Post on 22-Jun-2018
ASH MAURYA@ashmaurya
ash@spark59.comPracticeTrumpsTheory.com
MODULE 5 - LESSON 6USERCYCLE CASE-STUDY
ash
Time
BlogBook?
Workshops
USERcycle - Version 1
Problem Solution Unique Value Proposition
Unfair Advantage Customer Segments
Key Metrics Channels
Cost Structure Revenue Streams
Lean Canvas is adapted from The Business Model Canvas (http://www.businessmodelgeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.
30-day Free Trial @ $50/month Freemium model to follow
Troubleshooting trials is hard.
Metrics can’t tell you why.
User motivation decays exponentially.
Existing alternatives: Homegrown, Drip emails, Salesforce + Eloqua/Marketo
Software companies
Early Adopter: Pre-PM Fit and familiarity with Lean Startup
Turn your users into passionate customers.
High level concept: KISSmetrics meets Mailchimp.
Event based tracking
“Metrics are People”
Lifecycle Messaging
Personal Authority
Advisors
Blog
Book
Workshops
Hosting Costs - heroku: $150/month People Costs - 2 people = $20K/month
Success Goal: $10M revenue/year in 5 years
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
Name your strategy
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What are you trying to achieve?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What does the current state look like?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What does the current state look like?Metrics
Assets/resources
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
Last 3 workshops with 30 ppl led to 6 interested parties.
Current Assets:1. Monthly workshops: 30-40 ppl2. Blog: 2000 unique visitors/wk
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What are you proposing?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What are you proposing?
Root cause analysis
5Whys and Constraint Analysis.
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What are you proposing?
Root cause analysis
Analogs
“If I have seen further, it is by standing on the shoulders of giants.”- Isaac Newton
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What are you proposing?
Root cause analysis
Leap of Faith
Analogs
Leap of Faith: Being known as an “expert” will drive early adopters
Testable Hypothesis: Blog post will drive >100 early sign-ups
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
Last 3 workshops with 30 ppl led to 6 interested parties.
Current Assets:1. Monthly workshops: 30-40 ppl2. Blog: 2000 unique visitors/wk
6 interested parties is not yet a problem worth solving. Business model requires 80-100 strong leads.
Leaps of Faith1. Problem is active and easy to articulate.2. Lifecycle messaging solution generates interest.3. Current channels are sufficient to test PSFIT.
Proposal:Use interviews to develop mafia offer then rollout using 10x approach through marketing website.
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What is the goal?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
What is the goal?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
Last 3 workshops with 30 ppl led to 6 interested parties.
Current Assets:1. Monthly workshops: 30-40 ppl2. Blog: 2000 unique visitors/wk
6 interested parties is not yet a problem worth solving. Business model requires 80-100 strong leads.
Leaps of Faith1. Problem is active and easy to articulate.2. Lifecycle messaging solution generates interest.3. Current channels are sufficient to test PSFIT.
Proposal:Use interviews to develop mafia offer then rollout using 10x approach through marketing website.
Establish USERcycle as a problem worth solving and define MVP with a starting rate of 100 signups/mo.
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
Outline coarse implementation details with timeline
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
Last 3 workshops with 30 ppl led to 6 interested parties.
Current Assets:1. Monthly workshops: 30-40 ppl2. Blog: 2000 unique visitors/wk
6 interested parties is not yet a problem worth solving. Business model requires 80-100 strong leads.
Leaps of Faith1. Problem is active and easy to articulate.2. Lifecycle messaging solution generates interest.3. Current channels are sufficient to test PSFIT.
Proposal:Use interviews to develop mafia offer then rollout using 10x approach through marketing website.
Establish USERcycle as a problem worth solving and define MVP with a starting rate of 100 signups/mo.
1. Announce USERcycle with a blog post2. Drive problem and solution interviews3. Develop repeatable offer that works in person4. Gradually replace interviews with self-serve website
Timeline:1. Problem interviews: 2 weeks2. Solution interviews: + 4weeks3. Target goal reached: + 4 weeks
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
If this works, what potentially comes next?
STRATEGY PROPOSAL
Background
Current Condition
Goal
Implementation Plan
Follow-on Strategies (if any)
Author:Title: Created:
Analysis and Proposal
USERcycle PSFit Ash Maurya Aug 1, 2013
I have received several anecdotal requests for turning my homegrown metrics tool into a product which I want to explore further.
Last 3 workshops with 30 ppl led to 6 interested parties.
Current Assets:1. Monthly workshops: 30-40 ppl2. Blog: 2000 unique visitors/wk
6 interested parties is not yet a problem worth solving. Business model requires 80-100 strong leads.
Leaps of Faith1. Problem is active and easy to articulate.2. Lifecycle messaging solution generates interest.3. Current channels are sufficient to test PSFIT.
Proposal:Use interviews to develop mafia offer then rollout using 10x approach through marketing website.
Establish USERcycle as a problem worth solving and define MVP with a starting rate of 100 signups/mo.
1. Announce USERcycle with a blog post2. Drive problem and solution interviews3. Develop repeatable offer that works in person4. Gradually replace interviews with self-serve website
Timeline:1. Problem interviews: 2 weeks2. Solution interviews: + 4weeks3. Target goal reached: + 4 weeks
1. Build MVP2. Enter Product/Market Fit stage
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
Teaser Page Ash Maurya 2 weeks
Use a teaser page + blog post to drive interview leads for the USERcycle product.
1. Announce USERcycle product through a blog post2. CTA is to drive interested parties to teaser page with expectation of
being interviewed3. Use Google Analytics and Prefinery to measure conversation rate
Expected Blog Post Traffic: 2,000 visitorsExpected Conversion Rate: 10%
Falsifiable Hypotheses:1. Teaser page + blog post will collect 200 interview leads
Blog post
Landing Page
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
Run 20 problem interviews Ash Maurya 2 weeks
Run problem Interviews to test for right early adopter and problem fit.
1. Build interview script2. Prioritize a few local face-to-face interviews3. Run others online over skype/google hangout4. Interview anyone that wants to talk.
Running 20 problem interviews will validate:1. Saas companies are best early adopter segment.2. Active pain exists around customer onboarding during trials.3. Current solutions around approach doesn’t provide enough insight into
what’s going wrong.4. Monetizable pain by way of people building homegrown solutions or
paying for 3rd party analytics. Expect $24-49 price point.
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
Teaser Page Ash Maurya 2 weeks
Use a teaser page + blog post to drive interview leads for the USERcycle product.
1. Announce USERcycle product through a blog post2. CTA is to drive interested parties to teaser page with expectation of
being interviewed3. Use Google Analytics and Prefinery to measure conversation rate
Teaser page + blog post campaign resulted in 134 interview leads.
This number was lower than expected outcome but still enough to complete problem/solution fit stage.
An interesting number to note is the 45.6% conversion rate on the application form. The blog post drove traffic to the page but slightly less than half completed the form.
The rest were either just curious or didn’t completely read the blog post?
Continue running Problem Interviews.
Expected Blog Post Traffic: 2,000 visitorsExpected Conversion Rate: 10%
Falsifiable Hypotheses:1. Teaser page + blog post will collect 200 interview leads
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
SUCCESS METRICS CURRENT METRICS
PROBLEM/SOLUTION FIT PRODUCT/MARKET FIT SCALE
Lean Dashboard Lean Stack by Spark59.com
How is your customer funnel performing?Identify your current stage.List out customer lifecycle (AARRR) metrics.
EXPERIMENTS
KEY OBJECTIVE ACTIVE EXPERIMENTS COMPLETED EXPERIMENTS
BUILD MEASURE LEARN
1 2 3 4
5 6 7 8
EXPERIMENT QUEUE
9 10 11 121 2 3 4
13 14 15 165 6 7 8
How will you determine if this is a problem worth solving?What is your early validation criteria?How many customers does that represent?By when?
How will you determine if you have built something enough people want?What is your revenue goal?How many customers does that represent?By when?
How will scale your business model?What is your engine of growth?What is your revenue goal?How many customers does that represent?By when?
Determine right action, right time.What are your riskiest assumptions or leaps of faiths?What is your next significant goal?How will you get there?By when?
3 YEARS FROM NOW
8,000 CUSTOMERS
1.5 YEARS FROM NOW
800 CUSTOMERS
2 MONTHS FROM NOW
80 CUSTOMERS
2 MONTHS FROM NOW
FIND 1,600 LEADS
RUN PROBLEM
INTERVIEWS
RUN SOLUTION
INTERVIEWS
MARKETINGWEBSITE
TEASER PAGE
It’s time to act on your big idea.Validate and grow your business idea with advice from top business model coaches and lean experts.
Ash Maurya | Author, Running Lean | Founder, Spark59 | @ashmaurya
Life is too short to build something nobody wants…