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Agile for Startups
 

Agile for Startups

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    Agile for Startups Agile for Startups Presentation Transcript

    • Agile for Startups
    • Startups?
    • Version 0 – 1.0 (Creation)
      Version 1.0 – 1.1 (Improvement)
      Version 1.1 – 2.0 (Reinvention)
    • Startups fail due to lack of customers
      Period.
    • Product Development Model
      Launch
      Alpha/Beta
      Test
      Product
      Development
      Concept /
      Business Plan
    • Watch
    • Product Development Model
      Launch
      Alpha/Beta
      Test
      Product
      Development
      Concept /
      Business Plan
    • Requirements
      Specification
      Design
      Problem: Known
      Solution: Known
      Implementation
      Verification
      Maintenance
    • Product Owner
      In-house Customer
      Problem: Known
      Solution: Unknown
    • “A few months after this first launch, the project's customer representative — a key role in the Extreme Programming methodology — quit due to burnout and stress, and couldn't be replaced.”
    • ?
      ?
      ?
      ?
      ?
      ?
      Problem: Unknown
      Solution: Unknown
    • Startups are Tightly Coupled
      Business, Marketing, Sales, Engineering, Testing, Operations, Support
    • ?
      Problem: Unknown
      Solution: Unknown
    • Customer Development!
      Problem: Unknown
      Solution: Unknown
    • Customer
      Discovery
      Customer
      Validation
      Customer
      Creation
      Scaling
      Company
      stop
      stop
      stop
      stop
      Data
      Feedback
      Insights
      Hypothesis
      Experiments
      Insights
      Problem: Unknown
      Solution: Unknown
    • Customer Development
      Started with a Question:
      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
    • Product Development Model
      Launch
      Alpha/Beta
      Test
      Product
      Development
      Concept /
      Business Plan
    • Customer Development
      Resulted in the following Hypotheses:
      • Dollhouse Fallacy, Not small big companies
      • Iteration not Execution
      • Entrepreneurs and VC operate on guesses
      • Facts are outside the building
    • Iteration vs. Execution
      stop
      stop
      stop
      stop
      Customer
      Creation
      Scaling
      Company
      Customer
      Discovery
      Customer
      Validation
      Search for a business
      Grow the business
      Product/Market Fit
    • Customer Discovery
      Verify
      Test Product
      Hypothesis
      Test
      Problem Hypothesis
      State your Hypothesis
      • Product Features
      • 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
      • Summarize Problem
      • Summarize Product
      • Verify Business Model
      • Go/No Go?
      Fail Fast!
      Take what you learned and iterate on the idea
    • Customer Validation
      Verify
      Develop Positioning
      Sell to Earlyvangelist
      Preparing to Sell
      • Articulate the value proposition
      • Create sales tools
      • Build Sales roadmap
      • ID the “closer”
      • Formalize Advisory Board
      • Contact Earlyvangelists
      • Sell them!
      • Refine sales process
      • Selling is truth
      • Gather data
      • Cycle times
      • Web traffic
      • Decision maker
      • Org charts
      • Product
      • Company
      • Present to Influencers
      • Present to Analysts
      Back to Customer Discovery
    • Available on CafePress or Amazon
    • The Lean Startup
      Eric Ries
      http://www.startuplessonslearned.com/
    • Lean Startup
      Commodity Technology Stack
      Customer
      Development
      Agile
      Development
    • Minimize the TOTAL time through the loop
      IDEAS
      Learn
      Build
      CODE
      DATA
      Measure
    • Speed Wins
    • Minimum Viable Product (MVP)
      The smallest feature set that does the job, barely
      Have to be willing to look bad!
      • The anti-launch, no press mentality
      • Start the validated learning process
    • Continuous Deployment
      Ship Multiple Times per Day
      Cluster Immune System
      You will screw up, but you will also recover
      Small batch sizes, minimizes waste!
      It matters that you decode the problem before you scale the solution
    • Pivot
      At each iteration through the loop…
      Based on what you’ve built, what data do you have, what did you learn?
      Where should we go next?
      Staying grounded in what you learn
      Most successful startups pivot
    • PayPal – CyberCash for PDA’s…Online Payments for eBay
      Microsoft - BASIC Interpreter…Global OS Domination
      Flickr – Online Games…Photo sharing
    • LeanStartUp Practice is Evolving
      IDEAS
      Learn
      Build
      Learn Faster
      Build Faster
      Customer Development
      5 Whys – Root Cause
      Customer Advisory Board
      Falsifiable Hypotheses
      Product Owner Accountability
      Customer Personas
      Cross Functional Teams
      Unit Tests
      Usability Tests
      Continuous Integration
      Incremental Deployment
      Open Source Tools
      Cloud Computing
      Cluster Immune System
      Just-In-Time Scaling
      Refactoring
      MVP
      CODE
      DATA
      Measure
      Measure Faster
      Funnel Analysis
      Cohort Analysis
      Net Promoter Score
      Search Engine Marketing
      Split Tests
      Web Analytics
      Heat Maps
      Voice of Customer
    • Follow These People
      Customer Development
      Steve Blank, Haas School, Stanford
      http://steveblank.com/
      Lean Startups
      Eric Ries
      http://startuplessonslearned.com/
      AARRR!
      Dave McClure
      http://500hats.com/
      @sgblank
      @ericries
      @davemcclure