Prove yourself wrong
to get there faster.
Validation For Startups
Problem
Problem
Problem
Problem
Problem
Problem
Validation
Validation
Confirmation of
your vision through
reality based evidence.
Validation
Your
Vision
Their
Reality
$
Validation
Validation
Is Learning
Assumptions
Assumptions
Idea
 Problem
 Solution
Market
 Positioning
 Products
Pricing
 Funnels
 Website
Foundation
Foundation
60 Second Pitch
For
 Your Audience
 Your Product Name
is a
 Category Name
 which provides
Main Benefit
 unlike
...
Foundation
Business Model Canvas
7

Key
Partners
1

Value
Prop
2

Customer
Segments
4

Customer
Relations
3

Channels
8

K...
Foundation
Validation Board
© 2012 Lean Startup Machine. You are free to use it and earn money with it as an entrepreneur,...
Data
Data
Randoms
Likely
Customers
Data
Where are they?

1.  On the street
2.  Online
3.  Random
Affinities
4.  Psychographics
Techniques
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors...
Follow Up
Follow Up
Always have a way
to get back in touch
with your validation
participant.
Beware
Beware
•  Addinganewfeatureaftereveryinterview.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,i...
The Ultimate Validation
The Ultimate Validation
A sale.
SELL
Validation For Startups



www.TetuanValley.com
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Validation options for startup ideas.

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Validation is the most important, least glamourous thing you'll do in you startup. It adds so much value, saves you so much time, heartache and troubles. Here's the tip of the iceberg on how to kick off your validation process for your startup.

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Validation options for startup ideas.

  1. 1. Prove yourself wrong to get there faster. Validation For Startups
  2. 2. Problem
  3. 3. Problem
  4. 4. Problem
  5. 5. Problem
  6. 6. Problem
  7. 7. Problem
  8. 8. Validation
  9. 9. Validation Confirmation of your vision through reality based evidence.
  10. 10. Validation Your Vision Their Reality $
  11. 11. Validation Validation Is Learning
  12. 12. Assumptions
  13. 13. Assumptions Idea Problem Solution Market Positioning Products Pricing Funnels Website
  14. 14. Foundation
  15. 15. Foundation 60 Second Pitch For Your Audience Your Product Name is a Category Name which provides Main Benefit unlike Competitor which provides Competitor’s Benefit
  16. 16. Foundation Business Model Canvas 7 Key Partners 1 Value Prop 2 Customer Segments 4 Customer Relations 3 Channels 8 Key Activities 6 Key Resources 9 Costs 5 Revenue
  17. 17. Foundation Validation Board © 2012 Lean Startup Machine. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).www.ValidationBoard.com Validation Board Track Pivots 1st Pivot 2nd Pivot 3rd Pivot 4th PivotStart Riskiest Assumption Method Core Assumptions Any assumption that, if invalidated, will break the business Which Core Assumption has the highest level of uncertainty? Solas Bar 232 E. 9th Street What is the lowest cost way to test the Riskiest Assumption? Choose: Exploration, Pitch, or Concierge Only put the Riskiest Assumption from an experiment in these boxes Record data & learnings separately If Invalidated, pivot at least one Core Hypothesis If Validated, brainstorm and test the next Riskiet Assumption What is the weakest outcome we will accept as validation? Minimum Success Criterion 1 3 5 2 4 6 1 3 5 2 4 6 Project Name: Team Leader Name: Customer Hypothesis Problem Hypothesis Solution Hypothesis Design Experiment Track Pivots Tip: For two-sided markets, always validate the riskier side first Tip: Clear all post-its from this area after each experiment is completed Invalidated Validated GET OUT OF THE BLDG Results Tip: Do NOT define a solution until you’ve validated the problem Remember: Limit one sticky-note per box Write in ALL CAPS Do not write more than 5 words on any sticky-note h"ps://www.youtube.com/1 watch?v=HhoducyStMw1
  18. 18. Data
  19. 19. Data Randoms Likely Customers
  20. 20. Data Where are they? 1.  On the street 2.  Online 3.  Random Affinities 4.  Psychographics
  21. 21. Techniques
  22. 22. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  23. 23. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys •  Reverse Engineer Success •  Troll Their Social Media •  Interview Their Customers About Them •  Talk To Them Directly
  24. 24. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys B2B Any Excuse To Interview Them B2C Pre-Product Customer Dev
  25. 25. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  26. 26. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  27. 27. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  28. 28. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Past Behavior Discovery
  29. 29. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys •  Biased •  Don’t you agree that iOs apps are better than Android? •  Assuming •  Double-barreled •  Confusing •  Unrelated Bad Questions To Ask
  30. 30. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys •  Biased •  Don’t you agree that iOs apps are better than Android? •  Which apps do you prefer, iOs or Android? •  Assuming •  Double-barreled •  Confusing •  Unrelated Bad Questions To Ask
  31. 31. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys •  Biased •  Assuming •  There are many people who would like a mobile payment app. Are you one of them? •  Double-barreled •  Confusing •  Unrelated Bad Questions To Ask
  32. 32. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  There are many people who would like a mobile payment app. Are you one of them? •  Do you agree or disagree with mobile payments? •  Double-barreled •  Confusing •  Unrelated
  33. 33. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  Double-barreled •  Do you agree that Facebook privacy has improved and that they can consider it a past issue? •  Confusing •  Unrelated
  34. 34. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  Double-barreled •  DoyouagreethatFacebookprivacy hasimprovedandthattheycan consideritapastissue? •  Has Facebook privacy improved? [if yes] Can it be considered a past issue? •  Confusing •  Unrelated
  35. 35. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  Double-barreled •  Confusing •  What do you think of cloud services? [too vague] •  Unrelated
  36. 36. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  Double-barreled •  Confusing •  What do you think of cloud services? [too vague] •  Do you think cloud services are helpful to entrepreneurs looking to start SaaS businesses for the educational industry? [too many details] •  Unrelated
  37. 37. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys Bad Questions To Ask •  Biased •  Assuming •  Double-barreled •  Confusing •  Unrelated •  Any question whose answer does not provide a key learning point towards what’s being validated.
  38. 38. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys THE WORST QUESTIONS •  Would you like…? •  Would you buy…? •  Would you ever try…? •  Does this sound good…? •  Will you tell you friends…? •  Could you see yourself using…? •  Do you like…?
  39. 39. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  40. 40. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  41. 41. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  42. 42. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  43. 43. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  44. 44. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  45. 45. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  46. 46. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  47. 47. Techniques A/B Testing Competitors Content Crowdfunding Crowdspeaking Demo Interviews Landing Pages Launch MeetUps Mentors Paid Traffic Prototype Sell Surveys
  48. 48. Follow Up
  49. 49. Follow Up Always have a way to get back in touch with your validation participant.
  50. 50. Beware
  51. 51. Beware •  Addinganewfeatureaftereveryinterview.
  52. 52. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview.
  53. 53. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections.
  54. 54. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”.
  55. 55. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics.
  56. 56. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics. •  Nottalkingtopeoplefacetoface.
  57. 57. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics. •  Nottalkingtopeoplefacetoface. •  Notwriting/recordingeverythingdownduring/after.
  58. 58. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics. •  Nottalkingtopeoplefacetoface. •  Notwriting/recordingeverythingdownduring/after. •  Skewingdatatofityourvision.
  59. 59. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics. •  Nottalkingtopeoplefacetoface. •  Notwriting/recordingeverythingdownduring/after. •  Skewingdatatofityourvision. •  Spammingpeopleonline,theyandIwillhateyou.
  60. 60. Beware •  Addinganewfeatureaftereveryinterview. •  Developingafterthefirstinterview. •  Notlettingthepersonfinishaphrase,interjecting andleadingtheminotherdirections. •  Notpivotingbecause“oncetheyseeitthey’llloveit”. •  Vanitymetrics. •  Nottalkingtopeoplefacetoface. •  Notwriting/recordingeverythingdownduring/after. •  Skewingdatatofityourvision. •  Spammingpeopleonline,theyandIwillhateyou. •  Validatingbyaskingyourfriendsandfamily.
  61. 61. The Ultimate Validation
  62. 62. The Ultimate Validation A sale.
  63. 63. SELL
  64. 64. Validation For Startups www.TetuanValley.com

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