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Understanding customers

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Balaji Viswanathan
Balaji Viswanathan

- The document discusses the Lean Startup methodology, which emphasizes quickly getting customer feedback through iterations to validate assumptions and business models. - Key principles include prototyping at low cost without waste, making 10 people love the product rather than 1000 people like it, and discovering the business model through experimentation rather than traditional development. - Customer interviews are identified as important to understand customer needs, with tips provided on how to conduct effective interviews by identifying targets, assumptions, questions, and active listening.

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Ram and Sita plan a wedding
Iteration 1
Iteration 2
Iteration 3
Iteration 4
Iteration 5
Lean Method
Why Lean Startup? • Customer tastes are uncertain • Prototype at a low cost without much waste • Quickly get customer feedback at each stage • Change one parameter at a time • Iterate! Iterate! Iterate!
Look to really impress a small group of users who absolutely cannot live without your product. ! Make 10 people LOVE your product than have 1000 people LIKE your product.
Keep experimenting with the real world.
Don’t scale a company until: • You know your customers • You know what product/service you are building • You know what the customers want • You have setup the suppliers, team & partners • You already have a way(s) to make money • You are making a profit!
Your only goal as a startup founder is: ! to discover the business model through experimentation.
Think. Make. Check.
Traditional Development is Risky
Reduce the risk by talking.
Traditional Development is Risky
How to do a customer interview 1. Identify your target 2. Articulate your assumptions 3. Create a topic map 4. Craft the conversation prompts 5. Plan to listen after making your introduction
Let’s do it.
Sketch your customer
Sample Topic Map Feels stressed Works in the tech park Likes to drink chai Has a long commute Earns more than 1 lakh per month
Sample Interview • Where do you work? • Have you ever felt too stressed in the middle of the day? • What do you do to manage your stress those times? • How often do you drink beverages outside? • How long do you commute every day? • What do you like/hate about coffee/tea shops?
User Interview Find 2 others to interview. Prepare 3 questions about your product. 5 minute exercise.
Envision 6 uses of your product. 5 minute exercise.
Let’s see a sample
With , canChai Yoga Ahmed Relax mid-day Quench thirst Drink healthy Buy Tea for home Connect with other fitness freaks Be Productive
With , can
Let’s see a sample 5 minute exercise.
Pick 1 top use case Relax mid-day
Sample features 1. Massage chairs 2. Soothing music 3. Aroma 4. Dimmed lighting 5. Special Tea formula
Now, find 5 features to enable that use case. 5 minute exercise.
5 minute exercise.
Always build something a few people love, a lot

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Understanding customers

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