Introduction Lean Startup et Customer Development
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Introduction Lean Startup et Customer Development

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Presentation support for Lean Startup France meetup (April 10th, 2012)

Presentation support for Lean Startup France meetup (April 10th, 2012)

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Introduction Lean Startup et Customer Development Presentation Transcript

  • 1. INTRODUCTION ÀLEAN STARTUP& CUSTOMER DEVELOPMENTPourquoi la plupart des startups échouent-elles?Comment éviter cela! Eric Ries Steve Blank Nicolas Marchand – 10 Avril 2012 http://www.linkedin.com/in/nicolasm
  • 2. Top 10 – Raisons d’échec des startups1. Ignorer les clients2. Pas de marché viable3. Equipe non adaptée4. Faiblesse du marketing5. Trésorerie6. Niche trop étroite7. Business Modèle inefficace8. Timing d’accès au marché9. Manque de passion10. Mauvais repositionnement http://www.chubbybrain.com/blog/top-reasons-startups-fail-analyzing- startup-failure-post-mortem/
  • 3. Mon XP entrepreneuriale• Background TIC ‘Lunettes & Mocassins’ • Ingé ISEN 96’ + EM Lyon 03’• 1ere exp à SAGEM Morpho en 1997 (2 ans)• Puis 3 startups depuis 1999 • 1999-2004: Yacast (5 ans) • 2005-2006: Novashift (18 mois) • 2006-…: V4x (6 ans)
  • 4. Quelques Mythes Lean Startup• Mythe #1: Lean signifie ‘cheap’• Mythe #2: Lean Startup est réservé pour les TIC• Mythe #3: Lean Startup = micros structures ‘boostrappées’ Valo: $1b ‘2011 App of the Year’ iPhone Levée: $250m 5m users CA: $240 m Levée 2010: $500k Levée 2011: $7m http://theleanstartup.com/casestudies
  • 5. Développement orienté « produit »
  • 6. Lean Startup Entrepreneurs are everywhere Entrepreneurship is management Validated Learning Build – Measure – Learn Innovation Accounting
  • 7. Cyle Build – Measure - LearnLearn Faster Build FasterSplit Tests Unit TestsCustomer Development Usability TestsFive Whys Continuous IntegrationCustomer Advisory Board Incremental DeploymentFalsifiable Hypotheses Free & Open-SourceProduct Owner Cloud ComputingAccountability RefactoringCustomer Archetypes Minimum Viable ProductCross-functional TeamsSemi-autonomous TeamsSmoke Tests Measure Faster Cohort Analysis Split Tests Funnel Analysis Search Engine Marketing Continuous Deployment Predictive Monitoring Usability Tests Real-time Monitoring & Alerting
  • 8. Développement ‘Lean Startup’
  • 9. Customer Development $227k $800k $900k $3M 7 months 11 months 17 months 25 months MVP Customer Customer Customer Company Discovery Validation Creation Building Pb/Sol Pr/Mkt 3 Pivot “Get Out of the Building” Steve Blank 650 internet startups – Startup Genome – Nbres cumulés
  • 10. Minimum Viable Product (MVP) MVP Customer Customer Customer Company Discovery Validation Creation Building Pivot• Permet un cycle complet « build-measure-learn » avec le minimum de temps et d’efforts de développement• Le MVP est 1 des 9 éléments du business model
  • 11. Le Pivot MVP Customer Customer Customer Company Discovery Validation Creation Building Pivot• Le coeur du Customer Development• Itération sans crise• Rapide, agile et opportuniste• Catalogue de pivots: zoom-in / out, customersegment, customer need, platform, business, …
  • 12. Recherche du business model key value customer activities proposition relationships key customer partners segments cost revenue structure key streams resources channels 12 images by JAM
  • 13. Example http://invcapital.com/pub/BMcanvas
  • 14. Company:______________________Hypotheses à Developpementtester: Agile Hypotheses à Hypotheses à Hypotheses à• Fournisseurs tester tester: tester:• Partenariats • Produit • Creation de la • Probleme •Type de marché demande • Client • Competitivité • Utilisateur • Payeur Equipe Hypotheses à Customer tester: Development • Canaux de distribHypotheses à tester Hypotheses à tester:• Taille de l opportunité / du marché • Modele de prix / prix• Valider le business model
  • 15. Ressources principales
  • 16. Quelques livres à lire• The Lean Startup – Eric Ries• The Four Steps to Epiphany – Steve Blank• The Startup Owner’s manual – Steve Blank• Business Model Generation - Alexander Osterwalder• Running Lean - Ash Maurya• Do More Faster: TechStars Lessons - Brad Feld• Getting to Plan B – Mullins et Komisar• Founders at Work – Jessica Livingston• The Art Of The Start – Guy Kawasaki• Crossing the Chasm - Geoffrey Moore• Raising Venture Capital - Dermot Berkery• Lancer avec succès des produits qui nexistent pas encore – Paul Millier
  • 17. En conclusion• La pratique est plus importante que la théorie• Lean Startup et Customer Dev sont complémentaires• Soyez consistants, ne brulez pas les étapes, pivotez ou persistez• Suivre les leaders tels Steve Blank, Eric Ries, Paul Graham*, etc. augmenterait vos chances de lever des fonds de 80% … * Y Combinator: + de 380 startups
  • 18. One more thing«Si j’avais demandé à mes clients ce qu’ils attendaient, ilsauraient répondu ‘un cheval plus rapide’» HENRY FORD«Ce n’est pas le rôle du client de savoir ce qu’il veut» STEVE JOBS