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Introduction to The Lean Startup
 

Introduction to The Lean Startup

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This is a training I did for AOL employees in 2012 along w/ Adam Berk from the Lean Startup Machine

This is a training I did for AOL employees in 2012 along w/ Adam Berk from the Lean Startup Machine

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  • Danny and Adam - introduce themselves
  • Danny - here are some of the terms you’ll see and hear around lean. we’ll briefly talk about them throughout this session.
  • Danny - so to start off I suppose we should answer the most basic question: “What is Lean”. Ask if anyone in audience knows.
  • Danny - it’s using the scientific method to determine what to build then using Agile and Free Open Source Software to build it.
  • Danny - A lot of people get confused about the delineation between Lean and Agile. Lean determines WHAT to build. Agile is HOW you build.
  • Danny - you’ll hear this a lot. ask if anyone knows what a pivot is in the audience.
  • Danny - A core concept of Lean is to fail fast. Product dev projects typically have a finite amount of money and resources. The secret is to get it right before you run out of cash. building, measuring and learning is key to that. If you got something wrong then validate it objectively as early as possible and adjust before it’s too late.
  • Danny - MVP, ask if anyone knows what this is in audience.
  • Danny - This is probably one of the hardest things to do. As product and tech people we tend to want to wait to let users see our app until it’s in a very high quality state. Building an MVP and getting it in front of people is the key to Lean. You have to have just the minimum thing to use to start measuring and learning. The sooner the better.
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  • Adam - talk about LSM?
  • Adam - talk about LSM?

Introduction to The Lean Startup Introduction to The Lean Startup Presentation Transcript

  • AOL UnU October 23, 2012INTRO TO LEAN
  • Danny BoiceCo-Founder & CTO, Speek /Resident, AOL Fishbowl LabsTwitter: @DannyBoiceDanny@speek.comAdam BerkDirector, Lean Startup MachineTwitter: @AdamBerkAdam@LeanStartupMachine.com
  • Product/Market Fit ? Customer Development Bootstrapping ? Iterate ? UX Design Eliminate Waste? Pivot ? Problem/Solution FitAgile Development ?
  • WHAT IS LEAN?
  • A set of processes used Agile to developbyentrepreneurscombining Customerand markets, and existingproductsSoftware Development, softwareDevelopmentplatforms (usually FOSS).en.wikipedia.org/wiki/Lean_Startup
  • Lean = What to buildAgile = How to build
  • What is a “pivot”?
  • A structured test athe product. new course correctiondesigned toabout fundamentalhypothesisBuild -> Measure -> Learn -> Pivot orRepeat
  • What is a “Minimum Viable Product (MVP)”?
  • An MVP is the smallest thing you canbuild in order to start measuring andlearning.“If you arentlate”shipped too ashamed of your product, you- Reid Hoffman
  • WHY SHOULD I CARE?
  • Something isfundamentally wrong
  • Why do products fail?
  • Big Idea #1 The vast majority of products fail NOT because it couldn’t be built...but because nobody wanted the product.
  • Steve Blank
  • “No business plan survivesfirst contact with customers.” - Steve Blank
  • Why do products succeed?
  • Big Idea #2 “The vast majority of [successful] startups abandoned their initial plans and learned what would and would not work in the market.”-Clayton Christensen, The Innovator’s Dilemma
  • PIVOT!!!
  • FAILUREThe Secret to Success
  • OMG!!!
  • Curious...
  • LEAN = PROCESS
  • NOTBlack & White
  • LEAN’s Mission:Entrepreneurship & Product is a Management Science that can be Learned
  • YOUR Mission:Don’t Waste Time Building Something Before Learning Whether People Actually Want it
  • Get Out of the BuildingTALK TO PEOPLE
  • CustomerDevelopment
  • Who Are They?
  • Customer Hypothesis &Problem Hypothesis
  • GOOBing is HARD
  • What’s the point?• Uncovers how users think and behave• Validates assumptions/removes bias• Shows difference between intent and reality• Provides direction and data instead of opinion or speculation• Provides the ability to inform design
  • It is NOT • Surveys • Focus Groups • Your Head • Friends & Family
  • Go in with 2 to 3 objectives and have a real conversation. Brant Cooper Know your goals and questions. Giff ConstableUse a script. Ash MauryaUse a script. Ash Maurya
  • 3-POINT INTERVIEW1. Has [insert specific problem] been a problem for you? (context)2. Tell me about the last time you dealt with this problem? (story)3. What’s your ideal solution for this? (solution)
  • No Selling Allowed
  • Talking to Customers What is the Problem? What is the Problem?• Who, What, When, Where, Why, How• Avoid Would & Future Tense• The more you ask someone to imagine something, the less you can trust their data• People SAY and DO completely different things.
  • Find Early Adopters“FOAMING AT THEMOUTH”1. Have the problem2. Know they have the problem3. Searched for a solution4. Hacked their own solution5. Have budget for a solution
  • LEAN is ComplexBe Skeptical of Simple SolutionsBe Skeptical of Simple Solutions
  • 3-POINT INTERVIEW1. Has [insert specific problem] been a problem for you? (context)2. Tell me about the last time you dealt with this problem? (story)3. What’s your ideal solution for this? (solution)
  • PROCESS
  • Use theValidation Board
  • Use the Manual
  • Use One Another
  • OBJECTIVE: Learn
  • MVP Method3 Stages...1.Problem Exploration: Exists? Who?2.Product Pitch: Collect currency3.Concierge: Deliver customer experience Stages increase in opportunity cost
  • Minimum Success Criterion Make a Prediction: If we [do this], [numeric] of target customers will [behavior]
  • Validation Board• It’s a valuable communication tool• 5-7 words in black sharpie• WRITE IN ALL CAPS• Mentors will enforce stronglyFollowing guidelines = better experience
  • Validation Board Demohttp://bit.ly/lsm-canvasvideo
  • Read the fine print on the Canvas
  • Get Out of the BuildingTALK TO PEOPLE
  • Intensive 3-Day Workshops200 Workshops Globally in 2013