lean product development - building something your users want to buy - wc toronto 2013
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Lean Product DevelopmentBuilding Something Users Want to Buy
Asking the Right Ques.onsAus.n W. Gunter
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
INTRODUCTION
As a WordPress entrepreneur, your goal is to build amazing things that will make the world a beDer place or change people’s lives, and hopefully, that means they’ll want to pay you for the experience. There’s a way to analyze customer behavior before you ever write a line of code to make sure your customers want what you’re building.
The goal of this talk is to challenge your assump5ons.
We’ll cover a four-‐part process developed to understand why people use soKware products, and how they become deeply ingrained in people’s lives.
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
• Target a specific customer-set
• Design a product that will solve their problem
• Become habit-forming
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
• Target a specific customer-set
• Design a product that will solve their problem
• Become habit-forming
A Repeatable Process
Monday, August 12, 13
STEP 1What’s the Trigger?
STEP 2What Ac.on is required?
STEP 3How does the product Reward?
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
STEP 4What’s the Commitment or Investment?
Monday, August 12, 13
Hooked Process
STEP 1What’s the Trigger?
STEP 2What Ac.on is required?
STEP 3How does the product Reward?
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
STEP 4What’s the Commitment or Investment?
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
A d d i c t i o n s v s . H a b i t s
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
External or Internal
Step One: The Trigger
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
• The Tribe
• The Hunt
• Sex
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Two: The Action
Interacting with the Product
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Motivation and Ability
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Three: Commitment
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Four: Variable Rewards
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Four: Variable Rewards
Monday, August 12, 13
18
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
• The Tribe
• The Hunt
• Sex
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Interviewing Customers
Monday, August 12, 13
Austin W. GunterContent + Community
@austingunteremail: austin@wpengine.com
The Audience: Who Are they?
• 30-50 Potential Customers
• 8-10 Questions
• A Spreadsheet
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
External or Internal
Step One: The Trigger
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Trigger Questions
• When would you use this?• How does this solve a problem
for you?• Are there times you wish you
had something that solved this problem?
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Two: The Action
Interacting with the Product
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Action Questions
• How hard was it to use the product for the first time?
• Did you have to search on Google for anything before it worked?
• Did the product do what you expected it to?
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Three: Commitment
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Commitment Questions
• Would you recommend this to your friends?
• What was the part you hated the most about the product?
• If this product were free would you use it? Would you pay $10 per month for it?
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Four: Variable Rewards
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Step Four: Variable Rewards
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Variable Reward Questions
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Variable Reward Questions
•What did you expect from using the product?
•How did the product live up to your expectations?
•When you had finished, did you achieve what you intended to?
Monday, August 12, 13
30
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
THANK YOU
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
Aus$n W. GunterContent + Community
@aus.ngunteremail: aus.n@wpengine.com
Monday, August 12, 13
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