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Startup Dhaka
Key Lean Startup
Concepts
Uncertainty and Scarce Resources
Lean Startup Innovations
Old School
• Business Plan First
• Startups = Small
Companies
• Linear Process
• Product Developm...
Customer
Development
• What Needs to be True for Your
Business Model to Work?
• Evidence from Interviews
• Hypotheses Cannot be Trite,
Ridiculo...
Build-Measure-Learn Cycle
What Most Startups Want to Build
What They Should Build First
Eventually Build This
Business Model
Canvas
Source: http://businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf
PRODUCT-MARKET FIT
Customer Archetype
Value Propositions
Pains and Gains – NOT Features
Pain Killers
• Reduce Waste
• Kill Frustration
• Fix Underperforming
solutions
• End Custom...
http://www.behaviormodel.org/
Case Studies
Technical Insight
Market Insight
Initial Value Proposition: Accuracy
Tactics: VP Ranking
Pain Killers Gain Creators
Relevance 1. Test Strip Cost
2. Delivery/ Payment
3. Meter Cost
4. Small Sa...
Prototype v MVP
Value Proposition
Team Privacy
Protect privacy for users of location-based services (LBS)
The Business Model Canvas: ver 1.0
Creating
awareness
educational
Technology
Privacy
advocacy
groups
Developing
costs
Mark...
The Business Model Canvas: ver 2.0
Creating
awareness
educational
Technology
Developing
costs
Marketing
costs
trust
Buildi...
The Business Model Canvas: ver 3.0
??? Consumers
???
Companies
???
Understanding
Aggregate Info
for Large
Hidden
Databases...
How to Get Interviews
• Friends and Families
• Introductions
• Affinity Networks
• Traditional Networking
• Cold Calls
• L...
12 Interview Tips
1. One person at a time
2. Know your goals and
questions ahead of time
3. Separate behavior and
feedback...
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvas
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Lean startup, customer development, and the business model canvas

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Lean startup, customer development, and the business model canvas

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  • First – how would you define product? (go through different teams)
  • Transcript of "Lean startup, customer development, and the business model canvas"

    1. 1. Startup Dhaka
    2. 2. Key Lean Startup Concepts Uncertainty and Scarce Resources
    3. 3. Lean Startup Innovations Old School • Business Plan First • Startups = Small Companies • Linear Process • Product Development First • Beta Test New School • Business Model First • Startups = Temporary Search Organizations • Iterative Process • Customer Development First • Minimum Viable Product
    4. 4. Customer Development
    5. 5. • What Needs to be True for Your Business Model to Work? • Evidence from Interviews • Hypotheses Cannot be Trite, Ridiculous, or Non-Confirmable • Why, Why, Why, Why, Why? Hypothesis Development
    6. 6. Build-Measure-Learn Cycle
    7. 7. What Most Startups Want to Build
    8. 8. What They Should Build First
    9. 9. Eventually Build This
    10. 10. Business Model Canvas
    11. 11. Source: http://businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf PRODUCT-MARKET FIT
    12. 12. Customer Archetype
    13. 13. Value Propositions
    14. 14. Pains and Gains – NOT Features Pain Killers • Reduce Waste • Kill Frustration • Fix Underperforming solutions • End Customer Challenges • Wipe Out Negative Social Consequences • Eliminate Risk Gain Creators • Create Savings • Better Outcomes • Customer Delight • Ease Work Flow or Life • Create Positive Consquences
    15. 15. http://www.behaviormodel.org/
    16. 16. Case Studies
    17. 17. Technical Insight
    18. 18. Market Insight
    19. 19. Initial Value Proposition: Accuracy
    20. 20. Tactics: VP Ranking Pain Killers Gain Creators Relevance 1. Test Strip Cost 2. Delivery/ Payment 3. Meter Cost 4. Small Sample Size 5. Alternative Site Testing (Less Pain) 1. Test Speed 2. No Coding 3. Large Display 4. Form Factor 5. Memory Frequency 1. Small Sample Size 2. Alternative Site Testing 3. Test Strip Cost 4. Delivery/ Payment 5. Meter Cost 1. Test Speed 2. Large Display 3. Form Factor 4. Memory 5. No Coding
    21. 21. Prototype v MVP
    22. 22. Value Proposition
    23. 23. Team Privacy Protect privacy for users of location-based services (LBS)
    24. 24. The Business Model Canvas: ver 1.0 Creating awareness educational Technology Privacy advocacy groups Developing costs Marketing costs App revenue (or free?) trust Building trust Smart phone users uneasy about privacy Perception of enhanced privacy Own website Consumers Don’t Care About Location Privacy
    25. 25. The Business Model Canvas: ver 2.0 Creating awareness educational Technology Developing costs Marketing costs trust Building trust Social Network Providers Security of Company Geodata Companies uneasy about employees’ online activities Companies subscription charges Own website Avoid direct employer -> employee monitoring We Have No Key Technology Resources
    26. 26. The Business Model Canvas: ver 3.0 ??? Consumers ??? Companies ??? Understanding Aggregate Info for Large Hidden Databases in Real-Time Without Crawling ??? Technology ??? ??? Government Agencies
    27. 27. How to Get Interviews • Friends and Families • Introductions • Affinity Networks • Traditional Networking • Cold Calls • LinkedIn
    28. 28. 12 Interview Tips 1. One person at a time 2. Know your goals and questions ahead of time 3. Separate behavior and feedback in discussion 4. Get psyched to hear things you don’t want to hear 5. Disarm “politeness” training 6. Ask open ended questions 7. Focus on actual behavior, not speculative or abstract feelings 8. Listen, don’t talk 9. Follow your nose and drill down 10. Parrot back or misrepresent to confirm 11. Ask for introductions 12. Write up your notes as quickly as possible Source: http://giffconstable.com/2011/07/12-tips-for- customer-development-interviews-revised/
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