Challenges of lean customer discovery as invention

Batova, Tatiana; Clark, Dave; Card, Daniel

doi:10.1109/ipcc.2016.7740514

Cited by 23 publications

(25 citation statements)

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“…Part of this uncertainty relates to the product but it often also relates to a lack of assuredness about the target market. This process of determining the right market and customer has been labeled "customer discovery" [16]. In their discussion, Batova, Card & Clark [16] note that customer discovery furthers the lean startup methodology by attempting to eliminate unnecessary research and development; that is, the development that doesn't have associated customers.…”

Section: Customer / Market Developmentmentioning

confidence: 99%

“…One of the key roles of a hypothesis testing approach is to utilize substantive techniques to ensure the validity of the tests. The use of interviews to elicit customer pain points is designed to reduce confirmation bias [16] or eliminate the collection of bad data [17]. Reis [2] advocates testing that is based on metrics that are actionable, accessible and auditable and focuses on split testing or A/B testing.…”

Section: Customer / Market Developmentmentioning

confidence: 99%

“…Reis [2] advocates testing that is based on metrics that are actionable, accessible and auditable and focuses on split testing or A/B testing. Batova, Card & Clark [16] critique the lean startup methodology for lacking more detailed explanation of the testing methodologies and suggest the use of qualitative research methodologies and user experience design such as: "five second test, shadowing, ethnography, observation with a controlled environment, indirect observation, artifact analysis, and think-aloud protocols. "…”

Section: Customer / Market Developmentmentioning

confidence: 99%

See 2 more Smart Citations

The Lean Discovery Process in Digital Business Startups: The Case of raiserve

Carroll¹,

Casselman²

2019

Proceedings of the Annual Hawaii International Conference on System Sciences

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Uncertainty in the early development of digital business startups can benefit from data-driven testing of hypotheses. Examining literature in lean startups, lean user experience and lean software development, we highlight underlying assumptions of existing lean models. We conceptualize the Lean Discovery Process that recognizes that uncertainty arises in the business model, product and customer/market. The Lean Discovery Process focuses on testing from the early business idea through to fully realized product stages of an innovation development. We conceptualize the minimum viable customer and support early testing with concepts from market research and collective intelligence. Using the case of raiserve, a social entrepreneurship venture, we demonstrate early opportunities to apply lean principles and rigorous hypothesis testing in a Lean Discovery Process that results in significant reductions in time and expense of product development.

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Section: Customer / Market Developmentmentioning

confidence: 99%

Section: Customer / Market Developmentmentioning

confidence: 99%

Section: Customer / Market Developmentmentioning

confidence: 99%

See 1 more Smart Citation

The Lean Discovery Process in Digital Business Startups: The Case of raiserve

Carroll¹,

Casselman²

2019

Proceedings of the Annual Hawaii International Conference on System Sciences

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“…Start-ups adopt certain approaches to develop their products and to some extent, have a direct impact on business objective and activities. For instance, empirical studies on software start-ups reveal common phenomena in the development of software products, such as agile development, evolutionary prototypes, customer involvement, technical debt and the neglect of quality [8][9][10][11][12]. Recent advances in hardware prototyping (i.e., 3D printing and hardware development kits), the development of hardware-related products can be more agile and iterative [8,13].…”

Section: Introductionmentioning

confidence: 99%

Minimum Viable Products for Internet of Things Applications: Common Pitfalls and Practices

et al. 2019

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Internet of Things applications are not only the new opportunity for digital businesses but also a major driving force for the modification and creation of software systems in all industries and businesses. Compared to other types of software-intensive products, the development of Internet of Things applications lacks a systematic approach and guidelines. This paper aims at understanding the common practices and challenges among start-up companies who are developing Internet of Things products. A qualitative research is conducted with data from twelve semi-structured interviews. A thematic analysis reveals common types of Minimum Viable Products, prototyping techniques and production concerns among early stage hardware start-ups. We found that hardware start-ups go through an incremental prototyping process toward production. The progress associates with the transition from speed-focus to quality-focus. Hardware start-ups heavily rely on third-party vendors in term of development speed and final product quality. We identified 24 challenges related to management, requirement, design, implementation and testing. Internet of Things entrepreneurs should be aware of relevant pitfalls and managing both internal and external risks.

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“…The LLP process forces the participants to formalize a series of hypotheses [7] that are tested and refined based on feedback provided by possible stakeholders and customers. Students test their ideas and modify their designs to reflect their newly gained knowledge.…”

Section: Lean Launchpad Innovation and Engineering Design Processmentioning

confidence: 99%

Teaching Lean LaunchPad to Transfer Students to Increase Engagement and Persistence

Nogales¹,

Sassenfeld²

2017 ASEE Annual Conference &Amp; Exposition Proceedings

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We present a work in progress that demonstrates increased engagement and academic persistence by transfer engineering students when the Lean LaunchPad™ (LLP) [1] methodology is applied to teach the engineering design process. Transfer students entering engineering programs typically do not receive the same level of attention entering freshman do. New Mexico State University (NMSU) and Howard University (HU) saw an opportunity to improve academic persistence, graduation rates, and overall experience by co-developing a program that helps transfer students be more successful. A collaborative 3-year grant was awarded from the National Science Foundation's (NSF) Broadening Participation in Engineering program. The objective of the grant is to increase persistence and graduation rates by increasing engagement and by developing a sense of community amongst transfer engineering students.A week-long workshop that uses the LLP framework was developed to help students design and develop a predetermined university-oriented innovation project. During the workshop, students work in teams, interact with faculty, and visit various parts of campus. While working to identify "product-market fit," students learn about hypothesis development, test design, hypothesis testing, customer discovery, data analysis, insight generation, and the importance of an iterative process. After two years, preliminary survey results and qualitative evidence at NMSU shows the LLP workshop participants have higher GPA levels as compared to their engineering peers.

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Challenges of lean customer discovery as invention

Cited by 23 publications

References 0 publications

The Lean Discovery Process in Digital Business Startups: The Case of raiserve

The Lean Discovery Process in Digital Business Startups: The Case of raiserve

Minimum Viable Products for Internet of Things Applications: Common Pitfalls and Practices

Teaching Lean LaunchPad to Transfer Students to Increase Engagement and Persistence

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