StartupCamp Bratislava#34 - Running Lean Up To MVP
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  • 1. Running Lean to MVP what we’ve learned
  • 2. Who am I? “Stay far from timid, only make moves when your heart’s in it, and live the phrase: sky’s the limit!” - The Notorious B.I.G.
  • 3. What’s Running Lean?
  • 4. What’s an MVP?
  • 5. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 6. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 7. Meta Principle No.1 ● Document Your Plan A click for a template 1. 9. 8. 6. 5. 4. 3. 2. 7.
  • 8. Meta Principle No.2 ● Identify the Riskiest parts Problem/Solution Fit Product/Market Fit Scale ● Do I have a problem worth solving? ● Is it a must-have solution? ● Will people pay for it? ● Can it be solved (feasibility)? ● Have I built something, some people want? ● How do I accelerate growth? MVP Launch Seek Funding
  • 9. Meta Principle No.3 ● Systematically Test Your Plan
  • 10. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 11. Create Your Lean Canvas what the book says: 1. 9.8. 7. 6. 5.4. 3. 2.
  • 12. Create Your Lean Canvas what we did:
  • 13. Create Your Lean Canvas what we learned: ● Do so in 20 minutes! ● Lean Canvas suits startups better than Business Model Canvas. ● It is an imperative to sit down and fill out your canvas.
  • 14. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 15. Get Ready To Experiment what the book says: ● Assemble a Problem/Solution Team ○ Ideal Size 2, 3 people ○ Must Haves: ■ development (how to build stuff) ■ design (aesthetics and user experience) ■ marketing (copywriting, communication, metrics, pricing, positioning)
  • 16. Get Ready To Experiment what we did: ● We were 2 ○ Problem Team = me ○ Solution Team = co-founder ● We split our tasks: ○ development (co-founder) ○ design (co-founder + me) ○ marketing and everything else (me)
  • 17. Get Ready To Experiment what we learned: ● We made mistakes! ○ Don’t waste your time on things you suck at! ○ Customer Development a.k.a. “getting out of the building” has to be done by all co-founders! ○ Problem and Solution division is beneficial, if to be applied, the teams have to take leadership in their respective parts. ○ Geographically separated cofounders are just not sustainable!
  • 18. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 19. The Problem Interview what the book says: ● Hypotheses to validate: ● Formulate Falsifiable Hypotheses! ○ [Specific Repeatable Action] will [Expected Measurable Outcome] ○ Problem - What are you solving? ○ Existing Alternative - Who is the competition. ○ Customer Segments - Who has the pain?
  • 20. The Problem Interview what we did:
  • 21. The Problem Interview what we did:
  • 22. The Problem Interview what the book says: ● Review your results weekly! ● According to the results we iterated the interview script through four versions. ○ Problem Interview 1.0 (Script) ○ Problem Interview 1.1 (Script) ○ Problem Interview 2.0 (Script) ○ Problem Interview 3.0 (Script) what we did:
  • 23. The Problem Interview what the book says: ● Start to focus on Early Adopters what we did: ● We found out about two distinct groups of customers.
  • 24. The Problem Interview what the book says: ● Refine The Problems what we did: ● From a very vague specification we went to three very specific problems.
  • 25. The Problem Interview what the book says: ● Understand their existing alternatives what we did: ● We found out about alternatives that never came to our minds before.
  • 26. The Problem Interview what the book says: ● Pay attention to words customers use what we did: ● “The free porn is great!” ● “I love the amount of stuff I get to steal.” ● “Any dumbass can write anything anywhere.”
  • 27. The Problem Interview what we learned:
  • 28. The Problem Interview what we learned:
  • 29. Overview 1. Meta Principles 2. Create Your Lean Canvas 3. Get Ready To Experiment 4. The Problem Interview 5. The Solution Interview
  • 30. The Solution Interview what the book says: ● Formulate Falsifiable Hypotheses! ○ [Specific Repeatable Action] will [Expected Measurable Outcome] ● Hypotheses to validate: ○ Solution - How will you solve these problems? ○ Revenue Streams - What is the pricing model? ○ Early Adopters - Who has the biggest pain?
  • 31. The Solution Interview what we did:
  • 32. The Solution Interview what the book says: ● Review your results weekly! what we did: ● According to the results we iterated the interview script through two versions. ○ Solution Interview 1.0 (Script) ○ Solution Interview 2.0 (Script)
  • 33. The Solution Interview what the book says: ● Add/kill Features! what we did: ● What features people care, talk, are interested in? ● What features they are only “OK” with?
  • 34. The Solution Interview what the book says: ● Reconfirm Earlier Hypotheses what we did: ● Customers generally agreed to what we proposed as facts, based on our Problem Interview results.
  • 35. The Solution Interview what the book says: ● Refine Pricing what we did: ● Pay as you go vs. Subscription. ● The more I contribute the less I pay.
  • 36. The Solution Interview what we learned:
  • 37. Interviews what we learned: ● Interviews are inefficient but they are an invaluable source of learning! ○ Customers will teach you what you don’t know you don’t know. ○ Customers will define the problems for you (if they have them). ○ Customers will tell you exactly how, and what do they use to solve the problem currently, and also what they like and what they don’t like about the solution.
  • 38. Interviews what we learned: ● Interviewing is tricky! ○ It is difficult to do it objectively. ○ It is best to use pen and paper. ○ Overcome yourself. ● Understanding of methodology ○ Make sure everyone on the team understands the methodology so you can align your goals and priorities.
  • 39. In Conclusion ● Feedback loop is the most powerful tool to validate. ● You don’t need anything else than a pen and a paper to run it! ● You don’t know anything until you validate something. ● Marry the problem, not the solution.
  • 40. What’s next? If you liked the presentation, please help me by taking part in this survey :)
  • 41. For More Information ● other presentations ○ Presentation by Dr. Thomas Funke (pdf) ○ Presentation by Rob Fitzpatrick (video) ● www.relevate.it ○ Blog posts that focus on one chapter each. ● www.amazon.com ○ the book is available in hardcover and kindle editions
  • 42. Questions? “Most people never ask. And that’s what separates sometimes the people who do things from the people who just dream about them.” - Steve Jobs
  • 43. Thank You! matej@relevate.it about.me/MatejLukasik