Lean Startup: How to Learn fast about Customers, their Problems and Solutions
Lean Startup is a powerful approach for learning quickly about who your customer is and what problems they have and what solutions they value. The diagram below illustrates how it follows the scientific method: hypothesis, experiment, conclusions. As an entrepreneur or Product Manager, you keep running the cycle until you find out who your customers are (what market demographic), what their burning problem is and what solutions people will pay for.
The whole point is to learn quickly to avoid building more products that no one really cares about.
The biggest challenge with Lean Startup is not that the approach doesn’t work, but that we as human beings are so conditioned to think about products and systems that it is difficult to let go and just explore customers and their problems. Validated learning about customers is not optional.
What about Agile?
Steve Blank’s second commandment in his Manifesto for Customer Development is: “Pair Customer Development with Agile Development”. But how to make sense of this?
Agile Pre-supposes Customers and Problems are known
Agile is mindset and approach that supports building great teams and great products. It pre-supposes that there is someone who knows what needs to be built:
- In Extreme Programming this is the onsite Customer.
- In Scrum this is the Product Owner.