Agile for Startups<br />
Startups?<br />
Version 0 – 1.0 (Creation)<br />Version 1.0 – 1.1 (Improvement)<br />Version 1.1 – 2.0  (Reinvention)<br />
Startups fail due to lack of customers<br />Period.<br />
Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business...
Watch<br />
Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business...
Requirements<br />Specification<br />Design<br />Problem: Known<br />Solution: Known<br />Implementation<br />Verification...
Product Owner <br />In-house Customer<br />Problem: Known<br />Solution: Unknown<br />
“A few months after this first launch, the project&apos;s customer representative — a key role in the Extreme Programming ...
?<br />?<br />?<br />?<br />?<br />?<br />Problem: Unknown<br />Solution: Unknown<br />
Startups are Tightly Coupled<br />Business, Marketing, Sales, Engineering, Testing, Operations, Support <br />
?<br />Problem: Unknown<br />Solution: Unknown<br />
Customer Development!<br />Problem: Unknown<br />Solution: Unknown<br />
Customer<br />Discovery<br />Customer<br />Validation<br />Customer<br />Creation<br />Scaling<br />Company<br />stop<br /...
Customer Development<br />Started with a Question:<br />If startups fail due to lack of customers, not product development...
Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business...
Customer Development<br />Resulted in the following Hypotheses:<br /><ul><li>Dollhouse Fallacy, Not small big companies
Iteration not Execution
Entrepreneurs and VC operate on guesses
Facts are outside the building</li></li></ul><li>Iteration vs. Execution<br />stop<br />stop<br />stop<br />stop<br />Cust...
Customer Discovery<br />Verify<br />Test Product<br />Hypothesis<br />Test <br />Problem Hypothesis<br />State your Hypoth...
Product Benefits
Key Assumptions
Deployment Model
Friendly First Contacts
“Problem” Presentation
Customer Understanding
Market Knowledge
Synch with Dev
Product Presentation
More Customer Visits
Advisory Board
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Agile for Startups

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Transcript of "Agile for Startups"

  1. 1. Agile for Startups<br />
  2. 2. Startups?<br />
  3. 3. Version 0 – 1.0 (Creation)<br />Version 1.0 – 1.1 (Improvement)<br />Version 1.1 – 2.0 (Reinvention)<br />
  4. 4.
  5. 5.
  6. 6. Startups fail due to lack of customers<br />Period.<br />
  7. 7. Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business Plan<br />
  8. 8. Watch<br />
  9. 9. Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business Plan<br />
  10. 10. Requirements<br />Specification<br />Design<br />Problem: Known<br />Solution: Known<br />Implementation<br />Verification<br />Maintenance<br />
  11. 11. Product Owner <br />In-house Customer<br />Problem: Known<br />Solution: Unknown<br />
  12. 12. “A few months after this first launch, the project&apos;s customer representative — a key role in the Extreme Programming methodology — quit due to burnout and stress, and couldn&apos;t be replaced.”<br />
  13. 13.
  14. 14. ?<br />?<br />?<br />?<br />?<br />?<br />Problem: Unknown<br />Solution: Unknown<br />
  15. 15. Startups are Tightly Coupled<br />Business, Marketing, Sales, Engineering, Testing, Operations, Support <br />
  16. 16. ?<br />Problem: Unknown<br />Solution: Unknown<br />
  17. 17. Customer Development!<br />Problem: Unknown<br />Solution: Unknown<br />
  18. 18. Customer<br />Discovery<br />Customer<br />Validation<br />Customer<br />Creation<br />Scaling<br />Company<br />stop<br />stop<br />stop<br />stop<br />Data<br />Feedback<br />Insights<br />Hypothesis<br />Experiments<br />Insights<br />Problem: Unknown<br />Solution: Unknown<br />
  19. 19. Customer Development<br />Started with a Question:<br />If startups fail due to lack of customers, not product development failure then why do we have evolved processes for product development and nothing for customer development<br />
  20. 20. Product Development Model<br />Launch<br />Alpha/Beta<br />Test<br />Product<br />Development<br />Concept /<br />Business Plan<br />
  21. 21. Customer Development<br />Resulted in the following Hypotheses:<br /><ul><li>Dollhouse Fallacy, Not small big companies
  22. 22. Iteration not Execution
  23. 23. Entrepreneurs and VC operate on guesses
  24. 24. Facts are outside the building</li></li></ul><li>Iteration vs. Execution<br />stop<br />stop<br />stop<br />stop<br />Customer<br />Creation<br />Scaling<br />Company<br />Customer<br />Discovery<br />Customer<br />Validation<br />Search for a business<br />Grow the business<br />Product/Market Fit<br />
  25. 25. Customer Discovery<br />Verify<br />Test Product<br />Hypothesis<br />Test <br />Problem Hypothesis<br />State your Hypothesis<br /><ul><li>Product Features
  26. 26. Product Benefits
  27. 27. Key Assumptions
  28. 28. Deployment Model
  29. 29. Friendly First Contacts
  30. 30. “Problem” Presentation
  31. 31. Customer Understanding
  32. 32. Market Knowledge
  33. 33. Synch with Dev
  34. 34. Product Presentation
  35. 35. More Customer Visits
  36. 36. Advisory Board
  37. 37. Summarize Problem
  38. 38. Summarize Product
  39. 39. Verify Business Model
  40. 40. Go/No Go?</li></ul>Fail Fast!<br />Take what you learned and iterate on the idea<br />
  41. 41. Customer Validation<br />Verify<br />Develop Positioning<br />Sell to Earlyvangelist<br />Preparing to Sell<br /><ul><li>Articulate the value proposition
  42. 42. Create sales tools
  43. 43. Build Sales roadmap
  44. 44. ID the “closer”
  45. 45. Formalize Advisory Board
  46. 46. Contact Earlyvangelists
  47. 47. Sell them!
  48. 48. Refine sales process
  49. 49. Selling is truth
  50. 50. Gather data
  51. 51. Cycle times
  52. 52. Web traffic
  53. 53. Decision maker
  54. 54. Org charts
  55. 55. Product
  56. 56. Company
  57. 57. Present to Influencers
  58. 58. Present to Analysts</li></ul>Back to Customer Discovery<br />
  59. 59. Available on CafePress or Amazon<br />
  60. 60. The Lean Startup<br />Eric Ries<br />http://www.startuplessonslearned.com/<br />
  61. 61. Lean Startup<br />Commodity Technology Stack<br />Customer<br />Development<br />Agile<br />Development<br />
  62. 62. Minimize the TOTAL time through the loop<br />IDEAS<br />Learn<br />Build<br />CODE<br />DATA<br />Measure<br />
  63. 63. Speed Wins<br />
  64. 64. Minimum Viable Product (MVP)<br />The smallest feature set that does the job, barely<br />Have to be willing to look bad!<br /><ul><li>The anti-launch, no press mentality
  65. 65. Start the validated learning process</li></li></ul><li>Continuous Deployment<br />Ship Multiple Times per Day<br />Cluster Immune System<br />You will screw up, but you will also recover<br />Small batch sizes, minimizes waste!<br />It matters that you decode the problem before you scale the solution<br />
  66. 66. Pivot<br />At each iteration through the loop…<br />Based on what you’ve built, what data do you have, what did you learn?<br />Where should we go next?<br />Staying grounded in what you learn<br />Most successful startups pivot<br />
  67. 67. PayPal – CyberCash for PDA’s…Online Payments for eBay<br />Microsoft - BASIC Interpreter…Global OS Domination<br />Flickr – Online Games…Photo sharing<br />
  68. 68. LeanStartUp Practice is Evolving<br />IDEAS<br />Learn<br />Build<br />Learn Faster<br />Build Faster<br />Customer Development<br />5 Whys – Root Cause<br />Customer Advisory Board<br />Falsifiable Hypotheses<br />Product Owner Accountability<br />Customer Personas<br />Cross Functional Teams<br />Unit Tests<br />Usability Tests<br />Continuous Integration<br />Incremental Deployment<br />Open Source Tools<br />Cloud Computing<br />Cluster Immune System<br />Just-In-Time Scaling<br />Refactoring <br />MVP<br />CODE<br />DATA<br />Measure<br />Measure Faster<br />Funnel Analysis<br />Cohort Analysis<br />Net Promoter Score<br />Search Engine Marketing<br />Split Tests<br />Web Analytics<br />Heat Maps<br />Voice of Customer<br />
  69. 69. Follow These People<br />Customer Development<br />Steve Blank, Haas School, Stanford<br />http://steveblank.com/<br />Lean Startups<br />Eric Ries<br />http://startuplessonslearned.com/<br />AARRR!<br />Dave McClure<br />http://500hats.com/<br />@sgblank<br />@ericries<br />@davemcclure<br />

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