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TEACHING
PROBLEM
VALIDATION
TEACHINGENTREPRENEURSHIP.ORG
WHAT ARE
YOUR
PROBLEMS
WHAT ARE
YOUR
PROBLEMS
TEACHING PROBLEM
VALIDATION?
PLATFORM
TOUR
DOAN WINKEL
John J. Kahl, Sr. Chair of Entrepreneurship
John Carroll University
JUSTIN WILCOX
Founder, Customer Developmen...
CUSTOMERS DON’T BUY
products
CUSTOMERS BUY SOLUTIONS TO
problems
Why Problem Validation?
Why Problem Validation?
✓✓ ✓
✓
✓ ✓
✓
✓✓
WHAT ARE
YOUR
PROBLEMS
TEACHING PROBLEM
VALIDATION?
Problem Validation
1. Buy-In
2.Hypothesizing
3.Discovery
4.Confirmation
PROBLEMEXERCISES
Our QuestionEXERCISES
Do you
want them
for your class?
Problem Validation
1. Buy-In
PROBLEM
Getting Buy-In
INVENTOR ENTREPRENEURVS.
Build things. Build things
people buy.
Getting Buy-In
INVENTOR ENTREPRENEURVS.
Getting Buy-In
INVENTOR ENTREPRENEURVS.
CUSTOMERS DON’T BUY
products
CUSTOMERS BUY SOLUTIONS TO
problems
Entrepreneurs Know
EXERCISE
Problems. Not Products.
Origin Cases
EXERCISERead Origin Story
- Design Conference in SF
- No affordable hotels
- Rent 3 Airbeds (plus breakfast) $80/night
- O...
EXERCISE
Problems. Not Products.
Origin Cases
Big companies, start small
...and solve real problems.
Problem Validation
1. Buy-In
PROBLEM
1. Buy-In
2.Hypothesizing
PROBLEM
Idea Generation
Problem Generation
EXERCISEHypothesizing
HypothesizingEXERCISE
Problem Generation
Problem ValidationPROBLEM
1. Buy-In
2.Hypothesizing
1. Buy-In
2.Hypothesizing
3.Discovery
DiscoveryPROBLEM
Interviews
1. Who to Ask
2. How to Ask
3. What to Ask
1. Who to Ask
Who to Interview
Early Adopters
People seeking a solution to
the problem
EXERCISE
Your Early Adopters
Discovery
Design Conference Attendees
“I can’t find a hotel room for < $200”
“I can’t find a hotel room for < $200”
Searches for hostels
Asks about room share on forum
Asks a friend about a place to ...
DiscoveryPROBLEM
Interviews
1. Who to Ask
2. How to Ask
3. What to Ask
1. Who to Ask
Problem ValidationPROBLEM
1. Buy-In
2.Hypothesizing
3.Discovery
1. Buy-In
2.Hypothesizing
3.Discovery
4.Confirmation
ConfirmationPROBLEM
Problem isn’t validated
until customers
“pay” to solve it
ConfirmationPROBLEM
Currency Test
1. Marketing Channel
2. MVP
3. Success Metrics
EXERCISE
EXERCISE
Currency Test Template
Confirmation
Design conference forums
Website to rent airbeds out in our
apartment during design conference.
$80/night. Includes breakf...
Problem ValidationPROBLEM
1. Buy-In
2.Hypothesizing
3.Discovery
4.Confirmation
EXERCISES
Our QuestionEXERCISES
Do you want them
for your class?
4 OF 35
$99/
student
TEACHING
PROBLEM
VALIDATION
TEACHINGENTREPRENEURSHIP.ORG
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Teaching Problem Validation Workshop

  1. 1. TEACHING PROBLEM VALIDATION TEACHINGENTREPRENEURSHIP.ORG
  2. 2. WHAT ARE YOUR PROBLEMS
  3. 3. WHAT ARE YOUR PROBLEMS TEACHING PROBLEM VALIDATION?
  4. 4. PLATFORM TOUR
  5. 5. DOAN WINKEL John J. Kahl, Sr. Chair of Entrepreneurship John Carroll University JUSTIN WILCOX Founder, Customer Development Labs Author, FOCUS Framework
  6. 6. CUSTOMERS DON’T BUY products CUSTOMERS BUY SOLUTIONS TO problems Why Problem Validation?
  7. 7. Why Problem Validation? ✓✓ ✓ ✓ ✓ ✓ ✓ ✓✓
  8. 8. WHAT ARE YOUR PROBLEMS TEACHING PROBLEM VALIDATION?
  9. 9. Problem Validation 1. Buy-In 2.Hypothesizing 3.Discovery 4.Confirmation PROBLEMEXERCISES
  10. 10. Our QuestionEXERCISES Do you want them for your class?
  11. 11. Problem Validation 1. Buy-In PROBLEM
  12. 12. Getting Buy-In INVENTOR ENTREPRENEURVS. Build things. Build things people buy.
  13. 13. Getting Buy-In INVENTOR ENTREPRENEURVS.
  14. 14. Getting Buy-In INVENTOR ENTREPRENEURVS.
  15. 15. CUSTOMERS DON’T BUY products CUSTOMERS BUY SOLUTIONS TO problems Entrepreneurs Know
  16. 16. EXERCISE Problems. Not Products. Origin Cases
  17. 17. EXERCISERead Origin Story - Design Conference in SF - No affordable hotels - Rent 3 Airbeds (plus breakfast) $80/night - Others wanted to use the site
  18. 18. EXERCISE Problems. Not Products. Origin Cases Big companies, start small ...and solve real problems.
  19. 19. Problem Validation 1. Buy-In PROBLEM 1. Buy-In 2.Hypothesizing
  20. 20. PROBLEM Idea Generation Problem Generation EXERCISEHypothesizing
  21. 21. HypothesizingEXERCISE Problem Generation
  22. 22. Problem ValidationPROBLEM 1. Buy-In 2.Hypothesizing 1. Buy-In 2.Hypothesizing 3.Discovery
  23. 23. DiscoveryPROBLEM Interviews 1. Who to Ask 2. How to Ask 3. What to Ask 1. Who to Ask
  24. 24. Who to Interview Early Adopters People seeking a solution to the problem
  25. 25. EXERCISE Your Early Adopters Discovery
  26. 26. Design Conference Attendees “I can’t find a hotel room for < $200”
  27. 27. “I can’t find a hotel room for < $200” Searches for hostels Asks about room share on forum Asks a friend about a place to stay Tries couchsurfing Stays far away and rents a car Looks up rooms on craigslist Asks about good hostels on Facebook Asks about room share on forum Posts on Couchsurfing for a room Asks a question on TripAdvisor Posts on craigslist about a room share
  28. 28. DiscoveryPROBLEM Interviews 1. Who to Ask 2. How to Ask 3. What to Ask 1. Who to Ask
  29. 29. Problem ValidationPROBLEM 1. Buy-In 2.Hypothesizing 3.Discovery 1. Buy-In 2.Hypothesizing 3.Discovery 4.Confirmation
  30. 30. ConfirmationPROBLEM Problem isn’t validated until customers “pay” to solve it
  31. 31. ConfirmationPROBLEM Currency Test 1. Marketing Channel 2. MVP 3. Success Metrics EXERCISE
  32. 32. EXERCISE Currency Test Template Confirmation
  33. 33. Design conference forums Website to rent airbeds out in our apartment during design conference. $80/night. Includes breakfast. 7/1/2017 7/15/2017 Revenue $500 $200 Rent whole house Raise price Pivot to Developers EXERCISE
  34. 34. Problem ValidationPROBLEM 1. Buy-In 2.Hypothesizing 3.Discovery 4.Confirmation EXERCISES
  35. 35. Our QuestionEXERCISES Do you want them for your class? 4 OF 35 $99/ student
  36. 36. TEACHING PROBLEM VALIDATION TEACHINGENTREPRENEURSHIP.ORG
  • MicaiahFilkins

    Apr. 23, 2019
  • DanielZaretsky

    Feb. 2, 2018

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