan.com
@cowanSFbit.ly/2persona
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Women
Age 28-45
Has kids
Socialize with other moms
Online with Facebook
86% said theyd like to be moreorganized
70% said theyd use an applicationthat organizes them
PERSONA: BAD
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Bullet points are almost never vivid or
detailed
Stock photo- not real
This is a huge population- not exact
These responses are fake actionable- survey responses
like this are unreliable
PERSONA: BAD
Women
Age 28-45
Has kids
Socialize with other moms
Online with Facebook
86% said theyd like to be moreorganized
70% said theyd use an applicationthat organizes them
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Mary is a mom by choice. She had a successful career in
accounting, but welcomed the opportunity to be a stay at home
mom. She loves it. But its not like having kids purged hercreative, social instincts. She wants to connect, she wants to
learn, she wants to interact. Being a mom is a job and she wants
to do it well. That means corresponding with other moms on
child education and keeping track of what works. She posts to
Facebook at least twice a week and responds to other moms
items more often than that.She has a few blogs and publications she reads regularly
Mary the Mom
PERSONA: BETTER
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the use of a first name helps w/ vividness (a little)
these full sentences look like a good start towards
something vivid and detailed
this is a real photo of a relevant person taken with an
iPhone in the real world
PERSONA: BETTER
Mary is a mom by choice. She had a successful career in
accounting, but welcomed the opportunity to be a stay at home
mom. She loves it. But its not like having kids purged hercreative, social instincts. She wants to connect, she wants to
learn, she wants to interact. Being a mom is a job and she wants
to do it well. That means corresponding with other moms on
child education and keeping track of what works. She posts to
Facebook at least twice a week and responds to other moms
items more often than that.She has a few blogs and publications she reads regularly
Mary the Mom
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Day in the LifeWe look at a few photos for a given persona (not a full picture, just snippets)
You make some guesses about them
There are no right answers BUT
There is a right process: observe and infer
OBJECTIVE:Get a feel for whats real; start to create something vivid
A LITTLE GAME FOR BETTER PERSONA DISCOVERY
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Sally theSingle Mom
OUR CAST
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WAKE UP!
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WAKE UP!
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GEARING UP FOR THE DAY
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AT WORK
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AFTER WORK
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PRE-BED
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BED
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GEAR
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IF I HAD 3 EXTRA HOURS
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Powerful emotional drivers work against it
The more of a go-getter we are,the more these probably affect us
WHY DOESNT ALL THIS NATURALLY HAPPEN?
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WE BUILD MONUMENTS
Once we start to work on something, we
naturally attach to it. Yet, innovation
requires a lot of discard.
DISCARDIS HARD
WE MEASURE LOCALLY
We like to cross things off our list, even
when it may be short sighted.
MY TIME,MY WORK
EMPATHY IS HARD
For most of us, its not that natural.EMPATHY
WAITING IS HARD
Even if some observation and testing makes
sense, emotionally wed prefer to just roll the
dice and see what happens.
ROLL THEDICE!
WHY DOESNT ALL THIS NATURALLY HAPPEN?
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Item
Your stories have all three clauses
Usability and motivation are both linked to stories, but tested separately
Usability is testing feels easy, frequent, and effective
Every story is linked to a value proposition (small or large)
Every proposition is linked to a problem
Every story, proposition, and problem is linked to a vivid persona
YOULL KNOW ITS WORKING IF
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THE VENTURE DESIGN PROCESS
PRODUCT &
PROMOTION
Do we understandthis person? What
makes them tick?
WHO?
WHAT?
PERSONAS
PROBLEM
SCENARIOS &
ALTERNATIVES
PIVOT?
USER STORIES
& PROTOTYPES
CUSTOMER
DISCOVERY &
EXPERIMENTS
VALUE
PROPOSITIONS &
ASSUMPTIONS
SHOW
ME
?
WHAT
IF?
Is the problemrelevant? Is theproposition bettervs alternatives?
Did theimplementationdeliver onthe story?
Was the implementedstory relevant to theproposition?
How did the customer/user react?
SCALE
?
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bit.ly/vdesignCheck outVenture Design
@cowanSFTwitter
[email protected] in touch!
Use Customer DiscoveryHandbook
bit.ly/cdhandbook
bit.ly/ac2trueView this deck
FINI