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Scooped by
Mickael Ruau
August 9, 2019 3:18 AM
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Sur le seul sujet de la promesse, trois étapes :
Définir une promesse identifiante. Elle doit permettre de connaître immédiatement ce que vous proposez.
Compléter avec un élément différenciant. C’est lui qui vous fera sortir du lot de la concurrence.
S’assurer que ces deux promesses sont compatibles et tenables. Ce sont les caractéristiques intrinsèques de votre produit ou service qui rendent cette promesse tenable, et non la promesse qui donnera des caractéristiques extraordinaires au produit ou au service. Le fonctionnel doit primer sur l’émotionnel, sous peine de désillusion.
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Scooped by
Mickael Ruau
July 26, 2019 9:49 AM
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Customer Development is a continuous process that helps you develop a product and business model based on customer feedback. Customer Development gives you a clear understanding of what your users and customers want, need and will pay for. Pivot: A substantive change to one or more components of your business model. Customer Discovery: Turning your…
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Scooped by
Mickael Ruau
July 19, 2019 4:15 AM
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o Internal Technology or Products Roadmap: This is the internal technology or product roadmap of the organisation. In which areas organisation wants to develop its future competitive technologies…
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Scooped by
Mickael Ruau
July 12, 2019 4:18 AM
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This is the AARRR (Must Read!) startup metrics model developed by Dave Mcclure. These 5 metrics represent all of the behaviors of our customers. We want to break down these 5 metrics on your product and look at them separately, then analyze and monitor them so that we can optimize them. A successful startup is one where they are able to optimize every single one of these 5 metrics. It's important to understand about AARRR, because only when you understand all the metrics, you will understand where exactly is wrong with your startup, so you don't guess and make the wrong assumptions. When you understand AARRR, you can become a startup doctor, because you will know exactly what or which part is wrong, and then fix it.
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Scooped by
Mickael Ruau
July 6, 2019 5:22 AM
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Scooped by
Mickael Ruau
July 5, 2019 7:34 AM
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This slide presents the customer development process applied to an example of a web app startup.It unifies the models for startup development of Dave McClure, customer development process of Steve Blank, and the Lean Startup of Eric Ries.
The slide can be adapted to the particular startup to be analyzed, ideal for new entrepreneurs willing to follow a successful approach.
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Scooped by
Mickael Ruau
July 3, 2019 3:27 AM
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Often project leaders—even Agile project leaders—talk about their projects in terms of features. Yes, and what do features really mean for stakeholders?
Features are what your system or process can do. Benefits are why people care. And benefits equal business value. Learn why and how to communicate benefits rather than features—and what it will mean for you, your team and your organization.
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Scooped by
Mickael Ruau
June 28, 2019 10:00 AM
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This is a practioner's guide to conducting design research on personas, needfinding, value, and usability.
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Scooped by
Mickael Ruau
June 22, 2019 4:24 AM
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Thales Teixeira studies three of the most successful “platform” startups to understand the chicken-and-egg challenge of how companies can attract their first customers.
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Scooped by
Mickael Ruau
June 8, 2019 7:57 AM
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Comparison between Design Thinking and Customer Development, made by Steve Blank
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Scooped by
Mickael Ruau
May 24, 2019 4:11 AM
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Dans le premier billet de cette série, nous avons présenté sous forme d’un PREZI notre vision du Marketing des Services et de la Servuction.
Nous avions également introduit notre modèle du POSSIBLE Mix-Marketing© qui permet de traiter de manière plus spécifique les activités de services.
Et nous avions présenté une première stratégie de mise en oeuvre de la Servuction : l’Approche par la Maîtrise.
Aujourd’hui, nous vous présentons (de nouveau sous forme de billet-vidéo interactif) une deuxième stratégie : l’Approche par le Relationnel.
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Scooped by
Mickael Ruau
May 11, 2019 5:51 AM
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[Updated] July 18, 2018Here’s an example: Use this template… As a starting point. Add & edit questions as necessary. As a place to store the notes from your interviews. To share with your teammates so you’re all asking the same questions. Let’s Create your Script Fill out each of the fields below then …
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Scooped by
Mickael Ruau
April 20, 2019 5:45 AM
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Split-testing is a core lean startup discipline, and it's one of those rare topics that comes up just as often in a technical context as in a business-oriented one when I'm talking to startups. In this post I hope to talk about how to do it well, in terms appropriate for both audiences.
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Scooped by
Mickael Ruau
August 2, 2019 4:17 AM
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Le framework AARRR vous permet de mesurer et d’optimiser chaque phase de votre entonnoir client en vous basant sur une métrique à la fois. Comment utiliser le framework AARRR ? Ce framework est connu pour mesurer l’efficacité de votre entonnoir client. Sur les 1 000 personnes qui visitent votre site Web, combien deviennent des clients …
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Scooped by
Mickael Ruau
July 20, 2019 4:15 AM
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Agile teams are great at building what you want - but how do you know what your customers need? This game-based workshop shows you how to discover the right pr…
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Scooped by
Mickael Ruau
July 12, 2019 11:14 AM
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In business, the terms ‘soft launch’ and ‘hard launch’ refer to two different techniques for introducing a new product or service to the market. A soft launch is less aggressive, as the name indicates, where as a hard launch is louder with the goal of generating buzz. A soft launch is a technique that introduces a product into the market quietly without drawing too much attention to it. This is a more gradual technique which is particularly good for startups releasing a beta version, minimum viable product, or are otherwise lacking features they intend to add. A soft launch refers to releasing a product/service to a closed audience as well as a public launch accompanied by little to no marketing. A hard launch is great for creating excitement and getting your product or service into the hands of a large number of people. A hard launch builds anticipation through things such as countdowns, previews, etc. Hard launches often require a marketing budget. There is no little to no talk of a ‘medium launch’ as this half-way approach tend to fail to achieve the goals of soft and hard launches rather than obtaining the best of both worlds.
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Scooped by
Mickael Ruau
July 12, 2019 4:14 AM
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No feedback or too much feedback? That's the challenge of customer feedback! With the following 6 ways, you can collect customer feedback more effectively!
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Scooped by
Mickael Ruau
July 5, 2019 9:48 AM
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Document all hypothesis by writing them down, Storing them in your brain allows you to rationalize subconsciously. Your intention is to Learn. From the ecosystem map, you should specify your CPS…
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Scooped by
Mickael Ruau
July 5, 2019 3:16 AM
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L’Approche par la Maîtrise : un positionnement objectif
Cette stratégie met donc l’accent sur le duo Prestataire-Service. Le Client s’efface alors.
Cette stratégie appelle un positionnement objectif de l’offre de services : sa valeur technique doit être objectivement incontestable.
Si nous donnons quelques conseils de POSSIBLE Mix-Marketing© associé :
Prix : privilégier le haut de gamme ; une offre low-cost ne sera pas crédible
Offre de Valeur : valeur ajoutée forte perceptible par le Client (souvent révélée par un manque cruel de compétences chez le Client)
Servuction : le Client apportera sa contribution de façon matérielle et intellectuelle (pas de contribution psychologique)
Standardisation : l’offre sera plutôt personnalisée, construite sur une démarche d’analyse de la valeur (la standardisation peut être contre-productive)
Image : tonalité de communication centrée sur l’expertise, la technique, les résultats (objectifs) et la performance
Back & Front Office : le front-office devra être très compétent, le back-office permettra de compléter l’expertise
Logistique : seront privilégiés des missions en mode projet, sans grande récurrence ; le Prestataire pilote la réalisation
Explications : un technico-commercial crédible (donc avec du savoir-faire !) sera bien perçu ; un bon relationnel ne nuit pas
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Scooped by
Mickael Ruau
June 29, 2019 5:23 AM
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When Bob Dorf and I wrote the Startup Owners Manual we listed a series of Customer Development principles. I thought they might be worth enumerating here
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Scooped by
Mickael Ruau
June 24, 2019 3:51 AM
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Scooped by
Mickael Ruau
June 15, 2019 7:58 AM
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Here’s the step-by-step process we suggest our students use in our Lean LaunchPad classes. - Set up the logistics to manage your team
- Craft company hypotheses
- Write a value proposition statement that other people understand
- Set up the Website Logistics
- Build a “low-fidelity” web site
- Get customers to the site
- Add the backend code to make the site work
- Test the “problem” with customer data
- Test the “solution” by building the “high-fidelity” website
- Ask for money
(Use the Startup Tools Page as the resource for tool choices)
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Scooped by
Mickael Ruau
June 8, 2019 5:17 AM
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Interview Questions 1) Ask about the situation wherein they might discover the problem you're attempting to solve. E.g. If you're trying to solve the problem of foot pain, I'd ask "Do you like hiking?" instead of saying "Do you have foot pain?" 2) Can you describe the problem to me in your own words? NOTE: If you were sly when asking the first question, they already did this without you having to ask them. Directly asking this also only works, if you didn't already force the issue by asking them if they have the problem. Otherwise they'll just parrot what you asked them. This will also give you the keywords to put on your homepage and in your ads. 3) How are you solving the problem currently? What are your workarounds? E.g.: "I stuff cotton in my shoes to eliminate my heel pain." This tells you your real competitors. Not just corporate ones, but workarounds. Source For Existing Customers - What can we do to improve our offering?
- What surprised you as you started to work with us? [can be positive or negative]
- Knowing what you know now, what would you have done differently in evaluating or adopting our offering?
- What alternatives did you consider before choosing our offering?
- We are really committed to improving, where should we target our efforts?
- Are there things we should improve for other customers, problems that you avoided but others may experience?
- If you have been previously rejected by a potential customer (by phone or in person), what signals should you heed before trying again? How do overcome that established fear of rejection? Should you wait for them to approach you?
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Scooped by
Mickael Ruau
May 18, 2019 5:28 AM
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Customer development is one of the cornerstones of Lean Startup. It teaches that instead of assuming your beliefs about your business to be true, you should apply an engineering, or scientific method, in orde
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Scooped by
Mickael Ruau
May 4, 2019 4:41 AM
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Google Analytics ベンチマークIf you want to build an online service, and you don't test it with a fake AdWords campaign ahead of time, you're crazy. That's the conclusion I've come to after watching tons of online products fail for a complete lack of customers. So I thought I would walk you through exactly how to run a "fake landing page" test using cheap tools that require no technical skills whatsoever.
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