Discovery Driven Planning (DDP)
Defining the Focal Market
Identifying
The market S-curve
Where's Beachhead customers
When to enter the market
Understand Customer Needs
4 Steps of Needs Identification
- Gather raw data from customers
- Interpret the data
- Organize the needs by type
- Establish relative importance of the needs
Surveys
Interviews
Competitor Analysis
Who would make money? Why?
General principles (“judo strategy”)
Emphasize skill over strength
Avoid overt head to head competition
The protective role of complementary assets
Translating an innovation into commercial returns
CA must be Tightly held
Valuable CA: Resources, Capabilities
What's your unique point?
Generating Ideas with Individuals and Groups
Hybrid process
Provide a numerical target
Call a meeting
Planning - Assumption
often unspoken
understand assumptions's vital
4 key categories
- Customer Value
- Technology and Operations
- Sales and Marketing
- Financials and Profit
Knowing what customer needs
How to build a start up that ultimatele doesnt need you?
What drives your costs?
How are you getting new customers?
How are you going to
measure success?
How can you order your investments to maximize value and learning?
Three vital costs
Time
Money
Effort
Planning - DDP
Step 1: Start from the goal
Step 2: Map the operational steps for your enterprise
Step 3: Build the reverse income statement
Step 4: Benchmark your assumptions
Step 5: Match milestones to assumptions
DDP can be a critical planning tool
get real numbers to test
a quantitative tool for analyzing your enterprise
reducing risk at the lowest cost