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Lean startups-mini-xp-days

Introduction to lean startup and customer development, as presented during the mini XPdays 2012.

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Lean startups-mini-xp-days

  1. 1. @vladblagojevic @nickboucart @sirris_be
  2. 2. Agile Development is good for…
  3. 3. Will agile help them build better products?
  4. 4. Google Wave Build it, and they will come… (good products = big bucks) Right?
  5. 5. What do you need for a successful business?
  6. 6. Automatic What Personal will you Communities need to What do ? Who areWhat can master? you offer? youryou Value? customeroutsource Uniqueness s?to whom? ? What do How to you need communicat to build e & up? deliver? How will What you make are my money? costs?
  7. 7. Groupon: deal of the day in your inbox.Get 50%-90% off the best stuff your city has to offer. Your own idea?
  8. 8. Merchant Personal/Call Acquisition Centers Copy-writing Automated/ Deal New, local Merchants E-mail selection customers (guarantee #) Consumers Discounts Direct sales Email DB Google ads Personalization engine Social media Website 50% commission Cust. acquisition Merchant (30% of revenue) 20% unfulfilledAcquisition (sales = groupons ½ employees) Churn
  9. 9. Entrepreneurship as a science
  10. 10. began as a MMO game What happened here?began with PDA payment tool
  11. 11. Who is thecustomer?What do theyvalue?What is our productanyway?
  12. 12. ”Startup is a temporary organization with purpose to search for a repeatable and scalable business model. S. Blank Startup ~ research
  13. 13. State Hypotheses Pivot or Experimentpersevere
  14. 14. State Hypotheses Pivot or Experimentpersevere
  15. 15. parkr™ Bootstrapping: parking scouts SMS Help find Drivers in parking Mobile appGPS producers cities Monetize Near-location unused notifier + UI parking App store Community Viral User credit cards Micro Community commission Platform (parking spotter)
  16. 16. parkr™ Bootstrapping: parking scouts SMS Help find parking Mobile app Drivers inGPS producers cities Monetize Near-location unused notifier + UI parking App store Community Viral User credit cards Micro commission Community Platform (scouts)
  17. 17. Customers Problemdo I know who they are & how to reach top 3 customer problems? them?  Pain level: must have vs nice to  Segment? Early adopter? have  Roles: user, economic buyer,  Awareness: active vs. latent influencer, saboteur?  How do they search for  Alternatives : how do they deal products? with these problems today? Solution top 3 product features?  Do they solve the top 3 problems?  Barriers to adoption (e.g. fit/integration with existing workflow)?  Is my price accepted?
  18. 18. State Hypotheses Pivot or Experimentpersevere
  19. 19. A 1st problem is… Would you pay $20 aDoes this resonate with month to use a tool likeyou? How do you deal this?with it today?Is it a must-have?... This is how our solution looks today (screen per problem). Which of the screens resonated the most? Which could you live without? Are there any additional features you think are missing? Use Mocks
  20. 20. Trouble Parking in Brussels?www.parkr.comFind parking when you need it.Park easily in busy streets of BrusselsPaying too much for parking?www.parkr.comMonetize your unused parking time andhelp others find free parking!
  21. 21. Concierge MVP Wizard of Oz
  22. 22. Document Hypotheses Pivot or Experimentpersevere
  23. 23. CHEATSHEET Customer problem pivot: same product, same segment, different problem Change of an aspect of Starbucks : started selling coffee beans & espresso makers Segment pivot: same product , similar problem, a business model different set of customers e.g. consumers aren’t buying, enterprises have a similar problem  Successful startups Sometimes a pure marketing change Technology pivot: repurpose the technology to solve a change direction quickly more pressing or marketable problem Product feature pivot: remove features for focus, or to  Based on learning add features for a more holistic solution pay close attention to what real customers are doing Revenue model pivot e.g. from a premium customized, to a low price commoditized solution Grounded in the vision e.g. from a one-time sale to monthly subscription or license fees e.g. razor versus blade strategy  They keep one foot in the Sales channel pivot: use lessons learned from customers to switch from direct sales past and place one foot in E.g. distribution channel, ecommerce, white-labeling … Product versus services pivot: if products are too a new possible future different or too complex to be sold effectively to the customer with the problem bundle support services with the product, education offerings... Vision: search space Major competitor pivot: react when a major new player or competitor jumps into your space one of the above pivots to build your differentiation and stay alive
  24. 24. Parkr™ foursquare for parking spots Bootstrapping: parking scouts SMS Help find parking Community Drivers inGPS producers cities Monetize Near-location unused notifier + UI parking App store Community Viral Cities Promoting User credit public cards Mobile app transport App fee Micro Building commission Platform Community City budget (critical mass)
  25. 25. IDEAS Pivot Continuous LEARN BUILDRoot-cause deployment SPEED! DATA PRODUCT MEASURE Metrics Lean startup Feedback build-measure-learn loop by Eric Ries
  26. 26.  Counter-intuitive and  Speed beyond comfort zone  If you’re really on to something, there are other Learn from the data 4-5 companies pursuing a similar vision  You don’t get a gold star for following the process  Techniques helpful, but It’s okay to be you need to be very opportunistic creative  …but stay grounded in your vision  Emotional rollercoaster  Find mentors
  27. 27.  Lean Startup by Eric Ries  Tools      Steve Blank  KissMetrics, Piwik    Ash Maurya  More references    (book)  Dave McClure   AARRR: Startup metrics for  pirates   Even more: blogs-for-entrepreneurs
  28. 28.  Lean Startup Circle  Talk to us Brussels  ICAB, Beta Group Co-  Vladimir Blagojevic Working space ▪ vladimir  ▪ brussels/ ▪ @vladblagi Startup Weekend Brussels /Eindhoven  Nick Boucart Lean Startup Machine ▪ Rotterdam ▪ ▪ @nickboucart Founder Institute ▪ Book: The art of software innovation & MIC westartup .eu