The Chameleon effect… Nikos Palavitsinis, Agro-Know 300. Learn, Adapt & Pivot

Lean AKademy, Feb-Mar, Reviewing our Interview Results Report on your interview results so far 10’ for each team to briefly report on their findings Practical problems? How were your interviewees? Document their characteristics

Lean AKademy, Feb-Mar, Report of Interview Results We put the LC on the wall again Product Risk – What are you solving? Market Risk – Existing Alternatives Customer Risk – Is this a viable customer segment?

Lean AKademy, Feb-Mar, How Interviews Affect our LC This is the time to put the new input on the canvas Any other insights? – Channels? – Pricing? – Other details we need to put up there?

Lean AKademy, Feb-Mar, Learning & Adapting Problems Let’s look at our problems… Are they still valid? Do we need to add new ones? Through away old ones? Other techniques that can help us identify problems?

Lean AKademy, Feb-Mar, Identifying Alternatives Which are the alternatives that we have identified? Can we built upon them? Can we identify new alternatives that we can investigate during the next interviews? Can the alternatives lead us to new solutions?

Lean AKademy, Feb-Mar, Adapting the Lean Canvas Each team gets 5’ to navigate us through the new version of their Lean Canvas This will allow us to get an overall view on the problems and customers each one of us faces

Lean AKademy, Feb-Mar, It’s Time to Solve the Problems How are we going to solve the problems? Can we refine what we have there already? Are the initial hypotheses in this part still valid?

Lean AKademy, Feb-Mar, Identify Your Solutions Each team gets 10’ to refine the three solutions for the top three problems One solution may as well tackle more than one problems

Lean AKademy, Feb-Mar, 2014 Customer Archetypes Get to know your customers – How old they are? – Where do they live? – What job do they want get done?

Lean AKademy, Feb-Mar, 2014 Who: Name The customer archetype is essentially a person. So give that person a name, i.e. Bob. Use the face to give him/her hair, glasses, etc. Illustrate who this person is. From now on we’ll refer to the customer not as an archetype but simply as “Bob”. Who is Bob, what does he do, how can we get to know him better?

Lean AKademy, Feb-Mar, 2014 Demographics Role/Job: What does Bob do for a living? Education: How much education has Bob received, i.e. high school, university, graduate school? Marital Status/Family: Is Bob married, single, dating? Living/Location: Where does Bob live? What part of the city Hobbies/Interests: What hobbies or interests does Bob have? How does he like to spend his free time and his discretionary income? Communication Channels: How does Bob get news? What kind of newspapers or magazines does he read? Budget: How much money does Bob make? Where does he spend his money, i.e. budget breakdown?

Lean AKademy, Feb-Mar, 2014 Motivations/Behaviors The goal here is delve into the mindset of the customer. What are Bob’s primary motivators to action? For example, if he is a family man, providing for and protecting his family is a strong motivator. If he is career-oriented, it could be advancement in the company or gaining more sector-notoriety. Following, how does Bob express these motivators in his behavior? For example, as a family man, does he have a security system at home and drive a Volvo?

Lean AKademy, Feb-Mar, 2014 A day in the life How does Bob spend his day, weekdays and weekends? Think it through in regards to his morning, noon, afternoon, and evening. Where is he? How does he get around? What is he doing? – Identify what part of Bob’s day your product/service can be used. For example, if you are making a new mobile game, what are the empty moments of Bob’s day when he needs a 5 min. break to relax his mind. – Identify what part of Bob’s day you can potentially reach Bob to tell him about your product or service. For example, if he takes the bus to work every day, advertising inside the bus could be a good channel.

Lean AKademy, Feb-Mar, Takeaways & Assignments Let’s spend some time to reflect on our work today How did our LCs change? Do we have a different outlook on our initial hypotheses?

Lean AKademy, Feb-Mar, Takeaways & Assignments Refine your canvas some more… Prepare new interview forms and reach out to new interviewees! Conduct new interviews and prepare your input for the next time…

Lean AKademy, Feb-Mar, 2014 Questions?