Stop throwing money out the window
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STOP THROWING MONEY OUT THE WINDOW@FlaviusStef, Mozaic Works
v.2, includes design thinking
Me
2001-2006Web Developer
2007-2010Startup co-founder
2011-2014Coach and TrainerAgile, Lean, Org. Change
Follow me on Twitter
More on Slideshare
1. WASTE2. LEAN STARTUP3. TECHNIQUES
4. EXAMPLES5. PRINCIPLES
1. WASTE
WASTE LEAN STARTUP TECHNIQUES EXAMPLES PRINCIPLES
Syneto WCF – Active Directory
Cost to implement Total revenue0
10000
20000
30000
40000
50000
40000
6700
The Tutorial
Not the actual app
2 months250 man-daysUsage: - 30%
My claim
MOST BUSINESSES WASTE MONEY BECAUSE THEY INVEST IN PRODUCTS OR FEATURES
NOBODY WANTS!
Throwing money out the window?
Build something nobody wants
Build more than the users need
Opportunity cost
More?
The iPotty – Amazon Remote Headband – Inventorspot
Shoe Umbrella – Luux
More?
The Hair Hat – FlairHair
Wheel Mate Steering Wheel Desk – Techeblog
We assume too muchWe assume too much
Photo: itspaulkelly on Flickr
People will understand how it worksI need it, so the others do tooI understand what the user needsThe user won't be distractedThe customers will want to payIt's useful to integrate with system <X>
2.LEAN STARTUP
WASTE LEAN STARTUP TECHNIQUES EXAMPLES PRINCIPLES
Runexperiments
Photo: zhouxuan12345678 on Flickr
Do research
Create hypothesis
Design experiment
Run experiment
Analyze data
Ask question
Hypothesis false
yes
The lean startup
The lean startup
But:- What to build?- How to measure?- What to learn?
Design Thinking
Who is the user?
What is their problem?
How could we solve it?
What's the MVP?
Is it working?
BUILD
MEASURELEARN
What is the problem?Who is our customer?
What is the next step?
Is it useful?Best alternative?
What is the solution?
3.TECHNIQUES
WASTE LEAN STARTUP TECHNIQUES EXAMPLES PRINCIPLES
What is the problem?Who is our customer?
LEARN
InterviewsShadowing
Innovation GamesEmpathy mapLean CanvasStorytelling
Olark, Qualaroo
earlier
later
LEARN
EMPATHY MAP
OLARK, QUALAROO
LEARN
LEAN CANVAS
LEARN
Document HypothesesCreate business case
Prioritized BacklogLean Canvas
MMFConcierge
UI SketchesIncremental build
BUILDWhat is the next step?What is the solution?
earlier
later
BUILD
We believe that (capability) Will result in (outcome) We will know we are right when we see (measurable impact)
DOCUMENT HYPOTHESES
We believe that having a mobile homepageWill result in different usage based on the consumer's countryWe will know we are right when we seeat least one country having 10% more mobile traffic
BUILD
DOCUMENT HYPOTHESES
BUILD
xx x
x
x
x x
x x x
Minimum Marketable Feature
BUILD
CONCIERGE
BUILD
MEASURELEARN
Paper PrototypingFake/Landing Page
AnalyticsA/B testing
Client DemosTrack $$$ earned
Is it useful?Best alternative?
earlier
later
BUILD
MEASURELEARN
FAKE/LANDING PAGE
BUILD
MEASURELEARN
FAKE/LANDING PAGE
BUILD
MEASURELEARN
PAPER PROTOTYPING
ANALYTICS
BUILD
MEASURELEARN
BUILD
MEASURELEARN
ANALYTICS
InterviewsShadowing
Innovation GamesEmpathy mapLean CanvasStorytelling
Olark, Qualaroo
MVPConcierge
UI SketchesIncremental build
Paper PrototypingFake/Landing Page
AnalyticsA/B testing
Client DemosTrack $$$ earned
BUILD
MEASURELEARN
Document HypothesesCreate business case
Prioritized BacklogLean Canvas
4. EXAMPLES
WASTE LEAN STARTUP TECHNIQUES EXAMPLES PRINCIPLES
The Syneto Email Digest
B
ML
Needs email digest (interview)
License sales
Profitable
Needs minor tweaks
Req. GUI with 8 actions/email
Needs only 1 action
Needs no extra actions2x Client Demo
5x Client Demo
Review instrumentation logs
Wait for feedbackB
M
L
B
M
L
B
M
L
L
Basic CLI
Improved CLI, released beta
Built GUI with 4 functionalities
Added one extra action
Nothing more built
B
M
L
B
M
L
Initial list
● Release Email● Delete Email● Whitelist Sender● Blacklist Sender● Release All● Delete All● Whitelist All● Blacklist All
for e
ach
ema i
lfo
r all
emai
ls
What we implemented
● Release Email● Delete Email● Whitelist Sender● Blacklist Sender● Release All● Delete All● Whitelist All● Blacklist All
for e
ach
ema i
lfo
r all
emai
ls
What the customers asked for
● Release Email● Delete Email● Whitelist Sender● Blacklist Sender● Release All● Delete All● Whitelist All● Blacklist All
for e
ach
ema i
lfo
r all
emai
ls
Let's do the math
3 features x 2.5 days / feature = 7.5 days
7.5 days x 115 EUR / day = 862.5 EUR
Photo: xcode on Flickr
B
ML
Team retrospective“Something” for SMs
NPS
What's hot, what's not
There is a need. Also received client req.
Facilitation is important
Interest validated
Is there actually interest?~ 30 attendees
Client accepted
Interviews with existing clients
Check # of registrationsB
M
L
B
M
L
B
M
L
L
Leadership Workshop (2h)
1d workshop structureLean Canvas
Built 1dCreated 2d “official” structure
Scheduled 2d for fall
Second half
B
M
L
B
M
L
TODAY
5.PRINCIPLES
WASTE LEAN STARTUP TECHNIQUES EXAMPLES PRINCIPLES
Generate multiple alternatives
DI VERGE CON VERGE
Don't listen to the HiPPO
Identify your assumptions
Weather forecastIn 10 days
Clear
Follow the 80-20 rule
New features Existing features
No measurement, no learning
Release early, release often
CommitAutomatedacceptance
UX testing
Useracceptance
Scalabilitytesting
Production
git pushautomated
manual
● Build (war, gems, minified js/css)
● Run unit tests● Static analysis● Deploy artifacts
CI Server
mon
itors
launches
WRAP-UP 1. Start by empathizingex: Empathy Map2. Identify assumptionsex: Lean Canvas3. MMFs are minimalex: Concierge4. Measure to learnex: A/B testing5. Continue refiningex: Incremental development6. Follow the money
B
ML
… more?
THANK YOU!
Twitter: @FlaviusStefBlog: flaviusstef.wordpress.comMore slides: slideshare.net/fstef