Hardware without Hardware, minimal explorations of novel product ideas (O'Reilly Solid 2015)

Hi.$Today$I’m$going$to$walk$you$though$some$of$my$thoughts$on$how$to$make$

lightweight$experience$probes$to$test$hypotheses$about$what$poten=al$customers$

and$users$value$in$a$connected$hardware$experience,$without$making$any$hardware,$

and$while$itera=ng$rapidly.$I’ve$divided$the$workshop$into$three$parts:$an$

introduc=on$where$I$talk$about$how$I$got$to$developing$this$technique.$Some$

background$on$the$technique,$and$then$the$technique$itself,$where$you’ll$get$to$try$

out$a$couple$of$key$pieces.$I$would$also$like$to$issue$a$disclaimer$up$front:$This$is$the$

first$=me$I’ve$put$most$of$this$material$down,$and$I$haven’t$had$a$chance$to$test$run$

this$workshop,$so$there’s$bound$to$be$plenty$of$holes$and$rough$edges$in$the$

method.$Given$that$I’m$advoca=ng$lightweight$itera=ve$prototyping,$I$ra=onalize$this$

as$OK,$that$this$is$an$opportunity$for$you$and$me$to$coHcreate$these$ideas.$Thus,$

please$ask$ques=ons$and$suggest$other$ways$of$doing$things.$When$it$comes$=me$for$

the$handsHon$sec=on,$feel$free$to$experiment.$I’m$saving$some$=me$at$the$end$to$talk$

about$how$to$make$this$approach$beJer,$or$if$it$even$works$at$all.$

1$

Let me begin by telling you a bit about my background. I�m a user experience designer. I was one of the first professional Web designers. This is the navigation for a hot sauce shopping site I designed in the spring of 1994.

2$

I’ve$also$worked$on$the$user$experience$design$of$a$lot$of$consumer$electronics$

products$from$companies$you’ve$probably$heard$of.$

3$

I$wrote$a$couple$of$books$based$on$my$experience$as$a$designer.$One$is$a$cookbook$

of$user$research$methods,$and$the$second$describes$what$I$think$are$some$of$the$

core$concerns$when$designing$networked$computa=onal$devices.$

4$

I$also$started$a$couple$of$companies.$The$first,$Adap=ve$Path,$was$primarily$focused$

on$the$web,$and$with$the$second$one,$ThingM,$I$got$deep$into$developing$hardware.$

5$

Today$I$work$for$PARC,$the$famous$research$lab,$as$a$principal$in$its$Innova=on$

Services$group.$We$help$companies$reduce$the$risk$of$adop=ng$novel$technologies$

using$a$mix$of$ethnographic$research,$user$experience$design$and$innova=on$

strategy.$We$do$everything$from$coaching$teams$inside$companies$to$developing$

novel$products.$

6$

How$do$you$know$whether$there's$a$market$for$something,$that$people$will$want$it$

and$use$it,$without$building$it?$

7$

One$of$the$biggest$ques=ons$that$our$clients$have,$and$frankly$we$have,$is$how$to$

know$if$a$new$hardware$product$or$service$is$going$to$be$successful$without$actually$

going$through$the$expense$of$developing$a$finished$device$and$building$out$a$cloud$

service$to$support$it.$That’s$incredibly$expensive$and$=meHconsuming.$On$the$other$

hand,$no$one$in$an$interview$or$a$focus$group$is$going$to$tell$you$that$they’d$like$a$

WifiHconnected$speaker$that$listens$to$you$all$the$=me$and$tries$to$predict$what$kind$

of$music$you’re$going$to$want$to$hear$next$or$what$kind$of$thing$you’re$going$to$want$

to$buy,$and$if$they$do$you$probably$won’t$listen.$The$reason$Amazon$can$go$ahead$

and$make$a$complete$product$like$this,$is$that$they$have$very$deep$pockets$and$they$

can$loose$money$for$a$long$=me$learning$how$to$fit$a$product$and$its$service$to$a$

market.$but$most$other$projects$have$Indiegogo$and$hunches$at$best.$

$

Take$the$ninja$sphere$from$the$Ninja$Blocks$folks.$They$had$a$super$successful$

Kickstarter$for$their$MakerHoriented$products,$and$for$their$second$thing$they$

decided$to$go$with$a$consumer$product.$But$consumer$products$are$really$hard,$and$if$

you$don’t$get$all$the$nuances$right,$the$manufacturing,$the$design,$the$service,$the$

=ming$$and$the$finances$required$to$employ$all$the$people$who$make$that$happen,$

you$don’t$get$the$volumes$that$you$need$to$create$a$sustainable$business,$and$that’s$

what$happened$to$them.$They’re$barely$going$to$get$the$first$run$made$for$their$

backers$and$then$they’re$going$to$shut$down.$

8$

So]ware$used$to$be$a$physical$product,$too,$with$the$same$kinds$of$linear$waterfall$

manufacturing$and$distribu=on$dynamics…$

9$

…but$the$Internet$fundamentally$changed$the$way$that$so]ware$is$deployed,$and$

now$there$is$a$robust$ecosystem$to$quickly$design,$develop$and$deploy$so]ware,$

websites$and$apps$to$test$product$market$fit.$The$Web$and$app$stacks$are$tailored$

around$tools$for$rapidly$evalua=ng$how$well$products$work$and$whether$they$fit$the$

needs$and$behaviors$of$their$market.$

10$

No$such$ecosystem$exists$for$hardware.$

The$best$we$get$is$this$(arduino)$and$this$(Kickstarter).$Crowdfunding$is$essen=ally$

only$a$very$crude$tool$for$evalua=ng$the$desirability$of$an$idea,$and$it’s$a$preJy$messy$

tool$where$there’s$very$liJle$clear$signal.$

11$

This$means$that$the$classic$Lean$Startup$model$doesn’t$work$for$hardware.$If$you$try$

it$for$a$physical$product,$you$realize$that$it$is$based$on$Internet$and$so]ware$

assump=ons$that$just$don’t$apply$to$today’s$hardware$manufacturing$ecosystem.$For$

example,$maybe$you$can$cobble$together$an$MVP$with$an$Arduino$on$a$breadboard$

and$a$3D$printed$plas=c$enclosure,$but$you$s=ll$can’t$deploy$it$quickly$or$get$accurate$

feedback$about$it$to$measure$usage.$The$barrier$to$gegng$past$the$very$first$part$of$

the$very$first$itera=on$is$enormous.$

12$

Physical$product$design$is$s=ll$very$much$a$slow,$old$waterfall$development$model.$

A]er$20$years$dismantling$it$in$so]ware,$hardware$today$is$worse$than$so]ware$ever$

was.$Product$design$is$actually$LESS$agile$than$the$LEAST$agile$so]ware$waterfall$

model.$

13$

Sure$some=mes$people$will$draw$it$as$a$circle,$but$that$doesn’t$fix$the$underlying$

problem.$

14$

In$reality,$when$developing$a$new$connected$hardware$product$today,$the$process$is$

liJle$different$than$when$Michael$Porter$defined$it$like$this$in$1980$for$tradi=onal$

manufactured$goods$like$coffee$makers.$You$s=ll$have$to$do$each$one$of$these$steps,$

and$each$one$takes$months,$if$not$years.$

$

You$get$one$shot$and$if$you’re$lucky$and$all$the$stars$align,$you$get$to$roll$the$dice$

again,$and$they$don’t,$then$you$shut$down$and$have$to$start$over.$That$sucks!$I$want$

to$change$it.$

15$

And$when$you$go$down$that$“technology,$manufacturing,$launch$and$market”$route,$

which$is$kind$of$like$saying$ReadyHFireHAim,$you$typically$get$one$of$three$outcomes:$

1.$kinda$pointless$gadgets$that$exist$because$they$can,$not$because$anyone$wants$

them,$such$as$this$Quirky$egg$thing.$This$is$product$design$by$willful$ignorance.$It’s$

essen=ally$saying:$“Figuring$out$what$people$actually$need$and$want$is$hard,$so$we’ll$

just$work$on$the$stuff$we$know$and$we’ll$spend$a$lot$of$=me$and$money,$and$we’ll$

cross$our$fingers$and$hope$that$we$don’t$have$to$sell$the$overstock$to$woot.”$

16$

…2.$superficial$formal$varia=on$with$very$liJle$change$of$core$func=onality.$This$is$

product$design$by$fear.$It’s$saying$“Figuring$out$what$people$want$and$need$is$hard,$

so$we’ll$make$small$changes$to$things$that$we$already$know$they$want$and$hope$that$

our$tweaks$will$bring$them$to$us$instead$of$a$compe=tor.”$

$

Or$3.,$the$worst$situa=on$is$that$even$if$you$hit$on$a$success$through$this$random$

walk$through$product$space,$it’s$impossible$to$replicate$it$because$you$don’t$know$

what$you$did$right$or$wrong.$The$big$consumer$electronics$companies$are$notorious$

for$this.$

17$

Seeed$is$trying$to$=ghten$the$loop,$or$how$to$create$a$loop$at$all,$by$trying$to$see$

what$they$can$make$in$a$day,$but$it’s$s=ll$highly$experimental,$and$even$if$you$can$

make$something$quickly,$it’s$s=ll$really$expensive$to$design$and$develop$it,$and$you$

s=ll$have$no$good$way$to$get$market$feedback$on$it.$

18$

So$to$reduce$your$chances$of$failure,$all$you$have$to$fall$back$on$right$now$the$

tradi=onal$customerHcentered$new$product$development$model$derived$from$

industrial$design$and$popularized$by$companies$like$IDEO$and$frog.$Let$me$go$through$

that$just$so$you$know.$In$the$model$you$use$a$combina=on$of$ethnographic$

observa=on,$idea=on$and$a$lot$of$talking$and$analysis$to$iden=fy$what$sounds$like$a$

good$idea;$then$you$define$personas,$build$storyboards,$models,$customer$journeys$

and$perhaps$make$some$looksHlike$and$worksHlike$prototypes$that$you$show$key$

stakeholders$and$perhaps$a$handful$of$users.$

$

This$is$as$effec=ve$a$process$as$we$have$right$now,$and$most$companies$don’t$even$

go$through$these$rela=vely$simple$steps.$S=ll,$I$think$this$approach$doesn’t$get$at$the$

hard$part,$rapidly$iden=fying$whether$an$idea$is$even$interes=ng$to$people,$and$

throwing$it$away$as$soon$as$you$can$if$it$isn’t,$while$itera=ng$on$the$parts$that$ARE$

interes=ng.$

19$

By$the$way$if$you’re$interested$in$this$tradi=onal$new$product$development$method,$I$

highly$recommend$IDEO.org’s$Crea=ve$CommonsHlicensed$Human$Centered$Design$

toolkits.$They’re$aimed$at$people$designing$products$for$the$developing$world,$but$

the$ideas$and$methods$are$exactly$the$same$as$designing$a$product$for$anywhere.$

20$

So$how$do$we$design$not$from$posi=ons$of$ignorance$and$fear$to$create$products$that$

we$have$a$high$degree$of$confidence$that$people$will$want?$I’ve$been$thinking$about$

this$for$a$while.$

21$

And$here’s$the$process$I’m$currently$using$to$help$us$push$the$bounds$of$exis=ng$products$

and$services$with$some$idea$of$what$people$value$and$what’s$technologically$feasible.$It’s$

explicitly$based$on$the$Lean$Startup$approach,$but$geared$toward$hardware.$

$

The$top$layer$describes$a$highly$itera=ve$exploratory$phase$that$exists$solely$to$help$us$

understand$what$experiences$provide$value$to$people$and$what$technology$our$team$can$

reasonably$deliver.$Probes,$which$I$will$go$to$in$more$detail$later,$are$things$that$resemble$

finished$products—perhaps$they’re$nonfunc=onal$apps$or$boxes$with$lights—but$exist$to$

explore$hypotheses$about$what$kinds$of$products$and$services$people$will$respond$well$to.$

We$give$them$to$people$for$a$couple$of$days$or$a$week$and$then$we$interview$them$when$

they’ve$had$a$chance$to$live$with$them.$Proofs$of$concept$exist$to$test$the$core$technological$

ideas.$I$don’t$care$if$we$have$to$throw$a$$3000$server$at$the$problem$when$the$end$product$

has$to$cost$$10,$is$it$possible$for$us$to$do$that$thing$AT$ALL?$This$kind$of$technical$proofHofH

concept$is$what$Alan$Kay$used$to$call$a$=me$machine.$If$we$can$do$it$for$$3000$today,$we’ll$be$

able$to$do$it$for$$10$in$five$years,$so$it’s$as$if$we’re$paying$a$bunch$of$money$to$get$a$device$

from$the$future.$

$

A]er$this$phase$is$done,$we$throw$everything$we$did$away$and$start$designing$the$real$

product$from$scratch,$and$that’s$where$the$prototyping$process$starts.$We$itera=vely$

develop$prototypes$with$addi=onal$user$feedback$un=l$we’re$preJy$sure$it$represents$a$

valuable$and$technologically$feasible$service.$Then$we$deliver$that$to$our$client$who$throws$

away$all$of$our$work,$but$uses$it$as$a$reference$design$that$they$can$then$tear$apart$and$

rebuild$using$their$own$inHhouse$technologies$or$processes$or$teams.$

22$

The$probe$approach$is$designed$to$get$feedback$quickly$and$help$us$ask$beJer$

ques=ons$about$the$value$of$the$core$ideas.$

$

Before$I$con=nue$with$our$approach,$let$me$digress$a$bit$into$the$history$of$probes,$

because$I$think$it’s$both$somewhat$unusual$and$important.$

23$

We$start$in$the$late$1990s$with$cultural$probes,$which$were$developed$by$Bill$Gaver$

[and$others]$as$part$of$Equator,$which$was$a$UK$project$to$look$at$how$physical$and$

digital$worlds$interacted$(sound$familiar?$It’s$basically$what$we$call$the$Internet$of$

Things$today).$

$

They$realized$that$asking$people$what$they$want$is$not$very$helpful$when$those$

people$have$no$idea$what’s$possible,$so$they$developed$a$method$to$get$inspira=on$

about$people’s$lives$obliquely.$Working$from$the$insight$that$people$play$with$

technology$as$they$use$it,$they$created$packs$of$gamelike$ac=vi=es$and$asked$

par=cipants$to$use$those$kits$over$an$extended$period,$such$as$a$week,$though$some$

lasted$as$long$as$six$months.$They$also$o]en$included$an$evoca=ve$nondigital$tool.$

$

Here’s$a$pack$that$Gaver$put$together$that$has$a$notebook,$a$disposable$camera,$and$

a$kind$of$stethoscope,$I$think$it’s$just$a$glass,$that$was$posi=oned$as$a$way$to$listen$

through$doors$and$walls.$The$pack$asked$par=cipants$to$document$using$photos$and$

wri=ng$where$and$why$they$would$like$to$use$the$stethoscope$to$know$what’s$going$

on$in$the$next$room.$You$can$see$how$this$would$be$valuable$to$crea=ng$technology

—it’s$in$fact$the$basis$of$the$Kik$app–but$they$explicitly$didn’t$try$to$come$up$with$

solu=ons,$but$find$ways$to$ask$beJer$ques=ons.$

$

The$one$on$the$right$is$by$Louise$Klinker.$It’s$focused$on$gegng$people$to$talk$about$$

24$

Gaver$and$his$team$went$as$far$as$to$create$actual$working$electronic$objects,$but$

never$as$products,$but$more$as$ques=ons.$This$is$the$Dri]$Table,$which$was$a$table$

with$an$embedded$scrolling$satellite$view.$They$made$it$several$years$before$Google$

Maps$because$they$wanted$to$explore$what$it$was$like$to$live$with$a$digital$map$that$

you$could$explore$as$entertainment,$rather$than$as$a$way$to$find$a$specific$route.$

We’ve$probably$all$played$with$satellite$view$on$maps,$well$this$project$explored$that$

experience$way$before$it$was$commonplace$and$it$ended$up$influencing$a$bunch$of$

the$work$that$eventually$went$into$Google$Earth$and$similar$products.$

25$

You$probably$sense$a$kind$of$ar=ness$about$this$work,$well$that’s$not$accidental.$

Gaver$and$his$collaborators$based$their$technique$on$art$movements$that$ques=oned$

people’s$rela=onships$to$technological$tools$and$consumer$products.$Situa=onism$

was$a$Marxist$art$movement$in$France$in$the$late$1950s$that$ques=oned$the$roles$

people$play$in$society$and$how$the$objects$they$use$support$those$roles.$Then$they$

tried$to$create$playful$experiences$that$aimed$to$expose$these$rela=onship$between$

people,$their$society$and$their$things.$Here’s$one$of$their$deconstructed$maps$of$

Paris,$where$they$cut$apart$a$tradi=onal$map$and$rearranged$it$based$on$one$

person’s$use$of$the$city,$rather$than$its$physical$layout.$To$some$extent$this$is$how$

Foursquare$and$Yelp$let$us$see$ci=es$today,$though$of$course$the$Situa=onists$were$

much$more$radical,$intense$and$much$less$prac=cal,$in$their$approach.$

$

About$ten$years$later$similar$ideas$were$created$by$a$group$called$Fluxus$in$the$US$

and$Japan—it’s$the$art$movement$Yoko$Ono$was$part$of$when$she$met$John$Lennon

—who$were$also$very$interested$in$the$role$of$commercial$products,$and$created$

many,$many$playful$products$and$performances$that$also$challenged$people’s$

assump=ons.$Here’s$one$of$their$boxes,$which$is$filled$with$all$kinds$of$ridiculous$and$

some=mes$clever$artworks$that$were$mass$produced$and$cross$the$line$to$being$

products$of$a$sort,$which$you$could$buy$from$their$store$in$New$York.$

26$

OK$enough$digression$into$1960s$conceptual$art,$but$I$wanted$to$give$you$a$sense$

that$people$have$been$trying$for$about$40$years$to$understand$how$people$relate$to$

technological$products$other$than$the$Industrial$Revolu=on$technologyHfirst$

manufacturing$waterfall$model.$

$

Our$approach$to$probes$approach$owes$a$lot$to$the$technology$probes$project$Hillary$

Hutchison$and$others$in$the$early$2000s.$Their$probes$extended$Gaver’s$cultural$

probes$into$the$effects$of$specific$technologies$on$specific$situa=ons.$Rather$than$

asking$completely$openHended$inspira=onal$ques=ons,$they$were$trying$to$come$up$

with$a$method$that$asked$more$directed$ques=ons,$but$s=ll$did$not$try$to$solve$

specific$problems.$What$they$ended$up$making$resemble$what$I$would$call$Lean$

Startup$MVP$products.$

$

For$example,$one$set$of$technology$probes$looked$at$how$mul=genera=onal$

extended$families$could$communicate.$One$probe$was$a$set$of$connected$

touchscreens,$but$they$didn’t$tell$people$what$to$draw,$and$instead$they$watched$

what$they$drew$with$this$openHended$tool.$In$fact,$they$inten=onally$stripped$a$lot$of$

func=onality$away$to$make$it$feel$less$like$a$product,$so$they$could$focus$on$how$

people$used$it$as$a$medium.$

27$

I$really$like$the$dis=nc=ons$they$draw$between$a$probe$and$a$prototype,$and$I$think$is$

really$a$list$of$why$we$don’t$want$to$get$too$aJached$to$our$probes$and$to$use$them$

as$a$means$to$beJer$understand$people$and$the$value$that$technology$plays$in$their$

experience.$In$other$words,$helping$ask$beJer$ques=ons.$

28$

PARC$is$a$scien=fic$research$lab,$but$we’re$also$a$consul=ng$organiza=on$that$does$

research$and$product$design$on$behalf$of$our$clients,$so$I$tried$to$put$together$a$

lightweight,$but$rigorous$method$that$we$could$rapidly$use$to$iterate$on$ideas,$and$

with$more$explicit$direc=on$than$either$cultural$probes$or$technology$probes,$while$

s=ll$keeping$some$of$the$evoca=ve$and$openHended$quali=es$of$those$methods.$

29$

Here’s$our$version$of$the$probe$process.$It’ll$look$familiar$from$various$new$product$

development$and$user$centered$design$prac=ces.$I’ve$tried$to$emphasize$explicit$

hypothesis$genera=on$and$evalua=on$because$when$you’re$making$an$unknown$

product$in$a$novel$category$for$an$untested$market,$which$is$where$we$work,$one$of$

the$only$points$of$stability$is$an$clear$statement$about$what$you$think$the$value$of$the$

idea$is,$and$that’s$the$hypothesis,$so$that$when$the$probe$process$calls$it$into$

ques=on,$that$provides$guidance$about$how$to$iterate$it.$

30$

I$won’t$dwell$on$this$step,$but$I$do$want$to$emphasize$that$you$should$do$as$much$

background$research$as$possible.$I$see$so$many$projects$that$replicate$something$else$

that’s$out$there$and$even$if$you$want$to$enter$a$field$where$there$are$already$players,$

you$need$to$evaluate$their$strengths$and$weaknesses.$Here$are$my$sources.$I$

generally$try$to$channel$my$four$yearHold$son,$who$typically$asks$why$about$

everything,$and$that’s$a$really$great$means$of$root$cause$analysis$to$understand$the$

world.$Why$did$Google$create$the$Nexus$Q?$

$

I$also$want$to$say$it’s$absolutely$fine$to$work$from$your$own$gut$and$if$you$see$an$

undesirable$situa=on$that$you$believe$you$know$how$to$improve$or$an$opportunity$

that$you$think$you$can$exploit,$great.$Don’t$fall$in$love$with$your$visions,$since$odds$

are$that$they’re$wrong$in$some$key$way,$but$your$understanding$of$the$space$has$to$

start$somewhere$and$that$can$absolutely$be$your$gut.$

31$

The$next$step$is$to$clearly$ar=culate$that$hypothesis.$There$are$many$ways$to$do$that.$

The$Lean$Business$canvas$is$essen=ally$a$hypothesis$checklist$with$a$lot$of$parts,$and$

XP$and$agile$user$stories$are$a$simpler$way$to$ar=culate$a$hypothesis.$You$can$use$

whatever$method$you$want.$

32$

33$

Now,$when$you’re$in$this$part$of$the$process,$you$need$to$examine$your$idea$from$as$

many$angles$as$you$can.$You$don’t$just$want$one$hypothesis$about$the$value$of$a$

product,$but$to$extract$as$many$different$hypotheses$as$are$in$your$product$idea.$This$

is$by$far$the$hardest$part,$since$you$have$to$dig$down$into$your$own$assump=ons$

about$what$your$thing$does,$how$it$does$it$and$why$that’s$going$to$be$valuable$to$

people.$

$

So$work$through$an$example.$Say$your$company$has$a$line$on$a$new$cheap$

hyperspectral$sensor$that$lets$you$sense$the$content$of$liquids,$and$a]er$a$bunch$of$

idea=on$and$mee=ng$with$engineers$and$poten=al$investors$you$think$a$great$idea$

will$be$to$make$a$system$of$several$objects$and$a$cloud$service$that$all$work$together$

to$help$people$compensate$for$undesirable$substances$in$what$they$drink.$There’s$a$

sensing$tumbler$and$a$straw$that$dynamically$filters$out$certain$things,$so$if$they’ve$

had$too$much$sugar,$or$salt$or$caffeine$today,$it’ll$filter$those$things$out.$And$this$is$

controlled$by$a$cloud$based$machine$learning$service$that$tracks$all$fluid$intake$and$

adjusts$the$filter$segngs$in$an=cipa=on$of$where$blood$sugar,$salt$and$caffeine$levels$

will$be.$And$it$of$course$filters$out$impuri=es.$Your$business$model$is$to$make$all$the$

hardware$products$cheap$and$make$money$on$subscrip=ons$to$the$service$and$filter$

sales.$OK,$that$may$sound$farfetched,$but$it’s$not$unthinkable,$and$to$me$it$certainly$

sounds$like$something$an$angel$will$pay$for.$

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What$are$the$hypotheses?$

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Also,$your$hypothesis$needs$to$try$and$have$a$50%$chance$of$failure.$Not$compete$

success$and$not$total$failure.$This$is$a$diagram$from$Donald$Reinertsen,$a$product$

development$theorist.$He’s$saying$from$an$informa=on$theore=c$perspec=ve,$you$get$

the$most$amount$of$informa=on$about$your$idea$as$it$approaches$a$50%$chance$of$

failure.$Try$to$write$hypotheses$where$you$are$not$sure$going$into$it$whether$it’s$

going$to$be$supported$or$not.$

$

The$maximum$amount$of$informa/on$is$generated$when$the$probability$of$failure$is$50$percent,$not$when$the$hypotheses$are$always$correct.$Donald$G.$Reinertsen,$Managing$the$Design$Factory$(quoted$in$Lean$SoBware$Development)$$

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There$are$many$ways$to$create$lowHfidelity$probes,$but$the$basic$idea$is$to$work$

quickly$and$try$to$iden=fy$the$essence$of$what$you’re$trying$to$evaluate,$and$make$a$

thing$that$you$can$show$people.$

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For$example,$for$the$smart$fluid$service$idea,$I$would$first$do$this:$I’d$make$a$fake$

smart$mug$by$wri=ng$the$words$Smart$Mug$on$a$water$boJle$that$I$would$give$them,$

and$I$would$fake$the$sensing$aspect$of$it$by$asking$them$to$only$drink$out$of$that$

boJle$for$5$days,$and$text$me$a$picture$of$their$drink$whenever$they$refilled$it.$I$

would$then$text$them$back$a$made$up$list$of$contents$and$I$would$track$that$in$a$

Google$Doc$spreadsheet$to$create$fake$trend$visuals$in$a$mockup$app.$

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Thank$you.$

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