it’s a mid term exam for worth of 50%. i want the best work with this so that i can pass the course. I really don’t want any plagiarized work because i suffer a lot due to last time plagiarized work. I need a help by professionals it’s not a joke for me guys. I really don’t need a plagiarized work.

This assignment is to choose any option given over there and find problem area and solution which we can gave and what best solution we can select. and most important to fill the immersion canvas sheet of that with problem and with the solution.

BUAD 307-001 W20 Mid-Term Exam (Take Home) Page 1 of 2 BUAD 307-001 W20 Mid-Term Exam (Take Home) Prof. K. Greenwood Mid-Term Exam

• What: Discussion Paper

• Page Limit: No more than five pages excluding your Customer Immersion Canvas and your Solutions Canvas. Please write clearly and concisely. English grammar is important, as is readability. Reference your research sources in APA format. You must include a completed Customer Immersion Canvas and a completed Solutions Canvas.

• Individual Work. You may work in groups in discussing your responses, but your written response must be unique. Therefore you should not share, proof or co-write any of the material with a classmate. Exam Description Choose one topic from the topic areas list below and, from within that topic, identify a specific problem you feel is worth solving. Using the concepts, tools and process of the Innovator’s Method, propose a solution for the problem you’ve identified. Write up the problem and your proposed solution. Include a Customer Immersion Canvas and a Solutions canvas. Here’s what you need to do: 1. Work the problem through the innovator’s method:

• Identify a problem worth solving from within the area you’ve chosen. Note, the problem must potentially be able to be sold, meaning someone will pay for you to solve the problem

• Develop a Customer Immersion Canvas for the personas that hold the problem. Include your foothold customer plus at least 2 other personas. For each persona, list their 3 key characteristics as well as 3 examples of their jobs-to-be-done (JTBD) for each of their functional, emotional, and social JTBD. Draw by hand—no clip art or web images—your representation of each persona. Include a customer quote from each persona.

• Develop a Solutions Canvass. Brainstorm at least 7 potential solutions for your foothold customer persona and list them on your Solution Canvas. Pick the single most promising solution and identify at least 4 of the most important assumptions behind this solution. Be careful that these assumptions should not center on the solution but the problem you are trying to solve. Design 2 experiments for the most critical assumptions including your hypothesis, prototype and experiment description, and your target metrics. 2. Write up your findings:

• Describe the problem/key need that you are solving and why you chose that problem. Did it change during the process?

• Describe your foothold customer. BUAD 307-001 W20 Mid-Term Exam (Take Home) Page 2 of 2

• Describe the solutions you brainstormed and why you chose the one you did. After going through this exam, did your solution change? If so, how?

• Describe your key “leap-of-faith” assumptions and indicate the level of uncertainty for each.

• Describe your experiments.

• Summarize your problem and solution and describe the insights you gained about the process and the problem.

• Include your Customer Persona Canvas in your final document by scanning or clicking a photograph of the canvas. Please make sure it is readable.

• Include your Solutions Canvas in your final document by scanning or clicking a photograph of the canvas. Please make sure it is readable. 3. Upload your completed assignment to Moodle. Topic Areas. Select one.

• No Poverty

• Zero Hunger

• Good Health and Well-being

• Quality Education • Gender Equality

• Clean Water and Sanitation

• Affordable and Clean Energy

• Sustainable Cities and Communities

• Responsible Consumption and Production

• Climate Action

CUSTOMER
PERSONAS

Bring your customer(s) to
life–using images, sketches, and

other visual elements to
describe who they are, what
they do and care about, and

how they think.

Describe three characteristics
or behavioural traits of your

customer, along with a
descriptive name and title,

indicating their background and
role.

Pro-tip: Be as specific as
possible, the more detailed you

are, the easier it will be to
empathize and identify with

them.

TOP SOCIAL JOBS
Describe the customer’s top three

social jobs-to-be-done.

TOP EMOTIONAL JOBS
Describe the customer’s top three

emotional jobs-to-be-done.

TOP FUNCTIONAL JOBS
Describe the customer’s top three

functional jobs-to-be-done

CUSTOMER QUOTES
Record actual customer quotes from

the field–helping to describe the
customer’s true sentiments,

frustrations, desires, opinions, etc.

JOURNEYLINE
Visual map of the steps your customer

takes to achieve an outcome

STEPS &

EMOTIONS

Label the various points in the

process and describe the emotions of
your customers at this point in the

journeyline.

PAIN & DELIGHT POINTS
Describe the top paint points,

frustrations, and challenges that you
customer faces at each step in his/her

journey.

CUSTOMER IMMERSION CANVAS
Team Members Project Name

Copyright © 2014 Innovator’s DNA • All Rights Reserved

Foothold Customer Persona Customer Persona 2 Customer Persona 3 Customer Persona 4

1 5

JOURNEYLINE
STEP

EMOTIONS

2 3 4

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)

Three specific characteristics
or behavioural traits

NAME:

TITLE:

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
JOURNEYLINE
STEP

EMOTIONS
JOURNEYLINE

STEP
EMOTIONS

JOURNEYLINE

STEP
EMOTIONS JOURNEYLINE
STEP
EMOTIONS

SOLUTIONS CANVAS
Project Name Team Members

START SELECTED
SOLUTIONS

ASSUMPTIONS
Write out a list of assumptions associated
with your selected solution. Then
determine level of uncertainty and
importance by circling either low, medium,
or high.SOLUTIONSTORMING

Brainstorm a list of various solutions that solve the
jobs-to-be-done of your target customers. Remember the 1:7
ratio–it takes ~7 ideas to find a good one that will stick.

TOP POTENTIAL SOLUTIONS

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH
UNCERTAINTY
LOW MEDIUM HIGH
TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL
IMPORTANCE
LOW MEDIUM HIGH
UNCERTAINTY
LOW MEDIUM HIGH
TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL
IMPORTANCE
LOW MEDIUM HIGH
UNCERTAINTY
LOW MEDIUM HIGH
TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL
IMPORTANCE
LOW MEDIUM HIGH
UNCERTAINTY
LOW MEDIUM HIGH
TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL
IMPORTANCE
LOW MEDIUM HIGH
UNCERTAINTY
LOW MEDIUM HIGH
TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

In situations of uncertainty (demand, technical,
economic, or environmental), use these Build-

Measure-Learn loops to validate and iterate on your
Problem, Solution, and Business Model

EXPERIMENTING
Place a single 3×3 sticky note in each box.

Proceed down each TEST column.
Record your progress over time

1

2

3

4

5

6

HYPOTHESIS
A specific, measurable description of your Leap
of Faith Assumption.
If we do X, then Y% of customers will behave in
way Z

PROTOTYPE & EXPERIMENT
Create a prototype and experiment that you
can run as quickly and cheaply as possible.
Don’t just confirm, learn. Include ways to
capture surprises, as well as real behaviors
important to your idea.

TARGET METRIC
Commit to a minimum success threshold.

Choose a number high enough to get you
and your team excited if true, and relative to
the experiment you are conducting.

ACTUAL RESULTS
What actually happened?

Record the actual metrics generated during
your experiment, paying close attention to
new behaviors and surprises

INSIGHT & JOBS
What jobs-to-be-done did you observe?

Record your findings on the stakeholder’s
function, social, and emotional jobs.
Remember to begin with a starter phrase
such as “Help me to ____________.”

DECISION
Take your next step – move forward

Look for a trend in your evidence over time.
No single experiment holds all the answers.
Iterate? Persevere? Pivot?

Run your experiments as quickly and frugally as possible.

What new evidence did you generate?

Is your decision based on the evidence you generated?

LEAP OF
FAITH

ASSUMPTION

LEAP OF
FAITH
ASSUMPTION

Something accepted as true without evidence.
The most critical assumption you are making
about your idea at this time, for which you
have the least amount of evidence.

TEST

Discuss what you learned.

Launch your experiment. Launch your experiment. Launch your experiment. Launch your experiment.

Launch your experiment.

Discuss what you learned. Discuss what you learned. Discuss what you learned. Discuss what you learned. Discuss what you learned.

Go to next test Go to next test Go to next test Go to next test Go to next test Go to next test

Launch your experiment.

TEST TEST TEST TEST TEST

Copyright © 2014 Innovator’s DNA • All Rights Reserved

VISION
Short, customer-insight-driven vision for problem you will solve

CUSTOMER PERSONA
A vignette of your target customers’ functional, social, and emotional
needs

SOLUTION
A short description of the solution you have developed, along with
the prototype you have created

BUSINESS MODEL
The key elements of your solution that will create, deliver, and capture
value

MID-TERM EXAM

Managing innovation W20

Kevin greenwood, MBA

1

2
MID-TERM EXAM
TAKE HOME
What: Discussion Paper + Customer Immersion and Solution Canvases – see Moodle.
Page Limit: No more than five pages excluding your Customer Immersion Canvas and your Solutions Canvas.
K.M. Greenwood

2

3
MID-TERM EXAM
PICK A TOPIC.
IMAGINE A SOLUTION. USE THE INNOVATOR’S METHOD.
WRITE UP YOUR FINDINGS.
INCLUDE CANVASES.
Poverty
Hunger
Health and Well-being
Quality Education
Gender Equality
Clean Water & Sanitation
Affordable Clean Energy
Sustainable Cities
Responsible Consumption
Climate Action
DUE MARCH 20TH BY MIDNIGHT. MOODLE.
TOPICS
K.M. Greenwood

3

4
SOLUTIONS CANVAS
HOW TO MAKE THIS WORK
K.M. Greenwood

4

5
SOLUTIONS CANVAS
HOW TO MAKE THIS WORK
K.M. Greenwood

5

CUSTOMER
PERSONAS

Bring your customer(s) to
life–using images, sketches, and

other visual elements to
describe who they are, what
they do and care about, and

how they think.

Describe three characteristics
or behavioural traits of your

customer, along with a
descriptive name and title,

indicating their background and
role.

Pro-tip: Be as specific as
possible, the more detailed you

are, the easier it will be to
empathize and identify with

them.

TOP SOCIAL JOBS
Describe the customer’s top three

social jobs-to-be-done.

TOP EMOTIONAL JOBS
Describe the customer’s top three

emotional jobs-to-be-done.

TOP FUNCTIONAL JOBS
Describe the customer’s top three

functional jobs-to-be-done

CUSTOMER QUOTES
Record actual customer quotes from

the field–helping to describe the
customer’s true sentiments,

frustrations, desires, opinions, etc.

JOURNEYLINE
Visual map of the steps your customer

takes to achieve an outcome

STEPS & EMOTIONS
Label the various points in the

process and describe the emotions of
your customers at this point in the

journeyline.

PAIN & DELIGHT POINTS
Describe the top paint points,

frustrations, and challenges that you
customer faces at each step in his/her

journey.

CUSTOMER IMMERSION CANVAS
Team Members Project Name

Copyright © 2014 Innovator’s DNA • All Rights Reserved

Foothold Customer Persona Customer Persona 2 Customer Persona 3 Customer Persona 4

1 5

JOURNEYLINE
STEP

EMOTIONS

2 3 4

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)

Three specific characteristics
or behavioural traits

NAME:

TITLE:

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)

Three specific characteristics
or behavioural traits

NAME:

TITLE:

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)

Three specific characteristics
or behavioural traits

NAME:

TITLE:

Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)

Three specific characteristics
or behavioural traits

NAME:

TITLE:

JOURNEYLINE
STEP

EMOTIONS
JOURNEYLINE

STEP
EMOTIONS

JOURNEYLINE
STEP

EMOTIONS JOURNEYLINE
STEP

EMOTIONS

Open minded to
new ways of
business, not a
digital native

Teresa

Audit Partner

Paul

Entrepreneur/Business Owner

Gwendolyn

Audit Consultant

Professional
detail oriented,
in charge
career, Global

High focus on
team but budget
a constant
concern

Digital native,
still learning
processes and
procedures

Wants to work
on new things,
current role
“mechanical”

Ambitious,
Impression –
oriented

Successful,
dynamic

Financially
literate,
operationally
focused

Not a digital
native but
understands
digital environ.

Seen as
successful
and admired

“Working on the same basic tasks daily really
gets me down. When I get to do new things I
feel energized like I really want to come to
work”

“Although I understand the need for an audit I
really wish it could be less painful. It takes a lot
of effort and energy away from running my
business and is expensive.”

Feel
Confident in
the completed
audit

Less
pressured by
time

Feel that his
company is
financially
secure

Feel like
auditors are
not “out-to-
get-him”

Acknowledged
as financial
peer by
auditors

Audit
carried out
in a diligent
way

Audit complies
with all legal
and financial
requirements

Easily obtain
complete and
clear client
information

Be seen as a
high quality
professional
by the client

Viewed as a
manger who
allows her
team to grow

Seen as a
rising star
within the
company

Feel in
control of the
activities she
performs

Appreciated
by clients
for her
efforts

Clients views her
as a competent
and professional
auditor

Audit activities
e.g. inventory,
credit control
performed quickly
but precisely

Clear and
efficient
client
interactions

Coach Comment: Be clear as to why you have
chosen your foothold customer persona, in this
example Teresa is both the decision maker and use
but at times these may be different

Coach Comment: Social Jobs should
focus on how the customer will
seem to others. Teresa wants to
viewed positively by the client.

Coach Comment: Emotional jobs
should focus on how the customer
will feel. Teresa wants to feel
confident and less pressured.

Coach Comment: Customer Quote
should portray customer emotions
about their problems, their needs
and their ideal experience

CUSTOMER
PERSONAS
Bring your customer(s) to
life–using images, sketches, and
other visual elements to
describe who they are, what
they do and care about, and
how they think.
Describe three characteristics
or behavioural traits of your
customer, along with a
descriptive name and title,
indicating their background and
role.
Pro-tip: Be as specific as
possible, the more detailed you
are, the easier it will be to
empathize and identify with
them.
TOP SOCIAL JOBS
Describe the customer’s top three
social jobs-to-be-done.
TOP EMOTIONAL JOBS
Describe the customer’s top three
emotional jobs-to-be-done.
TOP FUNCTIONAL JOBS
Describe the customer’s top three
functional jobs-to-be-done
CUSTOMER QUOTES
Record actual customer quotes from
the field–helping to describe the
customer’s true sentiments,
frustrations, desires, opinions, etc.
JOURNEYLINE
Visual map of the steps your customer
takes to achieve an outcome
STEPS & EMOTIONS
Label the various points in the
process and describe the emotions of
your customers at this point in the
journeyline.
PAIN & DELIGHT POINTS
Describe the top paint points,
frustrations, and challenges that you
customer faces at each step in his/her
journey.
CUSTOMER IMMERSION CANVAS
Team Members Project Name
Copyright © 2014 Innovator’s DNA • All Rights Reserved
Foothold Customer Persona
Customer Persona 2
Customer Persona 3 Customer Persona 4
1 5
JOURNEYLINE
STEP
EMOTIONS
2 3 4
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
Visual of the Customer Persona
(pictures, sketches, storyboards, etc.)
Three specific characteristics
or behavioural traits
NAME:
TITLE:
JOURNEYLINE
STEP
EMOTIONS
JOURNEYLINE
STEP
EMOTIONS
JOURNEYLINE
STEP
EMOTIONS
JOURNEYLINE
STEP
EMOTIONS
Open minded to
new ways of
business, not a
digital native
Teresa
Audit Partner
Paul
Entrepreneur/Business Owner
Gwendolyn
Audit Consultant
Professional
detail oriented,
in charge
career, Global
High focus on
team but budget
a constant
concern
Digital native,
still learning
processes and
procedures
Wants to work
on new things,
current role
“mechanical”
Ambitious,
Impression –
oriented
Successful,
dynamic
Financially
literate,
operationally
focused
Not a digital
native but
understands
digital environ.
Seen as
successful
and admired
“Working on the same basic tasks daily really
gets me down. When I get to do new thingsI
feel energized like I really want to come to
work”
“Although I understand the need for an auditI
really wish it could be less painful. It takes a lot
of effort and energy away from running my
business and is expensive.”
Feel
Confident in
the completed
audit
Less
pressured by
time
Feel that his
company is
financially
secure
Feel like
auditors are
not “out-to-
get-him”
Acknowledged
as financial
peer by
auditors
Audit
carried out
in a diligent
way
Audit complies
with all legal
and financial
requirements
Easily obtain
complete and
clear client
information
Be seen as a
high quality
professional
by the client
Viewedas a
manger who
allows her
team to grow
Seen as a
rising star
within the
company
Feel in
control of the
activities she
performs
Appreciated
by clients
for her
efforts
Clients views her
as a competent
and professional
auditor
Audit activities
e.g. inventory,
credit control
performed quickly
but precisely
Clear and
efficient
client
interactions
CoachComment:Beclearastowhyyouhave
chosenyourfootholdcustomerpersona,inthis
exampleTeresaisboththedecisionmakeranduse
butattimesthesemaybedifferent
CoachComment:SocialJobsshould
focusonhowthecustomerwill
seemtoothers.Teresawantsto
viewedpositivelybytheclient.
CoachComment:Emotionaljobs
shouldfocusonhowthecustomer
willfeel.Teresawantstofeel
confidentandlesspressured.
CoachComment:CustomerQuote
shouldportraycustomeremotions
abouttheirproblems,theirneeds
andtheiridealexperience

SOLUTIONS CANVAS
Project Name Team Members

START SELECTED
SOLUTIONS

ASSUMPTIONS
Write out a list of assumptions associated
with your selected solution. Then
determine level of uncertainty and
importance by circling either low, medium,
or high.SOLUTIONSTORMING

Brainstorm a list of various solutions that solve the
jobs-to-be-done of your target customers. Remember the 1:7
ratio–it takes ~7 ideas to find a good one that will stick.

TOP POTENTIAL SOLUTIONS

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

IMPORTANCE
LOW MEDIUM HIGH

UNCERTAINTY
LOW MEDIUM HIGH

TYPE OF UNCERTAINTY
DEMAND TECHNICAL EXTERNAL

In situations of uncertainty (demand, technical,
economic, or environmental), use these Build-

Measure-Learn loops to validate and iterate on your
Problem, Solution, and Business Model

EXPERIMENTING
Place a single 3×3 sticky note in each box.

Proceed down each TEST column.
Record your progress over time

1

2

3

4

5

6

HYPOTHESIS
A specific, measurable description of your Leap
of Faith Assumption.
If we do X, then Y% of customers will behave in
way Z

PROTOTYPE & EXPERIMENT
Create a prototype and experiment that you
can run as quickly and cheaply as possible.
Don’t just confirm, learn. Include ways to
capture surprises, as well as real behaviors
important to your idea.

TARGET METRIC
Commit to a minimum success threshold.

Choose a number high enough to get you
and your team excited if true, and relative to
the experiment you are conducting.

ACTUAL RESULTS
What actually happened?

Record the actual metrics generated during
your experiment, paying close attention to
new behaviors and surprises

INSIGHT & JOBS
What jobs-to-be-done did you observe?

Record your findings on the stakeholder’s
function, social, and emotional jobs.
Remember to begin with a starter phrase
such as “Help me to ____________.”

DECISION
Take your next step – move forward

Look for a trend in your evidence over time.
No single experiment holds all the answers.
Iterate? Persevere? Pivot?

Run your experiments as quickly and frugally as possible.

What new evidence did you generate?

Is your decision based on the evidence you generated?

LEAP OF
FAITH

ASSUMPTION

LEAP OF
FAITH

ASSUMPTION

Something accepted as true without evidence.
The most critical assumption you are making
about your idea at this time, for which you
have the least amount of evidence.

TEST

Discuss what you learned.

Launch your experiment. Launch your experiment. Launch your experiment. Launch your experiment. Launch your experiment.

Discuss what you learned. Discuss what you learned. Discuss what you learned. Discuss what you learned. Discuss what you learned.

Go to next test Go to next test Go to next test Go to next test Go to next test Go to next test

Launch your experiment.

TEST TEST TEST TEST TEST

Copyright © 2014 Innovator’s DNA • All Rights Reserved

VISION
Short, customer-insight-driven vision for problem you will solve

CUSTOMER PERSONA
A vignette of your target customers’ functional, social, and emotional
needs

SOLUTION
A short description of the solution you have developed, along with
the prototype you have created

BUSINESS MODEL
The key elements of your solution that will create, deliver, and capture
value

Create specialised
data collection
teams to be
deployed at client
pre audit

Platform for
audit
professionals to
remotely audit
clients

Programme that
client feeds data
into and they
receive a report

Software is able
to interact with
the ERP of
Clients, suppliers,
banks etc

At least 5 of
10 (50%)
Partners say
they would
use software

8 Audit
Partners
(80%) said
they would
use software

Persevere
Need to
understand
the will to
invest

Communicate
investment
amount for test
version available,
70% willing to
invest

4 of 5 (80%)
have at least one
common piece of

compatible
software

2 of 5 (40%)
have at least one
common piece of
software that is

compatible

Coach Comment: We will
need to retest investment
appetite of new product,
so we begin the initial
testing again

Coach Comment: Make sure you identify
the real problem, in this case the problem
is the time constraints imposed by
growing audit complexity. How can we
give the audit team more time?

Coach Comment: Be clear as to why you have
chosen your foothold customer persona

Coach Comment:
Your hypothesis
needs to be
measurable e.g. 90%
of software should be
compatible. The
result should be the
actual measurement
of your hypothesis

Coach Comment: Theses are the key assumptions
on which the success of your solution is based

Coach Comment: Have a strong and
logical explanation as to why these
are the top solutions

Coach Comment: This
should be the minimum
actable metric so if it s not
met the experiment fails.

Coach Comment:
Participants may not have
time during the course to
get results for their
experiments, but these
should drive the decision.

SOLUTIONS CANVAS
Project Name Team Members
START
SELECTED
SOLUTIONS
ASSUMPTIONS
Write out a list of assumptions associated
with your selected solution. Then
determine level of uncertainty and
importance by circling either low, medium,
or high.
SOLUTIONSTORMING
Brainstorm a list of various solutions that solve the
jobs-to-be-done of your target customers. Rememberthe 1:7
ratio–it takes ~7 ideas to find a good one thatwill stick.
TOP POTENTIAL SOLUTIONS
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
IMPORTANCE
LOWMEDIUMHIGH
UNCERTAINTY
LOWMEDIUMHIGH
TYPE OF UNCERTAINTY
DEMANDTECHNICALEXTERNAL
In situations of uncertainty (demand, technical,
economic, or environmental), use these Build-
Measure-Learn loops to validate and iterate on your
Problem, Solution, and Business Model
EXPERIMEN TING
Place a single 3×3 sticky note in each box.
Proceed down each TEST column.
Record your progress over time
1
2
3
4
5
6
HYPOTHESIS
A specific, measurable description of your Leap
of Faith Assumption.
If we do X, then Y% of customers will behave in
way Z
PROTOTYPE & EXPERIMENT
Create a prototype and experiment that you
can run as quickly and cheaply as possible.
Don’t just confirm, learn. Include ways to
capture surprises, as well as real behaviors
important to your idea.
TARGET METRIC
Commit to a minimum success threshold.
Choose a number high enough to get you
and your team excited if true, and relative to
the experiment you are conducting.
ACTUAL RESULTS
What actually happened?
Record the actual metrics generated during
your experiment, paying close attention to
new behaviors and surprises
INSIGHT & JOBS
What jobs-to-be-done did you observe?
Record your findings on the stakeholder’s
function, social, and emotional jobs.
Remember to begin with a starter phrase
such as “Help me to ____________.”
DECISION
Take your next step -move forward
Look for a trend in your evidence over time.
No single experiment holds all the answers.
Iterate? Persevere? Pivot?
Run your experiments as quickly and frugally as possible.
What new evidence did you generate?
Is your decision based on the evidence you generated?
LEAP OF
FAITH
ASSUMPTION
LEAP OF
FAITH
ASSUMPTION
Something accepted as true without evidence.
The most critical assumption you are making
about your idea at this time, for which you
have the least amount of evidence.
TEST
Discuss what you learned.
Launch your experiment.Launch your experiment.Launch your experiment.Launch your experiment.Launch your experiment.
Discuss what you learned.Discuss what you learned.Discuss what you learned.Discuss what you learned.Discuss what you learned.
Go to next testGo to next test
Go to next test
Go to next test
Go to next test
Go to next test
Launch your experiment.
TESTTESTTESTTESTTEST
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VISION
Short, customer-insight-driven vision for problem you will solve
CUSTOMER PERSONA
A vignette of your target customers’ functional, social, and emotional
needs
SOLUTION
A short description of the solution you have developed, along with
the prototype you have created
BUSINESS MODEL
The key elements of your solution that will create, deliver, and capture
value
Createspecialised
data collection
teams to be
deployed at client
pre audit
Platform for
audit
professionals to
remotely audit
clients
Programme that
client feeds data
into and they
receive a report
Software is able
to interact with
the ERP of
Clients, suppliers,
banks etc
At least 5 of
10 (50%)
Partners say
they would
use software
8 Audit
Partners
(80%)said
they would
use software
Persevere
Need to
understand
the will to
invest
Communicate
investment
amount for test
version available,
70% willing to
invest
4of 5 (80%)
have at least one
common piece of
compatible
software
2of 5 (40%)
have at least one
common piece of
software that is
compatible
Coach Comment: We will
need to retest investment
appetite of new product,
so we begin the initial
testing again
Coach Comment:Make sure you identify
the real problem, in this case the problem
is the time constraints imposed by
growing audit complexity. How can we
give the audit team more time?
Coach Comment: Be clear as to why you have
chosen your foothold customer persona
Coach Comment:
Your hypothesis
needs to be
measurable e.g. 90%
of software should be
compatible. The
result should be the
actual measurement
of your hypothesis
Coach Comment:Theses are the key assumptions
on which the success of your solution is based
Coach Comment: Have a strong and
logical explanation as to why these
are the top solutions
Coach Comment: This
should be the minimum
actable metric so if it s not
met the experiment fails.
Coach Comment:
Participants may not have
time during the course to
get results for their
experiments, but these
should drive the decision.