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Startup weekend introduction
 

Startup weekend introduction

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  • Awesome - reminds me of the 'birthgiving process' at Team Academy (a 24hrs or 48hrs challenge on finding collectively a creative answer to a wicked company, organizational or other problem with the client paying due to the felt relevance to his problem).

    Working on bringing Startup Weekend to Dresden where innovative hotspot pockets are spread around the city. Bringing them together first, make them learn vice versa about their strengths, and introduce at http://dresden.innovationnights.com (still in an early phase to set up here - looking for partners, hosts, and startups who dare to show their product in public and let the word spread via social media).
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  • This presentation condensed most of your talks/interviews I've seen...
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  • It 's useful.
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Startup weekend introduction Startup weekend introduction Presentation Transcript

  • Customer Development in 54 Hours All Action, Out of the Building
  • This Talk is Based OnThe Four Steps to the Epiphany
  • This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs
  • Customer Development in 54 Hours Three Tools For Startups
  • All I Need to Do is Execute the Plan
  • No Business Plan SurvivesFirst Contact With Customers
  • What’s the Weekend Idea? Business Model Test Problem Test SolutionHypotheses•MVP •Does Anyone Care? •Do they Like It?• Customers • How will you Get/Keep/ Grow Them?
  • Startup Tool #1:Agile Development
  • Agile Development is How We Build Startups
  • Startup Tool #2:The Business Model
  • The Business Model:Any company can be described in 9 building blocks
  • sketch out yourbusiness model
  • Business Model Canvas – Any Business KEY KEY VALUE CUSTOMER CUSTOMERPARTNERS ACTIVITIES PROPOSITION RELATIONSHIPS SEGMENTS KEY CHANNELS RESOURCES COST STRUCTURE REVENUE STREAMS 16
  • Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • Value Customer Proposition Segments Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • Value Customer Proposition Segments Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturersRadiopharmacies meeting ID cGMP CRO Product/Market Fit Multiplatform Sensitivity (nca) Specific compounds Technical assistance Radiologist who Fund-raising perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • Get, Keep and Grow Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECTcGMP manufacturersRadiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies General Channel Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • Get, Keep and Grow Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECT Who Are Our Customers?cGMP manufacturersRadiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies How Do We Reach Them? Channel General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
  • Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of How Do We Make Money? IP PoP data interest Sales of packaged precursor in cassettes Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
  • 9 Guesses GuessGuess Guess Guess Guess Guess Guess Guess Guess
  • Startup Tool #3:Customer Development
  • Customer Development is How We Search for the Business Model
  • Lesson 3 CUSTOMER DEVELOPMENT
  • Customer DevelopmentThere are no facts inside your building So get the heck out
  • Customer Development is how you search for the model Search ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot
  • Customer Development The Search For the Business Model SearchCustomer CustomerDiscovery Validation Pivot
  • Customer Development ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot
  • Customer Discovery Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution• Articulate and Test your hypotheses• Design experiments, start listening• Continuous Discovery• Done by founders
  • Discovery• How big is the market?• Who’s the customer? – What’s their problem/need• What’s the product/service/need? – Does it solve the customers problem?• How do you create demand?• How do you deliver the product?• How do you make money?
  • Customer Development = process to search Business Model Canvas = the Scorecard Agile Engineering is How•Research •Technology Design •Marketing •Cost •Farming conventions. •Demo, demLabs o, and •Organic We Build Startups •Demo and Reduction•Equipment demo!! Farmers customer •Remove •Proximity isManufactur feedback •Weedingers labor force paramount Service•Distributio pains •IP – Providersn Network •Eliminate Patents •Conventio•Service •Video bio-waste •Dealers nal FarmersProviders Classifier hazards •Direct Service Files •Indirect Service • … then Dealers •Robust Technology Value- •Asset Sale Driven •Direct Service with equipment rental •… then Asset Sale
  • Customer Validation Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution• Repeatable and scalable business model?• Passionate earlyvangelists?• Pivot back to Discovery if no customers
  • The Minimum Viable Product (MVP)•Smallest feature set that gets you the most … - orders, learning, feedback, failure… - incremental and iterative
  • Hypotheses Testing and Insight
  • The Pivot Search Customer Customer Discovery Validation Pivot•The heart of Customer Development•Iteration without crisis•Fast, agile and opportunistic
  • Pivot Cycle Time Matters Search ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot•Speed of cycle minimizes cash needs•Minimum feature set speeds up cycle time• Near instantaneous customer feedback drives feature set
  • The Startup Owners Manual • The Reference Manual for Entrepreneurs • Separate Web/Mobile versus Physical tracks
  • Web/Mobile Versus Physical Customer Customer Discovery Validation Pivot•Web/Mobile startups run faster•Different process steps for web vs. physical•Customer Relationships are radically different
  • Customer Discovery Phase 1 & 2
  • Customer Relationships
  • Customer RelationshipsPhysical Products – Get Customers © 2012 Steve Blank
  • Customer RelationshipsPhysical Products – Keep Customers © 2012 Steve Blank
  • Customer RelationshipsPhysical Products – Grow Customers © 2012 Steve Blank
  • Customer RelationshipsPhysical Products – Get/Keep/Grow © 2012 Steve Blank
  • Customer RelationshipsWeb/Mobile Products– Get Customers © 2012 Steve Blank
  • Customer RelationshipsWeb/Mobile Products– Keep Customers © 2012 Steve Blank
  • Customer RelationshipsWeb/Mobile Products– Grow Customers © 2012 Steve Blank
  • Customer RelationshipsWeb/Mobile Products Get/Keep/Grow © 2012 Steve Blank
  • Customer RelationshipsPhysical & Web Mobile Are Different © 2012 Steve Blank
  • Customer RelationshipsPhysical & Web Mobile Are Different © 2012 Steve Blank
  • Customer Development in 54 Hours All Action, Out of the Building
  • Customer Development In Action
  • This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs
  • Genesis of the Idea
  • Business Model Canvas
  • Assumption of Customer Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. 80% positive response
  • Business Model Canvas
  • Assumption of Customer Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will notgreat, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+)
  • Business Model Canvas
  • Customer Survey/Validation• How much more would you be willing to pay to have a guaranteed close parking spot in the arenas lot or near the arena? – On average- $9.33 – Max of $27.00 64
  • Assumption of Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will notgreat, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+) 30+ People It is difficult toPeople who have get a mass We needed toextra spaces will number of find a new post spots and people to post solution. make money. enough parking spots.
  • Expert Validation• Tom Lombardi and Greg Bessoni – Online parking reservation experts Partnered with me and put up capital.
  • Business Model Canvas
  • New Assumptions 30+ ParkingParking lots will Lots Yes! Lots have Bigger Painpost spots online been looking for so that people ways to increase can reserve revenue and fill them. up lots. 75% positive response 20% of cash goes missing. Electronic 30+ Parking payments in Lotsadvance through Loved it! Would an online pay about 15% of Validated! reservation posted price. system.
  • Industry Validation
  • Business Model Canvas
  • Business Model Canvas
  • MVP Validation All Pro Parking 30+ personStarted with a Easier ways to Search process very basic (30 lots) focus group post parking & was too hard. reservation track Wanted mobile system. reservations. site as well. All Pro Parking’s Customers With no marketing- Made it even Fixed 50 reservations easier to post search, cleaned in just a few and track up site, mobile months. parking. site in the works.
  • Business Model Canvas
  • Business Model Canvas
  • Our Model 15% of Price$5 Reservation Paid Fee XoomPark We estimate being able to collect about $8 per reservation
  • Go to Market Strategy & Validation 25+ years Talked to TomLombardi, indust experience ry expert. Over 250 lots throughout Lots located all over West Eastern US. Coast and Texas Lots located throughout Parking lots in all 50 states Florida and in Dallas,TX
  • Go to Market Strategy & Validation Tom and Greg’sAffilate Networks 3,000 Affiliates
  • Go to Market Strategy & Validation Focus group of 30+ people Customer’srecommendations for the future
  • Market Size $8.2 Billion USA Parking IndustryTAMSAM $4.5 Billion Parking Facility/ManagementTargetMarket $1.4 Billion Event ParkingApex $240,000 Buffalo and Atlanta
  • Competitors High ParkingCarma ClickandParkUsability GottaPark Parkwhiz Low Low High Reliability
  • Revenue Projections Revenue $20 $18 $16 $14 $12Revenue in $10 Millions $8 $6 $4 $2 $0 Year 1 Year 2 Year 3 Year 4 70% Gross Profit Margin
  • •2 Partners •30+ Parking lots •50+ Reservations •Working Website•Validated Revenue Model
  • This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs