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Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
Startup Fuze: Lean Startup, Customer Development & Validation Process
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Startup Fuze: Lean Startup, Customer Development & Validation Process

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Startup Fuze: Lean Startup, Customer Development & Validation Process.

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  • 1. Startup Fuze June 2014
  • 2. Lean Startup Customer Development Validation Process Startup Fuze June 2014 Day 1
  • 3. HOLA
  • 4. GRACIAS
  • 5. Entrepreneurship coordinator, serial entrepreneurs,consultant, teacher, researcher. Business & TI Blogger, Social Media, Startups Computer Systems Engineer MBA IT Management Master Degree Who is talking? basket ball, tech, human complexity
  • 6. The 5 hottest mexican tech blogs: http://www.seedstarsworld.com/5-hottest-mexican-tech-blogs/
  • 7. @lmalmanza lmalmanza.wordpress.com about.me/luismiguelalmanza
  • 8. why you are here?
  • 9. First steps ç First steps @lmalmanza
  • 10. history…
  • 11. 2006: Dozens and dozens of 
 cloud storage companies
  • 12. VC: “There are a million 
 cloud storage startups!”
 
 Drew: “Do you use any of them?”
 
 VC: “No”
 
 Drew: “…”
  • 13. Learn early, learn often
  • 14. Dropbox’s minimum viable product: ! 3 min screencast on Hacker News (Apr 07): Lots of immediate, high-quality feedback
  • 15. Simple landing page: capture interest/email address
  • 16. Private beta launch video à 12,000 diggs; 
 beta waiting list jumps from 5,000 to 75,000 in one day (Mar 2008)
  • 17. Public launch (Sep 2008): Time to get real
  • 18. Public launch (Sep 2008): Time to get real Our Web 2.0 Marketing Plan ! • Big launch at TechCrunch50 • Buy some AdWords • Hire a PR firm, or a VP of Marketing, or 
 something
  • 19. Experiment: Paid search Hired experienced SEM & affiliate marketing guy ($$) Picked out keywords, made landing pages Hid the free account option for people arriving via paid search, replace with free time-limited trial Went live in early 2009
  • 20. Cost per acquisition: $233-$388
  • 21. Cost per acquisition: $233-$388 For a $99 product. Fail.
  • 22. Experiments failing left and right Problem: Most obvious keywords bidded way up Probably by other venture-backed startups Problem: Long tail had little volume Problem: Hiding free option was shady, confusing, buggy Affiliate program, display ads, etc sucked too Economics totally broken
  • 23. But we were still doing well…? • Reached 1mm users 7 months after launch • Beloved by our community
  • 24. Fourteen Months to the Epiphany
  • 25. Typical Dropbox User
  • 26. New strategy: viral • Give users better tools to spread the love • Referral program w/ 2-sided incentive permanently increased signups by 60% (!!) – Inspired by PayPal $5 signup bonus • Big investment in analytics
  • 27. Trailing 30 days (Apr 2010) : users sent 
 2.8 million direct referral invites
  • 28. Results • September 2008: 100,000 registered users • January 2010 (15 mos later): 4,000,000 • Mostly from word-of-mouth and viral: – 35% of daily signups from referral program – 20% from shared folders, other viral features • Sustained 15-20%+ month-over-month growth since launch
  • 29. what is the goal today?
  • 30. – @RAMONSCOTT “The best entrepreneurship methodology is: EXECUTION”
  • 31. The rules of the game are different
  • 32. Grid vs cloud old new
  • 33. Think and idea, work on it and… see whats happen
  • 34. ¡EL COSTO DE INICIAR ES MÁS BARATO QUE NUNCA!
  • 35. new business rate 98% of startups fail
  • 36. why? why?
  • 37. most startups fail from a lack of customer ($)
  • 38. they build the wrong things for the customers!
  • 39. Why so dumb? • Love • Bias • Passion • Lack of vision
  • 40. goal: have a chance
  • 41. Source: The Center of Entrepreneurship and Technology / Berkeley
  • 42. What to build?
  • 43. understanding basics
  • 44. lean lean
  • 45. Startup Company
  • 46. lean startup?
  • 47. Sales + Costs - $
  • 48. one example
  • 49. Methodologies
  • 50. Marshmallow challenge
  • 51. marshmellow challenge
  • 52. LESSONS LEARNED TED talk
  • 53. Customer Development
  • 54. Build customers first
  • 55. 4 steps to ephifany
  • 56. Customer Problem Solution Product Market Company
  • 57. Why is important customer perspective?
  • 58. Mentores
  • 59. customer is more important than you!
  • 60. how?
  • 61. get out of the building
  • 62. what is the problem?
  • 63. NO
  • 64. Instructions • Teams (3) • As many NO´s as you can. • Unknown people • Record in video (1 x px) • Send it to:
  • 65. Validation Process
  • 66. validation comprobation
  • 67. comprobar que
  • 68. método científico scientific method 1. Construct hypotheses 2. Test by doing an experiment 3. Validate or invalidate
  • 69. most startups fail from a lack of customer ($) there is no process
  • 70. hypotheses = assumptions
  • 71. experiments experiments
  • 72. metrics / documentation
  • 73. take decision take decision pivot
  • 74. Types of pivot • Zoom - in • Zoom - out • Customer segment • Customer need • Platform • Business architecture • Value capture • Engine of growth • Channel
  • 75. tools
  • 76. are they important?
  • 77. is a framework
  • 78. Javelin Board
  • 79. ideas experiments
  • 80. Brainstorm
  • 81. Execution
  • 82. Customers h1 Problems h1 Solution Risks h1 h2 h2 h2 h2 h3 h3 h4
  • 83. yeahhh, now what?
  • 84. MVP? minimum viable product
  • 85. – Eric Ries “The minimum amount of effort you have to do to complete exactly one turn of the Build - Measure - Lear feedback loop”
  • 86. how?
  • 87. 1. Exploration
  • 88. observation observation
  • 89. story board Story board
  • 90. talk!
  • 91. interviews
  • 92. surveysNot now
  • 93. record, evidence record, evidence
  • 94. 2. pitch!
  • 95. cold email cold email
  • 96. cold call cold call
  • 97. fake ad
  • 98. Walking into a store and pitching the owner
  • 99. Meetings, user groups, conferences meetings, user groups, conferences Hand out cards with invite to:
  • 100. landing page
  • 101. options • launchrock • unbounce • checkthis.com www.unbounce.com
  • 102. www.launchrock.com
  • 103. www.checkthis.com
  • 104. don´t forget the ACTION “Singup to be notified when we launch”
  • 105. one example
  • 106. examples
  • 107. demos
  • 108. videos
  • 109. dibujos drawings
  • 110. maquetas model
  • 111. real life simulation
  • 112. extra: research
  • 113. OK. Let´s do it.
  • 114. Today • Javelin Board & at least 2 iterations • 10 interviews by team
  • 115. Tomorrow • Proposed MVP • At least your landing page
  • 116. how i can find people? where are they?
  • 117. get out of the building
  • 118. ¿fin?
  • 119. I did it!
  • 120. next steps
  • 121. Gracias!
  • 122. contactolmalmanza.wordpress.com about.me/luismiguelalmanza
  • 123. Imágenes • flickr.com • slideshare.com

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