“People don’t want a quarter-inch drill, they want a quarter-inch hole”- Theodore Levitt
MVP
Variant Sessions Conversions %
A
B
1000 500 50%
1000 600 60%
Why?
Customer Development Manifesto-Steve Blank
There are no facts inside your building, so get outside
Nir EyalStanford ProfessorOriginator of the “Desire Engine”
Don’t ask them what do you think of “this”, ask them when was
the last time you did “that”
Jason SchwartzEntrepreneur
1. I’m working in _____ space
2. What are some ways you solve the problem now?
3. What are some pain points you experience with that solution?
4. What do you think of my solution
Get out of the office
Find out what they did
Capture the emotion
jobstobedone.org
Timeline Forces Diagram
Event #1
Passive Looking
Active Looking
Event #2
First Thought
Consuming
Deciding Buying
Experienced Satisfaction
Y or N
Event #1
Passive Looking
Active Looking
Event #2
First Thought
Consuming
Deciding Buying
Experienced Satisfaction
Y or N
“I don’t want to waste the summer”
Event #1
Passive Looking
Active Looking
Event #2
First Thought
Consuming
Deciding Buying
Experienced Satisfaction
Y or N
“Who are these strangers playing volleyball”
Event #1
Passive Looking
Active Looking
Event #2
First Thought
Consuming
Deciding Buying
Experienced Satisfaction
Y or N
“Why am I searching on Craigslist... There’s
Meetup”
Event #1
Passive Looking
Active Looking
Event #2
First Thought
Consuming
Deciding Buying
Experienced Satisfaction
Y or N
“Maybe this isn’t the right age group for me”
Bored at homeShock of returning
Be a part of somethingJust like school
Community
Feeling of lazinessOnly later: right age?
Volleyball may be better
Push of the situation Magnetism of the new
Anxiety of the NewHabit of the present
After the interview
•Can you play the role
•Can you picture the commercial
Getting interviews
Lots more jobs to do
OrganizersMoms
College Students
Organizations
TechiesSingles
Outdoorsies
Questions?