How to Build Products That Your Customers Want

Nancy Sharma | Agile Coach, Srijan Technologies@thethinkinhat

#SrijanWW | @srijan

#SrijanWW | @srijan

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 PreserveZOOM INZOOM OUTCUSTOMER SEGMENTCUSTOMER NEEDPLATFORMBUSINESS 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 DevelopmentTraditional 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!!

#SrijanWW | @srijan

https://www.linkedin.com/in/nancysharma

THANK YOU!LET’S FOCUS ON BUILDING THE “RIGHT” PRODUCT!