0
LEAN
STACK
A story of continuous
improvement.
LUKAS FITTL
@LukasFittl

spark59.com
Lean Startup is trademarked by Eric Rie...
Biz + UX + Dev

@LukasFittl
Our Situation:
Increased Variability
in Knowledge Work
To work with Variability
inside the company:
SCRUM, Agile, Kan-ban
(e.g. technical risk)
TODO

IN PROGRESS

Task

Task

Task

Task

Task

DONE
Task
To work with Variability Of
Business Models & Customers:
Lean Startup
(product innovation, etc)
IDEAS

LEARN

BUILD

DATA

PRODUCT

MEASURE

Experiment
Validating a Product Hypothesis
vs
Just “Getting Work Done”
Lean Stack 0.5
2011
Why?
Need a tool that Works for Us
Kan-ban Board
Build

IDEAS

LEARN

BUILD

DATA

PRODUCT

MEASURE

Measure

Learn
Lean Stack 0.5

TODO

BUILD
IN PROGRESS

MEASURE

LEARN
DONE
Lean Stack 0.5

So, whats on these cards?
Tasks
Lean Stack 0.5

So, whats on these cards?
Tasks
Stories
Lean Stack 0.5

So, whats on these cards?
Tasks
Stories
Hypothesis
Lean Stack 0.5

So, whats on these cards?
Tasks
Stories
Hypothesis
Experiments
Lean Stack 0.5

BUILD
Experiment

MEASURE

LEARN

Experiment

Experiment

Experiment

Experiment
Lean Stack 0.5

Experiment:
- Has a Measureable Outcome
- Has associated Tasks
Lean Stack 0.5

BUILD
Increase
Landing Page
Conversion
by 5%

Convert > 5% to
Paying Customers

MEASURE
Reduce
Onboarding ...
Lean Stack 0.5

BUILD

MEASURE

LEARN
✓
✘
Lean Stack 0.5

Experiment
Reports
EXPERIMENT REPORT

Author: [NAME]

Title: [TITLE]

Background
What are you trying to learn or achieve?

Created: [DATE]

R...
EXPERIMENT REPORT

Author: [NAME]

Title: [TITLE]

Background
What are you trying to learn or achieve?

Created: [DATE]

R...
EXPERIMENT REPORT

Author: [NAME]

Title: [TITLE]

Background

Created: [DATE]

Results

What are you trying to learn or a...
Lean Stack 0.5
Falsifiable Hypothesis
Your list of statements on the expected outcome of
the experiment.
Use this format:
[...
Lean Stack 1.0
2012
Prototyping
in Coaching Projects
Huge Posters
Keynote
Lean Stack 1.0

The Bigger Picture
Lean Stack 1.0
Lean Stack 1.0

Lean Canvas
Lean Stack 1.0
Lean Stack 1.0

Whats your Overall Strategy?
&
Whats the Biggest Risk?
Lean Stack 1.0

Strategy & Risks Board
Lean Stack 1.0
Lean Stack 0.5

BUILD

MEASURE

LEARN
✓
✘
Lean Stack 1.0

Validated Learning Board
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal

Build

Measure

Goal/Risk

Experiment

Kan-ban Board

Learn
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal

Build

Measure

Goal/Risk

Experiment

Kan-ban Board

Learn
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal

Build

Measure

Increase
Acquisition

Goal/Risk

Experiment

Kan-ban...
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal
Increase
Acquisition

Goal/Risk

Build

Measure

Landing
Split Test

...
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal
Increase
Acquisition

Build

Measure
Landing
Split Test

Goal/Risk

V...
VALIDATED
LEARNING
BOARD

INCREASE
ACQUISITION

Goal

Build

Measure

Landing
Split Test

Increase
Acquisition

Goal/Risk
...
Launch!
Keynote Templates
Huge Posters
Lean Stack 2.0
2013
The Customer Factory
Happy customers get you paid and,
doing this repeatedly and efficiently
is the goal of every business.
Our Business is a Factory that
Makes Happy Customers.
The Happy Customer Manufacturing Process
Unaware visitor

ACQUISITION
ACTIVATION
RETENTION
REVENUE

Passionate Happy Custo...
Acquisition
Acquisition

Activation
Revenue

Acquisition

Activation
Retention

Revenue

Acquisition

Activation
Retention

Revenue

Acquisition

Activation

Referral
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
Scale

Product/Market Fit
Problem/Solution Fit
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?
What is your early validat...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

SCALE

How will you determine if you have
built something enough p...
SUCCESS METRICS

CURRENT METRICS

PROBLEM/SOLUTION FIT

How is your customer funnel
performing?
Identify your current stag...
leanstack.com
Thanks!
leanstack.com
lukas@spark59.com
Lean Stack - A Story Of Continuous Improvement
Lean Stack - A Story Of Continuous Improvement
Lean Stack - A Story Of Continuous Improvement
Lean Stack - A Story Of Continuous Improvement
Lean Stack - A Story Of Continuous Improvement
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Lean Stack - A Story Of Continuous Improvement

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Talk at Tools4AgileTeams '13 explaining how we iterated on our Lean Stack framework over the last 3 years.

From being risk-focused to focusing on the constraints in a business' customer factory.

Published in: Technology, Business

Transcript of "Lean Stack - A Story Of Continuous Improvement"

  1. 1. LEAN STACK A story of continuous improvement. LUKAS FITTL @LukasFittl spark59.com Lean Startup is trademarked by Eric Ries and used with permission. Business Model Canvas is created by Alex Osterwalder and licensed under CC-BY-SA.
  2. 2. Biz + UX + Dev @LukasFittl
  3. 3. Our Situation: Increased Variability in Knowledge Work
  4. 4. To work with Variability inside the company: SCRUM, Agile, Kan-ban (e.g. technical risk)
  5. 5. TODO IN PROGRESS Task Task Task Task Task DONE Task
  6. 6. To work with Variability Of Business Models & Customers: Lean Startup (product innovation, etc)
  7. 7. IDEAS LEARN BUILD DATA PRODUCT MEASURE Experiment
  8. 8. Validating a Product Hypothesis vs Just “Getting Work Done”
  9. 9. Lean Stack 0.5 2011
  10. 10. Why? Need a tool that Works for Us
  11. 11. Kan-ban Board Build IDEAS LEARN BUILD DATA PRODUCT MEASURE Measure Learn
  12. 12. Lean Stack 0.5 TODO BUILD IN PROGRESS MEASURE LEARN DONE
  13. 13. Lean Stack 0.5 So, whats on these cards? Tasks
  14. 14. Lean Stack 0.5 So, whats on these cards? Tasks Stories
  15. 15. Lean Stack 0.5 So, whats on these cards? Tasks Stories Hypothesis
  16. 16. Lean Stack 0.5 So, whats on these cards? Tasks Stories Hypothesis Experiments
  17. 17. Lean Stack 0.5 BUILD Experiment MEASURE LEARN Experiment Experiment Experiment Experiment
  18. 18. Lean Stack 0.5 Experiment: - Has a Measureable Outcome - Has associated Tasks
  19. 19. Lean Stack 0.5 BUILD Increase Landing Page Conversion by 5% Convert > 5% to Paying Customers MEASURE Reduce Onboarding Time to < 1 week LEARN Get 100 Customers using Twitter
  20. 20. Lean Stack 0.5 BUILD MEASURE LEARN ✓ ✘
  21. 21. Lean Stack 0.5 Experiment Reports
  22. 22. EXPERIMENT REPORT Author: [NAME] Title: [TITLE] Background What are you trying to learn or achieve? Created: [DATE] Results Enter the data. Falsifiable Hypothesis Your list of statements on the expected outcome of the experiment. Use this format: [Specific Repeatable Action] will [Expected Measurable Outcome] Validated Learning VALIDATED or INVALIDATED Summarize your learning from the experiment. Experiment Scope How many and/or how long will the experiment last? Minimum Build Plan List the build plan step by step to get your measurement and experiment. Next Action Whatʼs the next experiment? Lean Stack by Spark59.com
  23. 23. EXPERIMENT REPORT Author: [NAME] Title: [TITLE] Background What are you trying to learn or achieve? Created: [DATE] Results Enter the data. Falsifiable Hypothesis Your list of statements on the expected outcome of the experiment. Use this format: [Specific Repeatable Action] will [Expected Measurable Outcome] Left Side Defines The Experiment Validated Learning VALIDATED or INVALIDATED Summarize your learning from the experiment. Experiment Scope How many and/or how long will the experiment last? Minimum Build Plan List the build plan step by step to get your measurement and experiment. Next Action Whatʼs the next experiment? Lean Stack by Spark59.com
  24. 24. EXPERIMENT REPORT Author: [NAME] Title: [TITLE] Background Created: [DATE] Results What are you trying to learn or achieve? Enter the data. Falsifiable Hypothesis Your list of statements on the expected outcome of the experiment. Use this format: [Specific Repeatable Action] will [Expected Measurable Outcome] Experiment Scope Right Side Analyses The Results Validated Learning VALIDATED or INVALIDATED Summarize your learning from the experiment. How many and/or how long will the experiment last? Minimum Build Plan List the build plan step by step to get your measurement and experiment. Next Action Whatʼs the next experiment? Lean Stack by Spark59.com
  25. 25. Lean Stack 0.5 Falsifiable Hypothesis Your list of statements on the expected outcome of the experiment. Use this format: [Specific Repeatable Action] will [Expected Measurable Outcome] Measureable Outcome
  26. 26. Lean Stack 1.0 2012
  27. 27. Prototyping in Coaching Projects
  28. 28. Huge Posters
  29. 29. Keynote
  30. 30. Lean Stack 1.0 The Bigger Picture
  31. 31. Lean Stack 1.0
  32. 32. Lean Stack 1.0 Lean Canvas
  33. 33. Lean Stack 1.0
  34. 34. Lean Stack 1.0 Whats your Overall Strategy? & Whats the Biggest Risk?
  35. 35. Lean Stack 1.0 Strategy & Risks Board
  36. 36. Lean Stack 1.0
  37. 37. Lean Stack 0.5 BUILD MEASURE LEARN ✓ ✘
  38. 38. Lean Stack 1.0 Validated Learning Board
  39. 39. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Build Measure Goal/Risk Experiment Kan-ban Board Learn
  40. 40. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Build Measure Goal/Risk Experiment Kan-ban Board Learn
  41. 41. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Build Measure Increase Acquisition Goal/Risk Experiment Kan-ban Board Learn
  42. 42. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Increase Acquisition Goal/Risk Build Measure Landing Split Test VARIANT Experiment Kan-ban Board Learn
  43. 43. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Increase Acquisition Build Measure Landing Split Test Goal/Risk Visual Website Optimizer Experiment Kan-ban Board Learn
  44. 44. VALIDATED LEARNING BOARD INCREASE ACQUISITION Goal Build Measure Landing Split Test Increase Acquisition Goal/Risk Experiment Learn Kan-ban Board
  45. 45. Launch!
  46. 46. Keynote Templates
  47. 47. Huge Posters
  48. 48. Lean Stack 2.0 2013
  49. 49. The Customer Factory
  50. 50. Happy customers get you paid and, doing this repeatedly and efficiently is the goal of every business.
  51. 51. Our Business is a Factory that Makes Happy Customers.
  52. 52. The Happy Customer Manufacturing Process Unaware visitor ACQUISITION ACTIVATION RETENTION REVENUE Passionate Happy Customer REFERRAL
  53. 53. Acquisition
  54. 54. Acquisition Activation
  55. 55. Revenue Acquisition Activation
  56. 56. Retention Revenue Acquisition Activation
  57. 57. Retention Revenue Acquisition Activation Referral
  58. 58. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  59. 59. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 EXPERIMENT QUEUE 1 2 3 5 EXPECTED 6 7 8 OUTCOMES Lean Dashboard 4 ACTUAL 15 13 14 OUTCOMES 16 Lean Stack by Spark59.com
  60. 60. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  61. 61. Scale Product/Market Fit Problem/Solution Fit
  62. 62. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  63. 63. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  64. 64. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? MEASURE COMPLETED EXPERIMENTS LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 80% CLOSE RATE SEP 1 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  65. 65. SUCCESS METRICS PROBLEM/SOLUTION FIT How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? CURRENT METRICS PRODUCT/MARKET FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA 1 6 7 8 9 10 11 12 13 14 15 16 ACTIONABLE VISUALIZATION IS KEY SEP 1 EXPERIMENT QUEUE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  66. 66. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA 1 6 7 8 9 10 11 12 13 14 15 16 ACTIONABLE VISUALIZATION IS KEY SEP 1 EXPERIMENT QUEUE EXPERIMENT TITLE 1 EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 2 3 4 6 7 8 EXPERIMENT TITLE 5 Lean Dashboard Lean Stack by Spark59.com
  67. 67. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA 1 6 7 8 9 10 11 12 13 14 15 16 ACTIONABLE VISUALIZATION IS KEY SEP 1 EXPERIMENT QUEUE EXPERIMENT TITLE 1 EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 2 3 4 6 7 8 EXPERIMENT TITLE 5 Lean Dashboard Lean Stack by Spark59.com
  68. 68. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN ACTIONABLE VISUALIZATION IS KEY SEP 1 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 20 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  69. 69. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE ACTIONABLE VISUALIZATION IS KEY LEARN 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 JUL 20 EXPERIMENT TITLE SEP 1 MEASURE COMPLETED EXPERIMENTS JUL 25 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  70. 70. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD 80% CLOSE RATE MEASURE EXPERIMENT TITLE Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? EXPERIMENT TITLE JUL 25 COMPLETED EXPERIMENTS LEARN ACTIONABLE VISUALIZATION IS KEY JUL 20 SEP 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA 1 6 7 8 9 10 11 12 13 14 15 16 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  71. 71. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN ACTIONABLE VISUALIZATION IS KEY SEP 1 EXPERIMENT TITLE JUL 25 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 20 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  72. 72. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN EXPERIMENT TITLE ACTIONABLE VISUALIZATION IS KEY SEP 1 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 25 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  73. 73. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN EXPERIMENT TITLE ACTIONABLE VISUALIZATION IS KEY SEP 1 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 25 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  74. 74. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW REVENUE ACQUISITION ACTIVATION 2 20% 100 100% 10 10% REFERRAL 5 50% 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN EXPERIMENT TITLE ACTIONABLE VISUALIZATION IS KEY SEP 1 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 25 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  75. 75. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. 2,000 CUSTOMERS 1.5 YEARS FROM NOW REVENUE ACQUISITION ACTIVATION 2 20% 100 100% 10 10% REFERRAL 5 50% 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? 80% CLOSE RATE MEASURE COMPLETED EXPERIMENTS LEARN EXPERIMENT TITLE ACTIONABLE VISUALIZATION IS KEY SEP 1 1 2 3 4 5 PEOPLE DROWN IN A SEA OF DATA EXPERIMENT TITLE 6 7 8 9 10 11 12 13 14 15 16 JUL 25 EXPERIMENT QUEUE EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 1 2 3 4 5 6 7 8 Lean Dashboard Lean Stack by Spark59.com
  76. 76. SUCCESS METRICS CURRENT METRICS PROBLEM/SOLUTION FIT How is your customer funnel performing? Identify your current stage. List out customer lifecycle (AARRR) metrics. SCALE How will you determine if you have built something enough people want? What is your revenue goal? How many customers does that represent? By when? How will you determine if this is a problem worth solving? What is your early validation criteria? How many customers does that represent? By when? PRODUCT/MARKET FIT How will scale your business model? What is your engine of growth? What is your revenue goal? How many customers does that represent? By when? 20 CUSTOMERS 200 CUSTOMERS 8 WEEKS FROM NOW REVENUE 200 50% ACQUISITION ACTIVATION 400 50% 1,000 100% 2,000 CUSTOMERS 1.5 YEARS FROM NOW RETENTION 800 80% REFERRAL 200 25% 3 YEARS FROM NOW EXPERIMENTS KEY OBJECTIVE ACTIVE EXPERIMENTS BUILD Determine right action, right time. What are your riskiest assumptions or leaps of faiths? What is your next significant goal? How will you get there? By when? $20,000 MRR EXPERIMENT TITLE JUL 30 EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE 4 EXPERIMENT TITLE EXPERIMENT TITLE 2 3 4 6 7 8 Lean Dashboard EXPERIMENT TITLE AUG 20 EXPERIMENT TITLE 1 2 3 EXPERIMENT TITLE EXPERIMENT TITLE 5 6 7 8 9 10 11 12 13 14 15 16 JUL 27 EXPERIMENT TITLE EXPERIMENT TITLE 5 EXPERIMENT TITLE EXPERIMENT TITLE EXPERIMENT TITLE AUG 14 1-PAGE SAAS METRICS WILL RESONATE STRONGLY EXPERIMENT QUEUE 1 LEARN EXPERIMENT TITLE OCT 1 EXPERIMENT TITLE MEASURE COMPLETED EXPERIMENTS AUG 3 EXPERIMENT TITLE AUG 21 Lean Stack by Spark59.com
  77. 77. leanstack.com
  78. 78. Thanks! leanstack.com lukas@spark59.com
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