Startup toolsLuiz Borba - http://borba.blog.br - @luizborba
Startup historyGolden Age                       Lean Startups    1970-1995     1995-2000         2000-2011         2011-? ...
Golden Age (1970-1995) ‣   Building a business ‣   $ Millions to start (proprietary hw/sw) ‣   Long product dev cycle (wat...
dot.com bubble (1995-2001) ‣   Flipping a business ‣   10s $ millions to start (get big fast) ‣   Long product dev cycle ‣...
Lean Startups (2001-2010) ‣   < $500k to start ‣   Short product dev cycle (agile development) ‣   10s millions customers ...
$41 millions
The new bubble (2010-????) ‣   Flipping a built business? ‣   Short product dev cycle (agile development) ‣   10s/100s mil...
Building a Business
Lean Thinking
Identify value from standpoint    of the end customer
Map the value stream
Create flow by eliminating waste
Understand the customer demand
Pursue perfection
Customer DevelopmentThe search for the business modelThe Search for a Business   The Growth of a Business
‘   Startup is an organization formed to    search for a repeatable and scalable    business model                        ...
Customer Discovery
Customer Discovery ‣   Stop selling, start listening ‣   Test your hypotheses ‣   Continuous Discovery
Get out of thebuilding
Coming soon
Type of Market Changes Everything• Market              • Sales            • Customers  • Market Size         • Sales Model...
Customer Validation
How to Validate?
Minimum Viable Product       (MVP)   The minimum set of features needed to learn    from early adopters
The Pivot
Change directions butstay grounded in what    weve learned
‘   A startup is a human institution    designed to deliver a new product or    service under conditions of extreme    unc...
The Lean Startup Principles ‣   Entrepeneurs are everywhere ‣   Entrepeneurship is management ‣   Validated Learning ‣   I...
Traditional product development    unit of progress: advance to next stage
Agile product development unit of progress: a line of working code
Product development at Lean Startup unit of progress: validated learning about customers ($$$)
The Loop
Minimize the total time   through the loop
Build faster ‣   Unit tests           ‣   Cluster immune                              system ‣   Usability tests          ...
Measure faster ‣   Split tests             ‣   Funnel Analysis ‣   Continuous              ‣   Cohort Analysis     deploym...
Split testsif (setup_experiment(...) == CONTROL) {    // new way} else {    // old way}
Continuous deployment
Funnel analysis
Learn faster ‣   Split tests         ‣   Product owner ‣   Customer            ‣   Accountability     development         ...
Reality Checkhttp://slidesha.re/kexf1L
Q&A
Thank you
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Startup tools

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Lecture about customer development and lean startup

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Startup tools

  1. 1. Startup toolsLuiz Borba - http://borba.blog.br - @luizborba
  2. 2. Startup historyGolden Age Lean Startups 1970-1995 1995-2000 2000-2011 2011-? dot.com bubble The new bubble
  3. 3. Golden Age (1970-1995) ‣ Building a business ‣ $ Millions to start (proprietary hw/sw) ‣ Long product dev cycle (waterfall) ‣ Thousands Customers ‣ Liquidity=IPO ‣ No repeatable methodology
  4. 4. dot.com bubble (1995-2001) ‣ Flipping a business ‣ 10s $ millions to start (get big fast) ‣ Long product dev cycle ‣ Millions of customers ‣ no profits IPO ‣ Repeatable methodology
  5. 5. Lean Startups (2001-2010) ‣ < $500k to start ‣ Short product dev cycle (agile development) ‣ 10s millions customers ‣ M&A (revenue & network of users) ‣ Repeatable methodology
  6. 6. $41 millions
  7. 7. The new bubble (2010-????) ‣ Flipping a built business? ‣ Short product dev cycle (agile development) ‣ 10s/100s millions customers ‣ M&A & IPO ‣ Repeatable methodology
  8. 8. Building a Business
  9. 9. Lean Thinking
  10. 10. Identify value from standpoint of the end customer
  11. 11. Map the value stream
  12. 12. Create flow by eliminating waste
  13. 13. Understand the customer demand
  14. 14. Pursue perfection
  15. 15. Customer DevelopmentThe search for the business modelThe Search for a Business The Growth of a Business
  16. 16. ‘ Startup is an organization formed to search for a repeatable and scalable business model - Steve Blank
  17. 17. Customer Discovery
  18. 18. Customer Discovery ‣ Stop selling, start listening ‣ Test your hypotheses ‣ Continuous Discovery
  19. 19. Get out of thebuilding
  20. 20. Coming soon
  21. 21. Type of Market Changes Everything• Market • Sales • Customers • Market Size • Sales Model • Needs • Cost of entry • Margins • Adoption • Finance • Launch type • Sales cycle • Ongoing Capital • Competitive Barriers • Chasm width • Time to profitability • Positioning
  22. 22. Customer Validation
  23. 23. How to Validate?
  24. 24. Minimum Viable Product (MVP) The minimum set of features needed to learn from early adopters
  25. 25. The Pivot
  26. 26. Change directions butstay grounded in what weve learned
  27. 27. ‘ A startup is a human institution designed to deliver a new product or service under conditions of extreme uncertainty. - Eric Ries
  28. 28. The Lean Startup Principles ‣ Entrepeneurs are everywhere ‣ Entrepeneurship is management ‣ Validated Learning ‣ Innovation Accounting ‣ Build-Measure-Learn
  29. 29. Traditional product development unit of progress: advance to next stage
  30. 30. Agile product development unit of progress: a line of working code
  31. 31. Product development at Lean Startup unit of progress: validated learning about customers ($$$)
  32. 32. The Loop
  33. 33. Minimize the total time through the loop
  34. 34. Build faster ‣ Unit tests ‣ Cluster immune system ‣ Usability tests ‣ Just-in-time ‣ Continuous scalability integration ‣ Refactoring ‣ Incremental deployment ‣ Developer sandbox ‣ Free & open-source ‣ Minimum viable product ‣ Cloud computing
  35. 35. Measure faster ‣ Split tests ‣ Funnel Analysis ‣ Continuous ‣ Cohort Analysis deployment ‣ Net promoter score ‣ Usability tests ‣ Search engine ‣ Real-time marketing monitoring & alerting ‣ Predictive ‣ Customer liaison monitoring
  36. 36. Split testsif (setup_experiment(...) == CONTROL) { // new way} else { // old way}
  37. 37. Continuous deployment
  38. 38. Funnel analysis
  39. 39. Learn faster ‣ Split tests ‣ Product owner ‣ Customer ‣ Accountability development ‣ Customer archetypes ‣ Five whys ‣ Cross-functional ‣ Customer advisory teams board ‣ Semi-autonomous ‣ Falsifiable teams hypotheses ‣ Smoke tests
  40. 40. Reality Checkhttp://slidesha.re/kexf1L
  41. 41. Q&A
  42. 42. Thank you
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