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Running Lean in some slides
 

Running Lean in some slides

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This is a presentation that tries to resume the essencial parts of the book Running Lean by Ash Maurya

This is a presentation that tries to resume the essencial parts of the book Running Lean by Ash Maurya

See his website: http://www.runningleanhq.com/

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    Running Lean in some slides Running Lean in some slides Presentation Transcript

    • Running Lean
      Presentation about the methodology in the book: Running Lean by Ash Maurya
      Slides
      Author: Thiago Oliveira de Paiva
      Twitter: @ThiagoPaiva
      Blog:modelodenegocios.tumblr.com
      (in portuguese)
    • Prioritize Where to Start
      Your objective is to find a big enough market you can reach with customers who need your product that will pay a price you can build a business around.
      Importance order:
      Customer pain level
      Ease offer reach
      Price
      Market Size
    • Lean Canvas Stages
      Right Action, Right Time
      Stage 1
      Stage 2
      Stage 3
      BijoyGoswami
      • At each stage there are only a few actions that matter, the rest is waste of resources
      Best moment to seek for investment
      Source: Book Running Lean, Ash Maurya
    • Lean Canvas Stages
      Learning and Pivot before product/market fit, Growth and Optimization after product/market fit
      • Pivot: Change your plan so you can find one that works
      • Optimization: Accelerate a plan that it’s proven that works
      Key Questions
      • Stage 1: Do I have a problem worth solving?
      • Stage 2: Have I built something people want?
      • Stage 3: How do I accelerate growth?
    • Learning and Validating
      During the Learning and Validating stages there are some tools we will use:
      • Stage 1: Learning Loop, Customer Discovery Workflow, Rules and Lean Canvas
      • Stage 2: Product Launch Workflow
    • Learning Loop
      A lean fundamental learning loop is a Build/Measure/Learn loop
      Data validate or refute the hypothesis
      Mockup, Landing Page, Presentation…
      Anything that can test the idea
      Collected from customers
      Source: Eric Ries
    • Rules of Experimentation
      There are a set of rules that helps you correctly define and run experiments
      Formulate testable hypotheses
      • Not measurable: “Being know as expert will drive early adopter”
      • Specific and testable: Blog post will drive 100 sign-ups”
      Maximize for Speed, Learning and Focus:
      The optimal learning loop
      Premature
      optimization
      Chasing your tail
      Run out of resources
      Source: Book Running Lean, Ash Maurya
    • Rules of Experimentation
      Validate qualitatively, verify quantitatively
      • You need only a few customers interviews to have a strong signal (positive or negative) to validate or refute your hypothesis
      • Later you will need a larger sample to test if it is scalable
      Create accessible dashboard
      • It’s important to share the hypothesis and the results of your experiment with your team
      Communicate learning early and often
      • Communicate your lessons learned weekly to your internal team and monthly to your external advisors and investors
    • Problem/Solution Fit
      Is your problem worth solving? This workflow helps you discover with support from customers
      Qualitatively
      Quantitatively
      Source: Book Running Lean, Ash Maurya
    • Problem/Solution Fit
      A problem worth solving boils down to three questions
      Is it something customers want? (must-have)
      Can it be solved? (feasible)
      Will they pay for it? If not, who will pay? (viable)
    • Document Your Plan A
      • Probably your plan A will change over it’s implementation, but it’s very important you have it documented.
      • Lean Canvas is an one sheet model, what makes it very easy to use, to share and to modify.
    • Lean Canvas
      3
      7
      1
      1
      8
      6
      4
      5
      5
      Source: Book Running Lean, Ash Maurya
    • Problem and Customer Segment
      Problem:
      • Write down the Top 3 problems
      • List existing alternatives to these problems
      Customer Segment:
      • Identify users and their roles
      • Hone in on possible early adopters
    • Unique Value Proposition (UVP)
      “A single, clear compelling message that states why you are different and worth buying.”
      Steve Blank
      Good Tips:
      • Be different, but make sure your difference matters
      • Target early adopters
      • Focus on benefits that your customers will have after using your product
      • Pick words carefully and own them
      • Answer: What, Who and Why
      • Study UVP the enterprises your respect
      • Create a high-concept pitch (short phrase describing your concept)
    • Solution
      • Simply sketch the top 3 features or capabilities that solves each one of the 3 problems
    • Channels
      The path you will use to get to your customers
      Some characteristics to think about the channel:
      • Free vs Paid
      • InboudvsOutbound
      • Direct vsIndirect
      • Personal vs Automated
      • Retention vs Referral
      • Content Marketing
    • Revenue Steams and Cost Structure
      How youmake money and how much you charge
      Your costs and the break even point
      Some tips:
      • Start charging from day one
      • Use a “Free Trial” plan
      • Pick a price to test
      • Take your costs into account
      • Start with a single pricing plan
    • Key Metrics
      What are the key activities that drive your startup and how to measure them
    • Unfair Advantage
      “A real unfair advantage is something that cannot be easily copied or bought.”
      Jason Cohen
      • Think about how you can make yourself different and make your difference matters
      • If you still don’t know, leave this box in blank
    • Example: Book Running Lean
      Source: Book Running Lean, Ash Maurya
    • Product Lauch Workflow
      This workflow will help you define your MVP (Minimum Viable Product) and test it
      Source: Book Running Lean, Ash Maurya
    • Now what?
      Okay, I’ve done exactly as you said and everything is going fine (or not everything), now what? How do I scale?
      “I suggest you to read the great book Running Lean, which I tried to resume in this presentation, but wasn’t possible to resume all the book. I sure will think about building a complementary presentation. Thanks!”
      Me
    • References Books
      The Four Steps to Epiphany, Steve Blank
      • This book talks about the customer development methodology for startups
      Running Lean, Ash Maurya
      • It’s a practical book for starting a web-based startup using the lean canvas and lean startup methodology, all this presentation was based on this book
      Business Model Generation, Alexander Osterwalder
      • This book presents the business model canvas that it’s a very good and easy model for describing business models