“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?