Steve blank latino startups 051512

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Latino Startup Alliance May Meetup with Steve Blank @ Mozilla MV

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  • 320 SBIR Phase 2 companiesGot $500K50% from academiaMix of technologies20% of you will get phase 2b20% of those will succeed13 of you will succeedMost of you think you are in execution modeMost will be a few years old – thinking they are in execution~25 will be a lot olderNot all in the audience will be founders, some will be employeesGraphene Frontiers is the perfect exampleStart with their slidesEmphasize that this process not just works for software but anything with customer/market riskFix the serendipitous DOW meetingGroun flour pharma as a backup
  • Steve blank latino startups 051512

    1. 1. How to Fail Less Business Models andCustomer Development Steve Blank www.steveblank.com @sgblank
    2. 2. What We Used to Believe Strategy
    3. 3. All I Need to Do is Execute the Plan
    4. 4. All I Need to Do is Execute the Plan
    5. 5. All I Need to Do is Make the Forecast
    6. 6. All I Need to Do is Make the Forecast
    7. 7. What We Now Know Strategy
    8. 8. Planning comes before the plan
    9. 9. Business Models
    10. 10. Business Models
    11. 11. Search Execution Business Model Operating Plan +Strategy Hypotheses Financial Model
    12. 12. What We Used to Believe Process
    13. 13. We Built Startups byManaging Processes Product Management + Waterfall Engineering
    14. 14. Product Introduction Model Concept/ Product Alpha/Beta Launch/Seed Round Dev. Test 1st Ship
    15. 15. Product Introduction Model Concept/ Product Alpha/Beta Launch/Seed Round Dev. Test 1st Ship
    16. 16. Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known MaintenanceSource: Eric Rieshttp://startuplessonslearned.blogspot.com
    17. 17. Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known MaintenanceSource: Eric Rieshttp://startuplessonslearned.blogspot.com
    18. 18. What We Now Know Strategy
    19. 19. More startups fail froma lack of customers than from afailure of product development
    20. 20. Customer Development A Search Strategy
    21. 21. Search ExecutionStrategy Business Model Operating Plan + Hypotheses Financial ModelProcess Customer & Product Management & Agile Development Agile Development
    22. 22. What We Used to Believe Organization
    23. 23. Hire and Build aFunctional Organization
    24. 24. What We Now Know Organization
    25. 25. Founders run a Customer Development TeamNo sales, marketing and business development
    26. 26. Search Execution Strategy Business Model Operating Plan + Hypotheses Financial Model Customer Development, Product Management Process Agile Development Agile or Waterfall Development Customer Functional OrganizationOrganization Development Team, by Department Founder-driven
    27. 27. SearchStrategy Business Model HypothesesProcess Customer Development, Agile DevelopmentOrganization Customer Development Team, Founder-driven
    28. 28. Search ExecutionStrategy Business Model Operating Plan + Hypotheses Financial ModelProcess Customer Development, Product Management Agile Development Agile or Waterfall DevelopmentOrganization Customer Development Functional Organization Team, Founder-driven by Department
    29. 29. Part 2 Business Models andCustomer Development
    30. 30. What’s A Startup?
    31. 31. A temporary organization designed to searchfor a repeatable and scalable business model
    32. 32. A temporary organization designed to searchfor a repeatable and scalable business model
    33. 33. A temporary organization designed to searchfor a repeatable and scalable business model
    34. 34. A temporary organization designed to searchfor a repeatable and scalable business model
    35. 35. A temporary organization designed to searchfor a repeatable and scalable business modelA Startup aims to become a company
    36. 36. What’s a Business Model?
    37. 37. But,Realize They’re Hypotheses
    38. 38. Business Model Canvas building block building building building block block building blockbuilding block block building building block building block building block block building building building building block block block block
    39. 39. 9 Guesses GuessGuess Guess Guess Guess Guess Guess Guess Guess
    40. 40. Turning Hypotheses Into Facts
    41. 41. The Four Steps – The Startup Path Customer Development
    42. 42. Customer DevelopmentTest the Problem, Then the Solution
    43. 43. Customer Development The Minimum Viable Product
    44. 44. Customer Development The Pivot
    45. 45. Customer Development ishow you search for the model
    46. 46. Customer Discovery
    47. 47. 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
    48. 48. Customer DiscoveryStep 1: State Your Hypotheses
    49. 49. Customer DiscoveryStep 2: Test the Problem
    50. 50. Customer DiscoveryStep 3: Test the Solution
    51. 51. Customer DiscoveryStep 4: Pivot or Proceed
    52. 52. Customer Validation
    53. 53. Customer ValidationStep 1: Get Ready to Sell
    54. 54. Customer ValidationStep 2: Sell to EarlyVangelists
    55. 55. Customer ValidationStep 3: Develop Positioning
    56. 56. Customer ValidationStep 4: Pivot or Proceed
    57. 57. How to Build A Startup Idea Business Model Size Opportunity Customer Development
    58. 58. How to Build A Startup Business Size of the Customer CustomerIdea Model(s) Opportunity Discovery Validation
    59. 59. How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation Theory Practice
    60. 60. How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation
    61. 61. How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation • First test the problem • Next test the solution
    62. 62. How to Build A Startup Size of the Business Size of the Business Customer CustomerIdea Opportunity Model(s) Opportunity Model(s) Discovery Validation
    63. 63. Additional Resources• I-Corps class summary:http://steveblank.com/2012/03/26/the-national-science-foundation-innovation-corps-what-america-does-best/• I-Corps team presentations:http://www.slideshare.net/sblank/tagged/i-corps• Resources for startups: http://steveblank.com/tools-and-blogs-for-entrepreneurs/• Books for startups: http://steveblank.com/books-for-startups/• Additional resources: http://steveblank.com/slides/

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