How to Apply Lean Startup Tactics in
Asia – and Win the Emerging Global
Startup Wars

Kevin Dewalt, Beijing China
So why should YOU care about Asia?
You are here
Win America 1st

Win Here
Win America 1st  then expand

Win Here

Then Here
400
300
200

WhatsApp

100

0
2009

2010

2011

2012

2013
400
300

200

WhatsApp

100

WeChat

0
2009

2010

2011

2012

2013
Fast growth in Asia  expand to America

Expand Here
Start Here

Expand Here
Asia Growth  Global partnerships, endorsements

Expand Here
Start Here

Expand Here
WhatsApp now growing in Asia!

Expand Here
Start Here
Expand Here

Expand Here
So why should YOU care about Asia?

Get CRUSHED - even in America - by Asian
competitors
So why should YOU care about Asia?

Get CRUSHED - even in America - by Asian
competitors
or
Build a BIGGER, STRONGER compa...
Your Old Plan

Win Here

Then Here
Their Plan

Crush You Here
Start Here

Crush You Here
Your New Plan  Enter Asian Markets Early!

Start Here

Expand Here
What Works in Silicon Valley Doesn’t Work Everywhere

Lean Startup? YES!
Customer Development? YES!
Theory same - executio...
Start exploring Asian markets at Product/Market fit
Too late – get killed

About here
Too early – keep searching
Assume nothing about the customers & culture
Get advice on doing Customer Development there
Most Important!
Find local Lean Startup experts & get
advice
Some specific tactics
In Silicon Valley we talk openly about problems

?
Asian Customers: “We have NO problems!”
Don’t be direct - create a conversation
• Talk about industry trends
• Bring them valuable information
Silicon Valley has a language for strategies

MVP
Strategies may not translate

• Partners, investors, employees don’t have
language or context – might be new to them.

MVP...
Focus on tactics & outcomes

“Let’s build something
small first - to see if
they buy.”
In Silicon Valley we believe in meritocracy

Best = win
Relationships (sometimes) trump value

关系
So give, share, help, teach – become “someone worth
knowing”
Asia is your greatest threat opportunity

•
•
•
•

Start early
Get local help
Adapt Lean Startup to local market
Teach & h...
What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Start...
What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Start...
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What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Startup Wars by Kevin Dewalt

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What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Startup Wars by Kevin Dewalt

@kevindewalt SoHelpful

The Lean Startup Conference 2013
http://leanstartup.co/

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What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Startup Wars by Kevin Dewalt

  1. 1. How to Apply Lean Startup Tactics in Asia – and Win the Emerging Global Startup Wars Kevin Dewalt, Beijing China
  2. 2. So why should YOU care about Asia? You are here
  3. 3. Win America 1st Win Here
  4. 4. Win America 1st  then expand Win Here Then Here
  5. 5. 400 300 200 WhatsApp 100 0 2009 2010 2011 2012 2013
  6. 6. 400 300 200 WhatsApp 100 WeChat 0 2009 2010 2011 2012 2013
  7. 7. Fast growth in Asia  expand to America Expand Here Start Here Expand Here
  8. 8. Asia Growth  Global partnerships, endorsements Expand Here Start Here Expand Here
  9. 9. WhatsApp now growing in Asia! Expand Here Start Here Expand Here Expand Here
  10. 10. So why should YOU care about Asia? Get CRUSHED - even in America - by Asian competitors
  11. 11. So why should YOU care about Asia? Get CRUSHED - even in America - by Asian competitors or Build a BIGGER, STRONGER company by winning in Asian markets
  12. 12. Your Old Plan Win Here Then Here
  13. 13. Their Plan Crush You Here Start Here Crush You Here
  14. 14. Your New Plan  Enter Asian Markets Early! Start Here Expand Here
  15. 15. What Works in Silicon Valley Doesn’t Work Everywhere Lean Startup? YES! Customer Development? YES! Theory same - execution different
  16. 16. Start exploring Asian markets at Product/Market fit Too late – get killed About here Too early – keep searching
  17. 17. Assume nothing about the customers & culture
  18. 18. Get advice on doing Customer Development there
  19. 19. Most Important! Find local Lean Startup experts & get advice
  20. 20. Some specific tactics
  21. 21. In Silicon Valley we talk openly about problems ?
  22. 22. Asian Customers: “We have NO problems!”
  23. 23. Don’t be direct - create a conversation • Talk about industry trends • Bring them valuable information
  24. 24. Silicon Valley has a language for strategies MVP
  25. 25. Strategies may not translate • Partners, investors, employees don’t have language or context – might be new to them. MVP?
  26. 26. Focus on tactics & outcomes “Let’s build something small first - to see if they buy.”
  27. 27. In Silicon Valley we believe in meritocracy Best = win
  28. 28. Relationships (sometimes) trump value 关系
  29. 29. So give, share, help, teach – become “someone worth knowing”
  30. 30. Asia is your greatest threat opportunity • • • • Start early Get local help Adapt Lean Startup to local market Teach & help to build relationships Want more? kevindewalt.com/lean_asia @kevindewalt

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