Showing posts with label ghetto testing. Show all posts
Showing posts with label ghetto testing. Show all posts

Wednesday, November 13, 2013

The Case for Being Pig Headed

One of my dad's favorite analogies comes from breakfast.  In the classic plate of bacon and eggs the chicken is involved, but the pig is committed.




When applied to entrepreneurship I think about the interplay between investors and entrepreneurs.  Investors have money at stake - usually in the single digit percentages of their net equity.  Entrepreneurs on the other hand are betting it all - all of their time, all of their energy, and often all of their money.

So, I've always been surprised that entrepreneurs evaluate the viability of their company by the input they receive from investors.  The chickens, often with comparatively little at stake, evaluate opportunities and give advice from the perspective of the involved...not the committed.

Entrepreneurs should instead focus on themselves - the committed. Are you all in?  Does every piece of evidence point to this venture being worth the next 1-2 years of your life?  Are customers willing to bet the farm on you?

Be brave.  Be pig-headed.  And stop listening to those chickens.

Monday, November 11, 2013

Customer development interview template

I've spent the last week interviewing customers.  It is incredibly challenging to unearth the core motivations of a potential customer base.  Luckily I stumbled across the http://customerdevlabs.com/2013/11/05/how-i-interview-customers/ where Justin Wilcox lays out his basic template:

Ground Rules:
No pitching
Ask about past and present
Do not ask about future.  Would you/will you questions will result in unreliable data (nobody can project that well).

Questions:
  1. Tell me a story about the last time you...
  2. What was hardest?
  3. Why was that hard?
  4. How do you solve it now?
  5. Why is that not awesome?
Bonuses:
Take note of any feelings/emotions
Ask why 5 times for each question
Repeat the cycle 3 times

This system has already produced some great insights for Contastic and I hope I can do the same for you all!  Let me know how you're using this in the comments below.

Wednesday, November 6, 2013

Rethinking Customer Development

I'm a huge fan of Steve Blank his theory of Customer Development.  I've found his writing always inspirational and insightful.  However, has been a little to dense for me to use as a clear roadmap.  Many in the Lean Startup movement point to the Business Model Canvas as a cure - which, try as I might, I've never been able to actually follow in a real live business.

The issue was that each of these pieces is part of a flow - not a discrete map.  So, here at Contastic we started using a variant that models the business as a process rather than as a map:


This covers same essential areas as the Business Model, but slightly re-arranged to fit the process of validating a startup.  Generally, each stage from left-to-right is dependent on the next and should be evaluated in that order.  At each milestone the company should seek to find a path through.  I like to have at least two stages written out to look at: general themes, and then specific actions/sources to test:



While by no means complete, this model serves as a basic roadmap of our plan.  We also often use  third level for tactical tests to confirm items in level 2 (ie acquire 20 customer per day at Dreamforce).  As they are confirmed the fact bubbles up to the next level.  As we develop the company we continually edit this knowing that the dependencies flow from left to right and then top to bottom.  

Hope this helps you all bring a strong evidence-based approach to your ventures.  We're continually evolving this model, so if you have any ideas for improvements or cases where it fails let me know in the comments below!

Friday, March 22, 2013

Super Simple (aka Ghetto) A/B Testing

Looking to test a couple variants of your landing page?  Sure there are a bunch of great tools out there, but that takes time/effort to find, register, and install on your site. 

If you’re just at the point (like I am) where you want an easy free way to test landing pages quickly.  This little PHP A/B tester is the simplest way to compare two versions of a webpage.  Here’s how it works:

  1. Save on your php enabled web server as something like test.php
  2. A user will go to yourserver.com/test.php
  3. test.php will randomly pick one of two webpages to send them to (ideally a form/google survey where you can collect output)
  4. test.php will record where the user was sent in data.txt
  5. At the conclusion of the test you can easy grab the resulting text file (in this case called data.txt).  Count the number of visits and compared to the number of conversions to get your rate.  The higher number wins!

Code below.  Happy Testing!

<?php

$filename = 'data.txt';
$somecontent = "Placeholder";

//this will pick randomly spit out 0 or 1
$path = mt_rand(0,1);

// Let's make sure the file exists and is writable first.
if (is_writable($filename)) {

    // In our example we're opening $filename in append mode.
    // The file pointer is at the bottom of the file hence
    // that's where $somecontent will go when we fwrite() it.
    if (!$handle = fopen($filename, 'a')) {
         echo "Cannot open file ($filename)";
         exit;
    }
   

/*for the purpose of this test we’re just sending folks to google.com or microsoft.com.  Replace those URLs with desired content */


    if($path>0){
        //Write $somecontent to our opened file.
        if (fwrite($handle, "Google") === FALSE) {
             echo "Cannot write to file ($filename)";
            exit;
        }
        header("Location:
http://www.google.com");
    }else{
        if (fwrite($handle, "Microsoft") === FALSE) {
            echo "Cannot write to file ($filename)";
        exit;
    }
    header("Location:
http://www.microsoft.com");
}   
echo "Success, wrote ($somecontent) to file ($filename)";

fclose($handle);

} else {
    echo "The file $filename is not writable";
}
 
?>