The end of the (startup) world
as we know it
UCSD
Nov 10, 2010
Brant Cooper
@brantcooper
marketbynumbers.com
The New Startup Reality
Global
Inexpensive
Social
Data-intelligent
Savvy
The End of the (Startup) World
As We Know It
100s of thousands of Entrepreneurs
Lean Startups to prove business model
Capi...
Basic Tenet of a Lean Startup
Your business model will change
You have limited $
 Maximize pivots/$
Product + Customer Development
Philosophy
Question your assumptions
Get out of the building
Don’t “Just Do It”
Principles
The 4 Steps
Iterate vs Pivot
MVP= Viable is as important as Minimum
Product Market Fit is not a binary state
La...
Pivot
Minimum Viable Product
Product-Market Fit
The Shangri-La of startups
- You know you’re there when you don’t have
to ask
- You have scalability is...
Nail it Before You Scale it
Pre-mature Self-Aggrandization is Anathema
- PR is vanity
- “Launch early” means get users whi...
Customer Development Practices
Business Model Whiteboard
Document Your Assumptions
Build MVP to Minimize Risk
Flip your Fu...
Business Model White Board
Core Business Assumptions
• Who is your customer
• What Problem are you solving
• What is the proposed (high-level) soluti...
MVP
• What functionality do you propose?
• What features are your early adopters asking
for?
• What do you hope to achieve...
Flip Your Funnel
Get Out of the Building
“Just Do it” scenarios (ie no #custdev)
You hit out of the park, you don’t care. Good
Job. Ka Chin...
Next: Lean Startup
Lean Startups ≠ Bootstrapping
Lean Startups ≠ Small
Lean Startups ≠ Dictatorship of the Customer
Your
customer
Lean Startups ≠ Deterministic
Lean Startups ≠ Any Guarantee of Success
Resources
@sgblank – www.steveblank.com
@ericries – startuplessonslearned.com
@seanellis – startup-marketing.com
@hnshah –...
20% Discount CODE: UCSD
PDF
http://CustDev.com
Paperback (AMAZON)
http://bit.ly/EGCDPaperback
Kindle (AMAZON)
http://bit.l...
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The end of the (startup) world as we know it

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Lean Startup and Customer Development basics; MVP, the pivot, funnel, product-market fit, value path

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  • Ask audience if they are doing a Lean startup. And ask them why.
  • Ask audience if they are doing a Lean startup. And ask them why.
  • Ask audience if they are doing a Lean startup. And ask them why.
  • Ask audience if they are doing a Lean startup. And ask them why.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • By now, you know what it is. Customer Development + Agile Development.
  • It can – but they are not to be confused.
  • The biggest risk you face is building something no one wants.
  • The biggest risk you face is building something no one wants.
  • The end of the (startup) world as we know it

    1. 1. The end of the (startup) world as we know it UCSD Nov 10, 2010 Brant Cooper @brantcooper marketbynumbers.com
    2. 2. The New Startup Reality Global Inexpensive Social Data-intelligent Savvy
    3. 3. The End of the (Startup) World As We Know It 100s of thousands of Entrepreneurs Lean Startups to prove business model Capital to serve entrepreneurs (not vice versa) End of the dominance of the “big win” Creating an economic “Innovation Machine”
    4. 4. Basic Tenet of a Lean Startup Your business model will change You have limited $ Maximize pivots/$
    5. 5. Product + Customer Development
    6. 6. Philosophy Question your assumptions Get out of the building Don’t “Just Do It”
    7. 7. Principles The 4 Steps Iterate vs Pivot MVP= Viable is as important as Minimum Product Market Fit is not a binary state Launch early <> Marketing Launch Customer Development <> Data
    8. 8. Pivot
    9. 9. Minimum Viable Product
    10. 10. Product-Market Fit The Shangri-La of startups - You know you’re there when you don’t have to ask - You have scalability issues - You grow despite your flaws - You look and feel young, but are growing old quickly -You may get there today and be lost tomorrow
    11. 11. Nail it Before You Scale it Pre-mature Self-Aggrandization is Anathema - PR is vanity - “Launch early” means get users while imperfect - Marketing launch = fill up your funnel - Pre P-M fit do the former, not the latter - Tech crunch bump can be deadly
    12. 12. Customer Development Practices Business Model Whiteboard Document Your Assumptions Build MVP to Minimize Risk Flip your Funnel Get Out of the Building
    13. 13. Business Model White Board
    14. 14. Core Business Assumptions • Who is your customer • What Problem are you solving • What is the proposed (high-level) solution?
    15. 15. MVP • What functionality do you propose? • What features are your early adopters asking for? • What do you hope to achieve with your MVP? • What “currency” is your customer willing to pay?
    16. 16. Flip Your Funnel
    17. 17. Get Out of the Building “Just Do it” scenarios (ie no #custdev) You hit out of the park, you don’t care. Good Job. Ka Ching. Break a leg. Otherwise, you are lost.
    18. 18. Next: Lean Startup
    19. 19. Lean Startups ≠ Bootstrapping
    20. 20. Lean Startups ≠ Small
    21. 21. Lean Startups ≠ Dictatorship of the Customer Your customer
    22. 22. Lean Startups ≠ Deterministic
    23. 23. Lean Startups ≠ Any Guarantee of Success
    24. 24. Resources @sgblank – www.steveblank.com @ericries – startuplessonslearned.com @seanellis – startup-marketing.com @hnshah – blog.kissmetrics.com @richcollins – LSC google group
    25. 25. 20% Discount CODE: UCSD PDF http://CustDev.com Paperback (AMAZON) http://bit.ly/EGCDPaperback Kindle (AMAZON) http://bit.ly/EGCDKindle Contact Info: hello@custdev.com @vlaskovits http://vlaskovits.com @brantcooper http://marketbynumbers.com

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