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Latino Startup Alliance May Meetup with Steve Blank @ Mozilla MV

Latino Startup Alliance May Meetup with Steve Blank @ Mozilla MV

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  • 320 SBIR Phase 2 companiesGot $500K50% from academiaMix of technologies20% of you will get phase 2b20% of those will succeed13 of you will succeedMost of you think you are in execution modeMost will be a few years old – thinking they are in execution~25 will be a lot olderNot all in the audience will be founders, some will be employeesGraphene Frontiers is the perfect exampleStart with their slidesEmphasize that this process not just works for software but anything with customer/market riskFix the serendipitous DOW meetingGroun flour pharma as a backup

Steve blank latino startups 051512 Steve blank latino startups 051512 Presentation Transcript

  • How to Fail Less Business Models andCustomer Development Steve Blank www.steveblank.com @sgblank
  • What We Used to Believe Strategy
  • All I Need to Do is Execute the Plan
  • All I Need to Do is Execute the Plan
  • All I Need to Do is Make the Forecast
  • All I Need to Do is Make the Forecast
  • What We Now Know Strategy
  • Planning comes before the plan
  • Business Models
  • Business Models
  • Search Execution Business Model Operating Plan +Strategy Hypotheses Financial Model
  • What We Used to Believe Process
  • We Built Startups byManaging Processes Product Management + Waterfall Engineering
  • Product Introduction Model Concept/ Product Alpha/Beta Launch/Seed Round Dev. Test 1st Ship
  • Product Introduction Model Concept/ Product Alpha/Beta Launch/Seed Round Dev. Test 1st Ship
  • Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known MaintenanceSource: Eric Rieshttp://startuplessonslearned.blogspot.com
  • Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known MaintenanceSource: Eric Rieshttp://startuplessonslearned.blogspot.com
  • What We Now Know Strategy
  • More startups fail froma lack of customers than from afailure of product development
  • Customer Development A Search Strategy
  • Search ExecutionStrategy Business Model Operating Plan + Hypotheses Financial ModelProcess Customer & Product Management & Agile Development Agile Development
  • What We Used to Believe Organization
  • Hire and Build aFunctional Organization
  • What We Now Know Organization
  • Founders run a Customer Development TeamNo sales, marketing and business development
  • Search Execution Strategy Business Model Operating Plan + Hypotheses Financial Model Customer Development, Product Management Process Agile Development Agile or Waterfall Development Customer Functional OrganizationOrganization Development Team, by Department Founder-driven
  • SearchStrategy Business Model HypothesesProcess Customer Development, Agile DevelopmentOrganization Customer Development Team, Founder-driven
  • Search ExecutionStrategy Business Model Operating Plan + Hypotheses Financial ModelProcess Customer Development, Product Management Agile Development Agile or Waterfall DevelopmentOrganization Customer Development Functional Organization Team, Founder-driven by Department
  • Part 2 Business Models andCustomer Development
  • What’s A Startup?
  • A temporary organization designed to searchfor a repeatable and scalable business model
  • A temporary organization designed to searchfor a repeatable and scalable business model
  • A temporary organization designed to searchfor a repeatable and scalable business model
  • A temporary organization designed to searchfor a repeatable and scalable business model
  • A temporary organization designed to searchfor a repeatable and scalable business modelA Startup aims to become a company
  • What’s a Business Model?
  • But,Realize They’re Hypotheses
  • Business Model Canvas building block building building building block block building blockbuilding block block building building block building block building block block building building building building block block block block
  • 9 Guesses GuessGuess Guess Guess Guess Guess Guess Guess Guess
  • Turning Hypotheses Into Facts
  • The Four Steps – The Startup Path Customer Development
  • Customer DevelopmentTest the Problem, Then the Solution
  • Customer Development The Minimum Viable Product
  • Customer Development The Pivot
  • Customer Development ishow you search for the model
  • Customer Discovery
  • Web/Mobile Versus Physical Customer Customer Discovery Validation Pivot• Web/Mobile startups run faster• Different process steps for web vs. physical• Customer Relationships are radically different
  • Customer DiscoveryStep 1: State Your Hypotheses
  • Customer DiscoveryStep 2: Test the Problem
  • Customer DiscoveryStep 3: Test the Solution
  • Customer DiscoveryStep 4: Pivot or Proceed
  • Customer Validation
  • Customer ValidationStep 1: Get Ready to Sell
  • Customer ValidationStep 2: Sell to EarlyVangelists
  • Customer ValidationStep 3: Develop Positioning
  • Customer ValidationStep 4: Pivot or Proceed
  • How to Build A Startup Idea Business Model Size Opportunity Customer Development
  • How to Build A Startup Business Size of the Customer CustomerIdea Model(s) Opportunity Discovery Validation
  • How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation Theory Practice
  • How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation
  • How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation • First test the problem • Next test the solution
  • How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation
  • Additional Resources• I-Corps class summary:http://steveblank.com/2012/03/26/the-national-science-foundation-innovation-corps-what-america-does-best/• I-Corps team presentations:http://www.slideshare.net/sblank/tagged/i-corps• Resources for startups: http://steveblank.com/tools-and-blogs-for-entrepreneurs/• Books for startups: http://steveblank.com/books-for-startups/• Additional resources: http://steveblank.com/slides/