Lean Startup - Part 2

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Lean Startup - Part 2

  1. 1. “IdGGfA kOEtAE”L 2søndag 12. mai 13
  2. 2. GDaVelkommenKort oppsummering og repetisjon fra Del 1Presentasjon fra bedrifteneEksprimenter og hypoteser + Øvelse 1MVP + Øvelse 2Oppsummering og veien videresøndag 12. mai 13
  3. 3. qUK RAp - ThE EaN EOdsøndag 12. mai 13
  4. 4. lE sTTuP EtH - 3 CPoNTsbusiness model design - canvas with testable hypothesescustomer development - get out of the building and test thehypothesesagile development - building a minimum viable product (mvp)søndag 12. mai 13
  5. 5. UsISs DL EGnHe SiNS MEl NSlE yO LoO At LbUDiN BlO oF ORbUNeS On E PE.AcH OmPEnT OnTNSa RiE Of PtHSiS HTyO NeE To St.Lean Canvas is adapted from The Business Model Canvas (BusinessModelGeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.ProblemTop 3 problemsExistingAlternativesSolutionTop 3 featuresUnique ValuePropositionSingle, clearcompellingmessage thatstates why youare different andworth buyingHigh-LevelConceptUnique ValuePropositionSingle, clearcompellingmessage thatstates why youare different andworth buyingHigh-LevelConceptUnfair AdvantageCan’t be easilycopied or boughtCustomerSegmentsTarget customersEarly AdoptersProblemTop 3 problemsExistingAlternativesKey MetricsActivity thatdrives retention/revenueUnique ValuePropositionSingle, clearcompellingmessage thatstates why youare different andworth buyingHigh-LevelConceptUnique ValuePropositionSingle, clearcompellingmessage thatstates why youare different andworth buyingHigh-LevelConceptChannelsPath to customersCustomerSegmentsTarget customersEarly AdoptersCost StructureCustomer Acquisition CostsDistribution CostsHostingStaff etc.Cost StructureCustomer Acquisition CostsDistribution CostsHostingStaff etc.Cost StructureCustomer Acquisition CostsDistribution CostsHostingStaff etc.Revenue StreamsRevenue ModelLife Time ValueRevenueGross MarginRevenue StreamsRevenue ModelLife Time ValueRevenueGross MarginRevenue StreamsRevenue ModelLife Time ValueRevenueGross Margin1søndag 12. mai 13
  6. 6. UsTER EvEPNtwH ArE Ou IlL N T bUDN?- Steve Blank2Search ExecuteProblem/SolutionFitProduct/MarketFitScalePivots OptimizationsValidated Learning GrowthMethodHow to changeObjectivesøndag 12. mai 13
  7. 7. GE EvEPNt3Steve Blank, Harvard Business Review 2012IDEASCODEDATABUILDMEASURELEARNMeur AErOE AErlEN AErsøndag 12. mai 13
  8. 8. aRId  BeDFtE SiD Stsøndag 12. mai 13
  9. 9. aRId  BeDFtE SiD StHver bedrift presenterer:Problem intervju - resultater og erfaringerPresentasjon av oppdatert “Lean Canvas” forretningsmodellVurderer dere en pivot?Refleksjoner fra boken og forrige kursdag10-15 minutter pr bedriftsøndag 12. mai 13
  10. 10. EN AAsQ & Asøndag 12. mai 13
  11. 11. eX cRErI P/ IDo you have product/solution fit?Are your top problems (or JBD) validated by customers?Are they willing to pay for it?Can you solve it?Problem/SolutionFitProduct/MarketFitScalesøndag 12. mai 13
  12. 12. RoBM NtEIEwValidate your hypothesesKey questions:Who has the problem/pain - Isthis a viable customer segment?What are you solving? How docustomers rank the problems?Who is the competition - Howdo you customers solve theseproblems today?søndag 12. mai 13
  13. 13. OcUNt STsBe objectiveDocument immediately after interviewNotice their “keywords”søndag 12. mai 13
  14. 14. OlUON NtEIEwValidate your hypothesesKey questions:Who has the pain? (customersegment)How do you solve their problems?(solution)What will they pay? (revenue)søndag 12. mai 13
  15. 15. Et T O ThE UiLNg EASet up a booth - do a publicdemoInterview potential customersPut your office where thecustomers areThrow a partyTalk to exerts in the fieldFind the decision makersAsk for introductionsPre-ordersLanding-pagesGo to conferencesWork for free for your customersøndag 12. mai 13
  16. 16. lE cAAs: PBlE / JS T Be NeA job to be done is a fundamental problem that a customer faces. Itcan be functional/social or emotional.Why? Why? Why?Examples:Listen to music while joggingManage personal finance at homeClean clothes at homecOEXCtI RboBCtha en story på why whysøndag 12. mai 13
  17. 17. OW WHA?Do you have problem/solution fit?1 minute for each companyWhat are you planning next?Pivot?Continue at Problem/Solution Fit Stage?Proceed to Product/Market Fit Stage?Problem/SolutionFitProduct/MarketFit?søndag 12. mai 13
  18. 18. rUInG XpEMTsRoDT/ArK Isøndag 12. mai 13
  19. 19. https://vimeo.com/65998583/søndag 12. mai 13
  20. 20. IDEASCODEDATABUILDMEASURELEARNSeR EsTGvADaT MoS RiS hYThESwIFrA eN AcTN (fABoO FE)gRSeMKeY CPtSeR EsTG RRuIENdOMeN AnD UmMIzE EsUSpIT I NeED..... WT W LeAED (iNGH)wH wE HoUT...... (hYThES)søndag 12. mai 13
  21. 21. IaBItY EsTGLanding pageConciergeWizard of OzPrototypes (paper/html/Physical)VideoWireframe/Mockups, similarproductsTest apps / Free appsCrowd-Funding testsøndag 12. mai 13
  22. 22. lE cAAs: WHaT S A HyPHIsFalsifiable hypothesis = (Specific action) will (expected measurableaction).Examples:Leap of faith: Begin know as an “expert” will drive early adopters.Hypothesis: Blog post will drive > 100 early adopter sign-ups.søndag 12. mai 13
  23. 23. eXCE 1 - XpEMTsWHaT O ER YpOEI XpEMTsWhat are you trying to learn?Use this format:Falsifiable hypothesis = (Specific action) will (expected measurableaction).What type of experiments can you use to validate your hypothesis?søndag 12. mai 13
  24. 24. m - InIM VBlE RoDTsøndag 12. mai 13
  25. 25. “The minimum viable product is that version of a new product whichallows a team to collect the maximum amount of validated learningabout customers with the least effort."- Eric Riessøndag 12. mai 13
  26. 26. InIM VBlE RoDTFeatureset/Capabilites:Start with the “must haves”Drop “nice to haves”Objectives:Start iterating trough Build-Measure-Learn (LEARNING)Validating market demandsøndag 12. mai 13
  27. 27. InIM VBlE RoDTDo not build the “actual” product before you have to - only what youneed to test!Low Fidelity MVPi.e.Wireframes / ConciergeHigh Fidelity MVPi.e.Video / Prototypes / Demos / Test Appssøndag 12. mai 13
  28. 28. dRBoX Vphttps://vimeo.com/65885136søndag 12. mai 13
  29. 29. ItMOrS Vp780.000$8 months - MVP + 82 pre-orderssøndag 12. mai 13
  30. 30. m ExplConciergeWizard of OzPrototypesVideoTest apps / Free appsRapid Development SW3D printed HWArduino Electronics HWsøndag 12. mai 13
  31. 31. Concept CarsStyrofoam/ABS ToysOrE Vp AmPSFashion Electronicssøndag 12. mai 13
  32. 32. XeRSE 2Kom opp med minst 2 ulike forslag på hvordan du kan lage en Low-Fidelity MVP og 2 forslag for en High Fidelity MVP for din bedrift.Discuss in 10 minutes (2 and 2)Present 3 minutessøndag 12. mai 13
  33. 33. vEN VERsøndag 12. mai 13
  34. 34. vEN VERHvordan ser veien videre ut? Tanker fra hver bedrift.Founders Dilemma Per ArveBøker / Web ressurserFeedback på workshopen fra deltakernesøndag 12. mai 13
  35. 35. fODeR DiLMMsøndag 12. mai 13
  36. 36. rEUEshttp://steveblank.com/tools-and-blogs-for-entrepreneurs/ Steve Blankhttp://spark59.com Ash Mauryahttp://www.startuplessonslearned.com Eric Rieshttp://www.businessmodelgeneration.com Alexander Osterwaldersøndag 12. mai 13
  37. 37. OKsøndag 12. mai 13
  38. 38.  & Asøndag 12. mai 13
  39. 39. Kontaktinfo: helgeh@gmail.comAkK Or  DA!søndag 12. mai 13
  40. 40. søndag 12. mai 13

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