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Agile for Startups Presentation Transcript

  • 1. Agile for Startups
  • 2. Startups?
  • 3. Version 0 – 1.0 (Creation)
    Version 1.0 – 1.1 (Improvement)
    Version 1.1 – 2.0 (Reinvention)
  • 4.
  • 5.
  • 6. Startups fail due to lack of customers
    Period.
  • 7. Product Development Model
    Launch
    Alpha/Beta
    Test
    Product
    Development
    Concept /
    Business Plan
  • 8. Watch
  • 9. Product Development Model
    Launch
    Alpha/Beta
    Test
    Product
    Development
    Concept /
    Business Plan
  • 10. Requirements
    Specification
    Design
    Problem: Known
    Solution: Known
    Implementation
    Verification
    Maintenance
  • 11. Product Owner
    In-house Customer
    Problem: Known
    Solution: Unknown
  • 12. “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.”
  • 13.
  • 14. ?
    ?
    ?
    ?
    ?
    ?
    Problem: Unknown
    Solution: Unknown
  • 15. Startups are Tightly Coupled
    Business, Marketing, Sales, Engineering, Testing, Operations, Support
  • 16. ?
    Problem: Unknown
    Solution: Unknown
  • 17. Customer Development!
    Problem: Unknown
    Solution: Unknown
  • 18. Customer
    Discovery
    Customer
    Validation
    Customer
    Creation
    Scaling
    Company
    stop
    stop
    stop
    stop
    Data
    Feedback
    Insights
    Hypothesis
    Experiments
    Insights
    Problem: Unknown
    Solution: Unknown
  • 19. 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
  • 20. Product Development Model
    Launch
    Alpha/Beta
    Test
    Product
    Development
    Concept /
    Business Plan
  • 21. Customer Development
    Resulted in the following Hypotheses:
    • Dollhouse Fallacy, Not small big companies
    • 22. Iteration not Execution
    • 23. Entrepreneurs and VC operate on guesses
    • 24. 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
  • 25. Customer Discovery
    Verify
    Test Product
    Hypothesis
    Test
    Problem Hypothesis
    State your Hypothesis
    • Product Features
    • 26. Product Benefits
    • 27. Key Assumptions
    • 28. Deployment Model
    • 29. Friendly First Contacts
    • 30. “Problem” Presentation
    • 31. Customer Understanding
    • 32. Market Knowledge
    • 33. Synch with Dev
    • 34. Product Presentation
    • 35. More Customer Visits
    • 36. Advisory Board
    • 37. Summarize Problem
    • 38. Summarize Product
    • 39. Verify Business Model
    • 40. Go/No Go?
    Fail Fast!
    Take what you learned and iterate on the idea
  • 41. Customer Validation
    Verify
    Develop Positioning
    Sell to Earlyvangelist
    Preparing to Sell
    • Articulate the value proposition
    • 42. Create sales tools
    • 43. Build Sales roadmap
    • 44. ID the “closer”
    • 45. Formalize Advisory Board
    • 46. Contact Earlyvangelists
    • 47. Sell them!
    • 48. Refine sales process
    • 49. Selling is truth
    • 50. Gather data
    • 51. Cycle times
    • 52. Web traffic
    • 53. Decision maker
    • 54. Org charts
    • 55. Product
    • 56. Company
    • 57. Present to Influencers
    • 58. Present to Analysts
    Back to Customer Discovery
  • 59. Available on CafePress or Amazon
  • 60. The Lean Startup
    Eric Ries
    http://www.startuplessonslearned.com/
  • 61. Lean Startup
    Commodity Technology Stack
    Customer
    Development
    Agile
    Development
  • 62. Minimize the TOTAL time through the loop
    IDEAS
    Learn
    Build
    CODE
    DATA
    Measure
  • 63. Speed Wins
  • 64. 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
    • 65. 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
  • 66. 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
  • 67. PayPal – CyberCash for PDA’s…Online Payments for eBay
    Microsoft - BASIC Interpreter…Global OS Domination
    Flickr – Online Games…Photo sharing
  • 68. 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
  • 69. 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