diff --git a/.vscode/launch.json b/.vscode/launch.json new file mode 100644 index 0000000..73b323c --- /dev/null +++ b/.vscode/launch.json @@ -0,0 +1,20 @@ +{ + "version": "0.2.0", + "configurations": [ + + { + "type": "chrome", + "request": "launch", + "name": "Launch Chrome against localhost", + "url": "http://localhost:8080", + "webRoot": "${workspaceRoot}" + }, + { + "type": "chrome", + "request": "attach", + "name": "Attach to Chrome", + "port": 9222, + "webRoot": "${workspaceRoot}" + } + ] +} \ No newline at end of file diff --git a/.vscode/settings.json b/.vscode/settings.json new file mode 100644 index 0000000..310b8ea --- /dev/null +++ b/.vscode/settings.json @@ -0,0 +1,4 @@ +// Place your settings in this file to overwrite default and user settings. +{ + "editor.tabSize": 2 +} \ No newline at end of file diff --git a/.vscode/tasks.json b/.vscode/tasks.json new file mode 100644 index 0000000..f6d8b41 --- /dev/null +++ b/.vscode/tasks.json @@ -0,0 +1,13 @@ +{ + "version": "0.1.0", + + "command": "explorer", + + "windows": { + "command": "explorer.exe" + }, + + "showOutput": "never", + + "args": ["${file}"] +} \ No newline at end of file diff --git a/admin.html b/admin.html new file mode 100644 index 0000000..467cac7 --- /dev/null +++ b/admin.html @@ -0,0 +1,302 @@ + + + +
+Welcome to...
+Take any notes you like here. They won't be shared with your partner
+ +Live Interview Takeaway:
+Interview Practice Takeaway:
+Overall Takeaway(s):
+Where do you live?
+What's your company name?
+Do you have a company website?
+Who are your target customers?
+What problem will you solve for them?
+What do you hope to get out of this workshop?
+Do you have a LinkedIn or Twitter profile?
+Where do you live?
+| Ask these questions: | +Listen for: | +
|---|---|
|
+
+ What's the biggest challenge you're facing as a founder?
+
+ |
+
+
+ Anything to dig into.
+
+ |
+
|
+
+ When was the last time you tried to solve that problem?
+
+ |
+
+
+ Have they tried to solve it in the last 3 months (B2C) or last 12 months (B2B)?
+ If not, start over asking about a different challenge.
+
+ |
+
|
+
+ Can you tell me about the last time that problem happened?
+
+ |
+
+
+ Opportunities to clarify - this is your chance to ask "dumb" questions.
+ Phrases and jargon you can turn into marketing copy.
+
+ |
+
|
+
+ Why is it a problem for you?
+
+ |
+
+
+ The real problem they're trying to solve.
+ Emotions you can evoke in your marketing copy.
+
+ |
+
|
+
+ Are you looking for alternative solutions? If yes, why?
+
+ |
+
+
+ No? They're not early adopters yet. Start again.
+ Yes? This is how to differentiate your solution from the competition.
+
+ |
+
| Your Interview Script (repeat 2-3 times): | +Listen for: | +
|---|---|
|
+
+ What's the biggest challenge you're facing as a CUSTOMER ROLE?
+
+ |
+
+
+ Anything to dig into.
+
+ |
+
|
+
+ When was the last time you tried to solve that problem?
+
+ |
+
+
+ Have they tried to solve it in the last 3 months (B2C) or last 12 months (B2B)?
+ If not, start over asking about a different challenge.
+
+ |
+
|
+
+ Can you tell me about the last time that problem happened?
+
+ |
+
+
+ Opportunities to clarify - this is your chance to ask "dumb" questions.
+ Phrases and jargon you can turn into marketing copy.
+
+ |
+
|
+
+ Why is it a problem for you?
+
+ |
+
+
+ The real problem they're trying to solve.
+ Emotions you can evoke in your marketing copy.
+
+ |
+
|
+
+ Are you looking for alternative solutions? If yes, why?
+
+ |
+
+
+ No? They're not early adopters yet. Start again.
+ Yes? This is how to differentiate your solution from the competition.
+
+ |
+
|
+
+ No mention of the problem you hoped?
+
+ |
+ |
|
+
+ What's the biggest challenge you're facing as a CUSTOMER ROLE with respect to PROBLEM CONTEXT?
+
+ |
+
+
+ Note: Pay extra close attention to how recently they've looked for a solution.
+
+ |
+
|
+
+ Bonus Questions
+
+ |
+ |
|
+
+ How did you find out about the solution you're trying now?
+
+ |
+
+
+ Your marketing channels.
+
+ |
+
|
+
+ I'm actually exploring a solution to the [Insert their Problem] problem. Can I contact you if we find a viable solution?
+
+ |
+
+
+ Contact information, in case you end up solving their problem.
+
+ |
+
|
+
+ Do you know 1 or 2 other people who are struggling with [Insert their Problem] problem I could talk to?
+
+ |
+
+
+ More customer interviews.
+
+ |
+
|
+
+ How much money are you spending to try and solve this problem now?
+
+ |
+
+
+ A potential anchor price.
+
+ |
+
|
+
+ How often do you encounter this problem?
+
+ |
+
+
+ How often they might use your solution.
+
+ |
+
Plus: Get free Customer Discovery Ninja coupon codes.
+
+ 
| Ask these questions: | +Listen for: | +
|---|---|
|
+
+ What's the biggest challenge you're facing as a founder?
+
+ |
+
+
+ Anything to dig into.
+
+ |
+
|
+
+ When was the last time you tried to solve that problem?
+
+ |
+
+
+ Have they tried to solve it in the last 3 months (B2C) or last 12 months (B2B)?
+ If not, start over asking about a different challenge.
+
+ |
+
|
+
+ Can you tell me about the last time that problem happened?
+
+ |
+
+
+ Opportunities to clarify - this is your chance to ask "dumb" questions.
+ Phrases and jargon you can turn into marketing copy.
+
+ |
+
|
+
+ Why is it a problem for you?
+
+ |
+
+
+ The real problem they're trying to solve.
+ Emotions you can evoke in your marketing copy.
+
+ |
+
|
+
+ Are you looking for alternative solutions? If yes, why?
+
+ |
+
+
+ No? They're not early adopters yet. Start again.
+ Yes? This is how to differentiate your solution from the competition.
+
+ |
+
| Your Interview Script (repeat 2-3 times): | +Listen for: | +
|---|---|
|
+
+ What's the biggest challenge you're facing as a CUSTOMER ROLE?
+
+ |
+
+
+ Anything to dig into.
+
+ |
+
|
+
+ When was the last time you tried to solve that problem?
+
+ |
+
+
+ Have they tried to solve it in the last 3 months (B2C) or last 12 months (B2B)?
+ If not, start over asking about a different challenge.
+
+ |
+
|
+
+ Can you tell me about the last time that problem happened?
+
+ |
+
+
+ Opportunities to clarify - this is your chance to ask "dumb" questions.
+ Phrases and jargon you can turn into marketing copy.
+
+ |
+
|
+
+ Why is it a problem for you?
+
+ |
+
+
+ The real problem they're trying to solve.
+ Emotions you can evoke in your marketing copy.
+
+ |
+
|
+
+ Are you looking for alternative solutions? If yes, why?
+
+ |
+
+
+ No? They're not early adopters yet. Start again.
+ Yes? This is how to differentiate your solution from the competition.
+
+ |
+
|
+
+ No mention of the problem you hoped?
+
+ |
+ |
|
+
+ What's the biggest challenge you're facing as a CUSTOMER ROLE with respect to PROBLEM CONTEXT?
+
+ |
+
+
+ Note: Pay extra close attention to how recently they've looked for a solution.
+
+ |
+
|
+
+ Bonus Questions
+
+ |
+ |
|
+
+ How did you find out about the solution you're trying now?
+
+ |
+
+
+ Your marketing channels.
+
+ |
+
|
+
+ I'm actually exploring a solution to the [Insert their Problem] problem. Can I contact you if we find a viable solution?
+
+ |
+
+
+ Contact information, in case you end up solving their problem.
+
+ |
+
|
+
+ Do you know 1 or 2 other people who are struggling with [Insert their Problem] problem I could talk to?
+
+ |
+
+
+ More customer interviews.
+
+ |
+
|
+
+ How much money are you spending to try and solve this problem now?
+
+ |
+
+
+ A potential anchor price.
+
+ |
+
|
+
+ How often do you encounter this problem?
+
+ |
+
+
+ How often they might use your solution.
+
+ |
+
Plus: Get free Customer Discovery Ninja coupon codes.
+
+ 
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+ Write in the product or service that you would like to build.
+ +You are still going to achieve victory.+
Write in your measurable Victory metric.
+ +Congratulations! You have your victory.
+ + + +Congratulations, you've taken the most important step of your startup journey, you've Declared Victory + and in doing so, defined your Product-Market Fit. +
Write your Victory Declaration in your Notes tab!+ +
+
+ |
+
+
+
+
+ Have you launched your product?+
+
+
|
+
|
+
+
+
+
+ Are customers paying for it?+
+
+
|
+
|
+
+
+
+
+ Are enough customers paying for it that, if you keep doing what you're doing, you'll achieve Product-Market Fit?+
+
+
|
+
|
+
+
+
+ Congrats! You're on the path to Product-Market
+ Fit.
+
+
+
+
+ Keep doing what you're doing!
+
+ |
+
|
+
+
+
+
+ Why aren't you on track to acheive Product-Market Fit?+
+
+
Not sure? Go with your gut. Eventually you'll test both.
+ |
+
|
+
+
+
+
+ Why don't you have enough customers?+
+
+
Not sure? Starting at the top, pick the first answer you think could be the reason.
+ |
+
|
+
+
+
+
+ Where are you looking for customers?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption is: You know where
+ your customers look for solutions to their problems.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Finding Early Adopters for
+ your product.
+ Your Your Next Step: Interview customers to validate
+ where they look for solutions.
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: Understand who your Early Adopters
+ are, and where to find them, by contrasting their behavior with your Early Majority,
+ Late Majority, etc. Use this information to make your interviews easier and faster
+ to get.
+
+
+
+ Found in FOCUS Workbook 1...+ + |
+
|
+
+
+
+ Your Riskiest Assumption: Your marketing
+ channels can reach a sufficient number of customers for you to achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Offer Testing - You can
+ Reach your Early Adopters.
+ Your Next Step: Test alternative channels to determine
+ potential customer segment size.
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: This spreadsheet will show you if your
+ segment is large enough for you to achieve Product-Market Fit based on real-world, bottoms-up,
+ data.
+
+ You'll also be able to estimate the size of your marketing channels, conversion rates,
+ and price points to determine the best approach for you to achieve Product-Market Fit.
+
+
+
+
+ Found in FOCUS Workbook 2...+ + |
+
|
+
+
+
+
+ What emotions are you evoking in your Call to Action?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: You understand
+ what your customers are trying to accomplish in their roles.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Finding Early Adopters for
+ your product.
+ Your Next Step: Interview your customers to understand
+ what problems they are actively trying to solve.
+
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: This exercise will help you brainstorm
+ specific groups of customers you can serve by focusing on their problems.
+
+ Everything is easier when you center your attention on your customer's problems:
+ asking for interviews, marketing, sales, product development, etc. Take this step now,
+ and you'll move much faster through the rest of your journey.
+
+
+
+
+ Found in FOCUS Workbook 1...+ + |
+
|
+
+
+
+ Your Riskiest Assumption: You understand
+ your customer's emotional desires.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: .
+ Your Next Step: Interview your customers to understand
+ their emotional desires.
+
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: Understand who your Early Adopters
+ are, and where to find them, by contrasting their behavior with your Early Majority,
+ Late Majority, etc. Use this information to make your interviews easier and faster
+ to get.
+
+
+
+ Found in FOCUS Workbook 1...+ + |
+
|
+
+
+
+ Your Riskiest Assumption: Your marketing
+ copy reasonates emotionally with your customers.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Offer Testing - You can
+ Reach your Early Adopters.
+ Your Next Step: Test multiple versions of your marketing
+ copy/Call to Action.
+
+ |
+
|
+
+
+
+ Your Riskiest Assumption: There are large
+ enough customer segments for you to achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Scaling to Product-Market
+ Fit.
+
+ Your Next Step: Identify, size and test related customer
+ segments.
+
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: This exercise will show you how to
+ transition from your Early Adopters to your Early Majority segment.
+
+ By acquiring secondary and tertiary segments you'll be able to accelerate your path
+ to Product-Market Fit.
+
+
+
+
+
+ Found in FOCUS Workbook 5...+ + |
+
|
+
+
+
+ Your Riskiest Assumption: Your solution
+ is solving your customer's problem well enough, and they are incentivized enough, to share
+ your product with others.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Utility Testing - You can
+ Satisfy your Early Adopters.
+ Your Next Step: Increase your Viral Coefficent (i.e.
+ K Factor).
+
+ |
+
|
+
+
+
+
+ Why is your Customer Lifetime Value too low?+
+
+
Not sure? Starting at the top, pick the first answer you think could be the reason.
+ |
+
|
+
+
+
+ Your Riskiest Assumption: Your solution
+ is solving your customer's problem well enough that they'll continue paying for it.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Utility Testing - You can
+ Satisfy your Early Adopters.
+ Your Next Step: Test ways to increase the value your
+ solution is providing to customers.
+
+ |
+
|
+
+
+
+ Your Riskiest Assumption: Customers will
+ pay enough to solve their problem for you to achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Currency Testing - Your
+ Early Adopters will Pay you.
+ Your Next Step: Optimize your price via price testing.
+
+ |
+
|
+
+
+
+ Your Riskiest Assumption: You can lower
+ your Cost of Customer acquisition such that you can achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Offer Testing: You can Reach
+ your Early Adopters.
+ Your Next Step: Test alternative channels to determine
+ your optimal acquisition ROI.
+
+ |
+
|
+
+
+
+
+ Have you defined a metric that represents when you have acheived Product-Market Fit?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: You know what
+ Product-Market Fit means for you and your team.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Finding Early Adopters for
+ your product.
+ Your Next Step: Define Product-Market Fit for you
+ and your team.
+
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: You can't achieve Product-Market Fit
+ until you've defined it for you and your team.
+
+ This exercise will walk your entire team through the process of defining the most
+ important metric of your startup...what success looks like.
+
+
+
+ Found in FOCUS Workbook 1...+ + |
+
|
+
+
+
+ Your Riskiest Assumption: The problem you're
+ solving will lead you on a path to Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Currency Testing - Your
+ Early Adopters will Pay you.
+ Your Next Step: Calculate your the size of this market
+ to determine if Product-Market Fit is achievable.
+
+ |
+
|
+
+
+
+
+ Are customers using the product?+
+
+
|
+
|
+
+
+
+
+ Why aren't your customers paying to use your product?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: Customers will
+ pay you enough that you'll achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Currency Testing: Your Early
+ Adopters will Pay you.
+ Your Next Step: Charge customers via pre-orders or
+ Letters of Intent for future functionality.
+
+ |
+
|
+
+
+
+
+ Are enough customers using it that, if you keep doing what you're doing, you'll achieve Product-Market Fit?+
+
+
|
+
| + + | +
|
+
+
+
+
+ Why aren't enough customers using for you to achieve Product-Market Fit?+
+
+
Not sure? Starting at the top, pick the first answer you think could be the reason.
+ |
+
|
+
+
+
+
+ Have you defined a metric that represents when you have acheived Product-Market Fit?+
+
+
|
+
|
+
+
+
+
+ Have you generated any pre-sales or signed Letters of Intent?+
+
+
|
+
|
+
+
+
+
+ Are enough customers pre-paying for it that, if you solve their problems, you'll achieve Product-Market Fit?+
+
+
|
+
|
+
+
+
+
+ Why haven't you launched the product yet?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: You can solve
+ your customers' problems.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Utility Testing - You can
+ Satisfy your Early Adopters.
+ Your Next Step: Test a manual solution.
+
+ |
+
|
+
+
+
+ Your Riskiest Assumption: You can solve
+ your customers' problems at scale.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Scaling to Fit - You can
+ achieve Product-Market Fit.
+ Your Next Step: Test an automated solution.
+
+ |
+
|
+
+
+
+
+ Have you identified a problem at least 60% of your customers are actively trying to solve?+
+
+
|
+
|
+
+
+
+
+ If you solve the problem, will you achieve Product-Market Fit?+
+
+
|
+
|
+
+
+
+
+ Why aren't you collecting pre-orders or Letters of Intent?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: Customers will
+ pay you enough that you'll achieve Product-Market Fit.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Currency Testing - Your
+ Early Adopters will Pay you.
+ Your Next Step: Charge customers via pre-orders or
+ Letters of Intent for future functionality.
+
+ |
+
|
+
+
+
+
+ Have you defined a metric that represents when you have acheived Product-Market Fit?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: Customers are
+ actively trying to solve a problem your product will solve for them.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+ Product-Market Fit Phase: Finding Early Adopters for
+ your product.
+ Your Next Step: Interview customers to determine what
+ problems they are actively trying to solve.
+
+
+
+
+
+
+ Recommended FOCUS Exercise...+ +Description: Understand who your Early Adopters
+ are, and where to find them, by contrasting their behavior with your Early Majority,
+ Late Majority, etc. Use this information to make your interviews easier and faster
+ to get.
+
+
+
+ Found in FOCUS Workbook 1...+ + |
+
|
+
+
+
+
+ Why aren't customers using your product?+
+
+
|
+
|
+
+
+
+ Your Riskiest Assumption: Your product solves
+ your customers' problems.
+
+
+
+
+
+
+ Want Help?
+ This
+ FOCUS exercise will help...
+
+ Product-Market Fit Phase: Utility Testing - You can
+ Satisfy your Early Adopters.
+ Your Next Step: Test ways to increase the value your
+ solution is providing to customers.
+
+ |
+
+ + Feb. 1st at 10 am Pacific Time +
+
+
+
+
+
+
+
+
+
+
+
+
+ | t |