Startups should exist to solve problems, but not many actually do. This session takes a lessons learned approach to breaking down the 3 most important elements to product-market fit - problem/human need, customer and the solution. It involves a iterative approach based on lean startup thinking and involves building tests that helps founders gather more targeted customer data that will affect branding, user acquisition and product development.

1. Building products that solve human needs
Ryan Lou
Founder, Krawst
Tweet: @RyanLou

2. This presentation is about:
• Working on bigger ideas
• Lean Startup Thinking
• Phases of Startup Growth
But we’ll also talk about
• Founder motivations (Really wanting it!)
• Adopting a global mindset

3. • Global network of people
• Scalable ideas
• Founders need to be skilled
US$40k Grant, No Equity.

6. Getting to product-market fit is the objective

7. Getting to product-market fit is the objective
(but it can take a long time!)

8. Source: http://paulgraham.com/growth.html
Stages of growth (interpreted):
Stage 1:
• Initial period of slow and no growth
• Startup figuring how what it’s doing
Stage 2:
• Period of rapid growth
• Startup is solving a real human need
• Users / Customers spread the word
Stage 3:
• Growth slows
• Startup becomes a big company
• Limited by market size

9. Source: http://paulgraham.com/growth.html
Stages of growth (interpreted):
Stage 1:
• Initial period of slow and no growth
• Startup figuring how what it’s doing
Stage 2:
• Period of rapid growth
• Startup is solving a real human need
• Users / Customers spread the word
Stage 3:
• Growth slows
• Startup becomes a big company
• Limited by market size
Stage 1 is
undoubtedly the
most important!
Cheat codes you should not use:
• Hiring
• Funding
• Paying users
• Manipulating data
• Trusting your “instincts”

10. Lean Startup Thinking

11. Eric Ries
Startup Lessons Learned
Steve Blank
SteveBlank.com
Ash Maurya

12. The basis of lean startups
Learning which activities
in a startup creates value

13. Just 3 things founders must do:
• Build products
• Talk to people
• Work out
And we do that in an
iterative “Build - Measure - Learn” loop.
Refer to: http://lean.st/principles/build-measure-learn for notes on the principle
and http://www.designstaff.org/articles/shortening-the-build-measure-learn-cycle-
2012-02-06.html for how to create an action plan through the BML
See: http://www.foundersatwork.com/blog.html

14. Everything we thought we knew
• Of course people have problems
(problem hypothesis)
• Sure, everyone will use it
(customer hypothesis)
• I’m smart, my product is exactly what the
world needs
(product validation)

15. Build - Measure - Learn
Refer to: http://lean.st/principles/build-measure-learn for notes on the principle
and http://www.designstaff.org/articles/shortening-the-build-measure-learn-cycle-
2012-02-06.html for how to create an action plan through the BML

16. Start with a
measurable customer
hypothesis
Then focus on the
more critical ones first

17. 3 ways to test
• Problem exploration
• Concierge service
• Product pitch

18. Ideas aren’t valuable
Execution is what matters

19. Validating the idea for Krawst
• Initial Problem: It’s hard to meet locals while
traveling – Doing so helps people better
understand a city
• Initial Customer: People traveling in the US
looking to live like a local
• Solution to test: A listing of activities setup by
local non-commercial hosts

21. “Bringing the startup
community together offline,
getting user feedback and
generating buzz are exactly
what NY’s tech community
needs to do so it can continue
to grow and thrive. ”
~ Harrison Weber
TNW editor, New York office

22. “There is no better
feedback in the world
than hearing right from
your target”
Jared O’Toole
Under30ceo NYC editor

23. Lessons Learned

24. No idea where to start?
You need these tools.

25. Lean Startup Machine Validation Canvas
http://leanstartupmachine.com/validationboard/

26. Created by @RyanLou for Startup Chile (email Ryan@Krawst.com)

27. Other slides
http://www.slideshare.net/ryanlou

28. Best way to learn is to do it
• BUT, these might help:
– Udemy lean startup at sxsw (http://www.udemy.com/lean-startup-sxsw-
2012-videos-and-presentations/)
– Eric ries’ blog (www.startuplessonslearned.com )
– Steve blank’s blog (www.steveblank.com )
– Ash Maurya (www.ashmaurya.com)
– How to create a lean canvas (http://startit.rs/wp-
content/uploads/LeanCanvas.pdf)
– Lean canvas online (http://leancanvas.com/)
– What is Lean UX
(http://uxdesign.smashingmagazine.com/2011/03/07/lean-ux-getting-
out-of-the-deliverables-business/)
– We got it wrong, learn-measure-build
(http://grasshopperherder.com/build-measure-learn-vs-learn-measure-
build/)