January 24-25, 2013 Igsummit.weebly.com Playing to build great projects from unknown needs Jorge Zavala Chief Disruptive Officer Kinnevo San Jose, CA

January 24-25, 2013 Igsummit.weebly.com Had you ever think about How do you find the unmeet needs from your unknown customers?

January 24-25, 2013 Igsummit.weebly.com Seeking for problems and pains One approach to explore where are hidden opportunities is to start finding problems in the environment Finding a great unsolved problem is a matter of scanning our usual place where we work, plan and spent time. Not all problems are feasible or worthwhile to solve.

January 24-25, 2013 Igsummit.weebly.com Would you like to: Focus on finding new business opportunities Looking for high content of innovation Low level of investment Market validation Strategy to find products with a long life Fast prototype and development time

January 24-25, 2013 Igsummit.weebly.com Roadmap Two approaches to validate Product Box Prune The Three Buy a Feature Remember the Future Value Proposition MVP Customer Development Business Model Customer Acquisition Lean Startup based new product evaluation Interactive based on Innovation Games

January 24-25, 2013 Igsummit.weebly.com Tools to convert

January 24-25, 2013 Igsummit.weebly.com LEAN STARTUP BASED NEW PRODUCT EVALUATION BUSINESS MODEL AND MARKET VALIDATION ACCELERATION LAB – BMACCELAB It is time to change how do we learn about how do we do things

January 24-25, 2013 Igsummit.weebly.com NEW BUSINESS DISCOVERY SUPPORTED ON INNOVATION GAMES

January 24-25, 2013 Igsummit.weebly.com There are problems around us? Find as many problems that you can identify in your environment in areas that you would like to work using brainwriting

January 24-25, 2013 Igsummit.weebly.com How our problems are interrelated? Each problem has an environment that we should fit in it. How much is feasible that our expertise and knowledge fit in it?

January 24-25, 2013 Igsummit.weebly.com How our customer see the field? Finding how potential customers see the problems we like to fix help us to find the level of importance and feasibility of finding a good opportunity

January 24-25, 2013 Igsummit.weebly.com Value Proposition From the first discovery stage, create a value proposition to customer that will be used to validate hypothesis There is not need to have a great amount of data at this time The value proposition can iterate several times till traction is found

January 24-25, 2013 Igsummit.weebly.com Build Value Propositions interactive

January 24-25, 2013 Igsummit.weebly.com Decisions on the horizon Finding an good problem to solve is a great step forward. What is the real pain of the people? Each one see it in a lot of different ways. The common elements of a general solution is a pain to find. How do we find the right combination to build a good product or service?

January 24-25, 2013 Igsummit.weebly.com Prune the Product Tree Goal: Develop ideas for new products and services. Draw a graphic image of a tree to represent growth of the product/service. Add your current project portfolio / product roadmap as leaves and apples. 5 to 8 invited stakeholders are asked to shape the “growth” of your offering. Captures very rich information about perceptions of the future, timing of new concepts, and balance among delivered offerings In-person Provides rich opportunity for “new” ideas Online Captures data for sophisticated analysis of preferences

January 24-25, 2013 Igsummit.weebly.com Buy a Feature A list of items (features or projects) are described in terms of benefits and cost 5 to 8 invited stakeholders given limited “budget”, must reach consensus on projects to “buy” Captures very rich information about customer motivations, trade-offs, objections, actual collective needs In-person Provides rich opportunity for “new” ideas Online Captures data for sophisticated analysis of preferences Preliminary trials indicate faster/more accurate results than traditional tools Goal: Prioritize Product Backlogs / Project Portfolios

January 24-25, 2013 Igsummit.weebly.com Vision 20/20 When you’re getting fitted for glasses, your optometrist will often ask you to compare between to potential lenses by alternately showing each of them (“which of these lens is better… number 1 or number 2?”). Start by writing one feature. Shuffle the pile. Take the first one and put it on the wall. Take the next one and ask your customers if it is more or less important than the one on the wall. If it is more important, place it higher. If it is less important, put it lower. Repeat this process with all of your feature cards and you’ll develop 20/20 vision on what your market really wants! Goal: Understand Customer Priorities

January 24-25, 2013 Igsummit.weebly.com Minimum Viable Product Build a prototype of your value proposition with the minimum amount of features to test how the user react to the proposal. Identify the core elements of your product You may have multiple pitches and approaches to present the product to customers

January 24-25, 2013 Igsummit.weebly.com Build the Product Box Ask your customers to imagine that they’re selling your product at a tradeshow, retail outlet, or public market. Give them a few cardboard boxes and ask them to literally design a product box that they would buy. The box should have the key marketing slogans that they find interesting. When finished, pretend that you’re a skeptical prospect and ask your customer to use their box to sell your product back to you

January 24-25, 2013 Igsummit.weebly.com Remember the Future Ask them to imagine that it’s some time in the future and that they’ve been using your product. Ask your customer to write down, in as much detail as possible, exactly what your product will have done to make them happy

January 24-25, 2013 Igsummit.weebly.com How can you use it in the real life? You as an entrepreneur or manager needs to explore different alternatives to create new products or find new opportunities. Dare to explore the world inviting your customers and suppliers under your guidance and mentoring to discover new business opportunities.

January 24-25, 2013 Igsummit.weebly.com How do you make your own project? Invite customers and suppliers to hold a two day retreatment to play new ideas in a seclude place Share your findings and explore new ways to solve the problems that are floating around you. If the problem is good, you need to work on it to provide a solution and build new businesses.

January 24-25, 2013 Igsummit.weebly.com Roadmap Two approaches to validate Product Box Prune The Three Buy a Feature Remember the Future Value Proposition MVP Customer Development Business Model Customer Acquisition Lean Startup based new product evaluation Interactive based on Innovation Games

January 24-25, 2013 Igsummit.weebly.com Success Reward.to

January 24-25, 2013 Igsummit.weebly.com Success Case: BuildBinder

January 24-25, 2013 Igsummit.weebly.com Success Case: Yaxi

January 24-25, 2013 Igsummit.weebly.com Business Model Generation

January 24-25, 2013 Igsummit.weebly.com Business Model Generation

January 24-25, 2013 Igsummit.weebly.com Business Model Canvas iPad

January 24-25, 2013 Igsummit.weebly.com Method Comparison Lean Startup BasedInnovation Games Based CreativityMediumVery High MetricsQuantitativeQualitative ExecutionFrom 2 weeks to 2 MonthsVery short / two day Background RequirementsA lot of understanding of tools and technology Very little training. Any person involved in the process can participate under facilitated process Group Size2 to 4 person team for projectCan be used with large groups to get very large feedback Real Customer ParticipationYes – OnlineVery little, requires face to face interaction Experiment time1 week to 1 month2 day CostMediumLow

January 24-25, 2013 Igsummit.weebly.com Are you ready to start?

January 24-25, 2013 Igsummit.weebly.com Playing to build great projects from unknown needs Jorge Zavala Chief Disruptive Officer Kinnevo San Jose, CA