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  • 1. Start-up Strategy Lean Startup + YOUPresentation by Chris Zobrist ( • Overview: Short History • What is Lean Startup? • How can I use Lean Startup?
  • 2. Customer Development• Steve Blank• Co-Founded 8 Startups• 1996: Started E.piphany (CRM Software)• 1998: $3.4mil sales• 1999: IPO raised $72mil
  • 3. Customer Development + Agile • Eric Reis (student of Steve Blank at UC Berkeley) • Co-Founded 2 Startups • 2004: Started IMVU (3D Chat Client) • 2009: $20mil sales • 2010: $40mil sales
  • 4. Based on Lean Manufacturing
  • 5. Build, Measure, Learn CycleLearn through RapidPrototyping andExperiments•Tactics: • Lead Users • Smoke Tests • A/B Tests
  • 6. Cust Dev + Agile = Lean StartupBoth frameworks are very detailed…
  • 7. For most entrepreneurs,they are TOO detailed… So, how to make it more SIMPLE.. and USEFUL?
  • 8. Lean Philosophy• Lean = Minimize Waste• Waste = A product that no one will use• Build only products your customers will use How can we build a product our customers will use?
  • 9. Is Lean Startup right for me?Useful Ideas #1: Minimize Startup Costs
  • 10. Is Lean Startup right for me?Useful Idea #2: Learn quickly what Customers need
  • 11. Is Lean Startup right for me?Useful Idea #3: Validate Customer Demand through Experiments and making and testing Prototypes
  • 12. Lean Startup Philosophy in UseMost Seed Accelerators/Incubators followLean Philosophy:•Y Combinator (US)•Tech Stars (US)•Seed Camp (UK)•Startup Sauna (EU)•Startup Chile (Chile)•JFDI (Singapore)
  • 13. Is Lean Startup right for myStartup?Key Question:•Does your Productinvolve writing newsoftware?•If not, then the Agileof Lean Startup maynot be useful for you.
  • 14. Customer Development Framework
  • 15. Step 1 – Customer DiscoveryWho is your Customer?Identify, Observe, and Interactwith your Lead User NO SURVEYS!!! Face- to-face Lead User interaction and observation is REQUIRED
  • 16. Five Discovery SkillsBecome a MasterInnovator by…2.Associating3.Questioning4.Observing5.Networking6.Experimenting
  • 17. For more on these and other topics:E-mail: czobrist@cal.berkeley.eduLaunching July 2012: One-Year Masters of Science inInnovation, Leadership, and Entrepreneurship (English) in colab orat with: l ion•Designed to train High-Potential Innovators•Learning through real-world Experience•Connections to Industry and Investors Go to