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Customer Development and Business Model Validation - Startup Essentials and Apremy - Ury Sarabia - Mass Challenge - 26sep16

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Introduction to Customer Development, Business Model Validation and Experimentation Framework: Clientograma

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Customer Development and Business Model Validation - Startup Essentials and Apremy - Ury Sarabia - Mass Challenge - 26sep16

  1. 1. “Customer Development & Biz Model Validation” #StartupEssentials #Apremy www.UrySarabia.com @sarabiau www.StartupEssentials.Co / www.Apremy.com ury@apremy.com Mass Challenge México City
 September 26th, 2016
  2. 2. urys ¡Add me!
  3. 3. Ury Sarabia ¡Add me!
  4. 4. 9 / 10 Startups Fail
  5. 5. same applies to Business Models
  6. 6. #uncertainty
  7. 7. Current problem = lack of real world action
  8. 8. Pragmatical education = real world results
  9. 9. Facilitator Role
  10. 10. = Create/Deliver/Capture VALUE Why build a startup?
  11. 11. CUSTOMER-CENTRIC
 METHODOLOGIES
  12. 12. “Startups fail not because they aren’t able to create products/ services, they fail because they can’t find customers for those products/services. Why don’t we develop customers before we develop products/services?” Steve Blank
  13. 13. “No business plan/model survives the first contact with customers” 
 Steve Blank
  14. 14. Start-Up (Search) Company (Execute) vs Steve Blank
  15. 15. #StartUp - #LeanStartup StartUp Organization in SEARCH of a REPEATABLE and SCALABLE business model. Lean StartUp Startup focused in generating VALUE avoiding any kind of waste.
  16. 16. Lean Startup Eric Ries
  17. 17. #ScientificMethod Scientific Method “ A m e t h o d o f p r o c e d u r e t h a t h a s characterized natural science since the 17th century, consisting in systematic observation, measurement, and experiment, and the formulation, testing, and modification of hypotheses.“ The Oxford English Dictionary
  18. 18. Business Model Canvas
 (BMC) Alexander Osterwalder
  19. 19. Business Model Canvas
 (BMC) Alexander Osterwalder
  20. 20. What do you know? VS
 What do you ignore?
  21. 21. Business Model Canvas
 (BMC) Alexander Osterwalder ? ? ? ? ? ? ? ? ?
  22. 22. “Whoever learns faster, wins” Larry Lenihan
  23. 23. #Hypotheses Customer + Problem
  24. 24. Evidence-Based
 Entrepreneurship
 

  25. 25. “Get Out of the Building” Steve Blank #Validation #Laboratory
  26. 26. CUSTOMER VS
 USER
  27. 27. CUSTOMER VS
 USER $$$
  28. 28. Business Model Canvas
 (BMC) Alexander Osterwalder B A A B
  29. 29. “Don't bite off more than you can chew” #EarlyAdopters #Customer #Hypothesis
  30. 30. #Problem 
 #Hypothesis
  31. 31. #Problem 
 #Hypothesis ¿?
  32. 32. #Solution 
 #Hypothesis
  33. 33. • MVP = MVE #Experimentation
  34. 34. “Whoever learns faster, wins”
  35. 35. “Whoever learns (from customers) faster, wins”
  36. 36. CLIENTOGRAMA
  37. 37. Business Model Canvas
 (BMC) Alexander Osterwalder EVIDENCES ONLY
  38. 38. Problems Ideas Design Thinking Lean Startup Start PointMethodology Clientology
 (Startup Essentials & Apremy) Customers
  39. 39. Practical Tips for Customer Development Interviews
  40. 40. 1) One person at a time
  41. 41. 2) Clearly set your goals and questions before getting out of the building
  42. 42. 3) Distinguish and separate feedback from behaviour (from the customer)
  43. 43. 4) Get excited about listening things you don’t wanna hear
  44. 44. 5) Make the customer feel comfortable telling you what you don’t wanna hear “Don’t build what nobody wants”
  45. 45. 6) Make open ended questions (you want answers to be stories)
  46. 46. 7) Listen, don’t talk
  47. 47. 8) Show interest, but don’t influence
  48. 48. 9) Follow your intuition and dig in Find the “Why” behing the “What”
  49. 49. 10) Repeat and paraphrase to confirm you understood correctly
  50. 50. 11) At the end of the interview, ask customer to refer you to other customers to talk to DON’T FORGET!!! (Startups fail because they don’t find customers)
  51. 51. 12) Write down your notes as soon as possible
  52. 52. 13) Customers don’t know what they want. Make them talk about their problematic situations and their behaviour. Avoid getting them talk about their emotions. (Present and past stories on how they behave)
  53. 53. 14) Make use of technology
  54. 54. 14) Make sure you talk and listen to YOUR CUSTOMER!!!
  55. 55. What do you know? VS
 What do you ignore?
  56. 56. Business Model Canvas
 (BMC) Alexander Osterwalder ? ? ? ? ? ? ? ? ?
  57. 57. • Filter Question • Tell me about how is like when… • Describe the last time that happen… • How does that process work for you? • Have you tried several ways to do it? • Who makes the decisiones throughout that process? Exploration Questions Guide
  58. 58. Lean Startup Eric Ries
  59. 59. “Technology is just a means to an end” 
 Ury Sarabia
  60. 60. Simulación
  61. 61. EVIDENCE-BASED ENTREPRENEURSHIP Less Fantasies More Evidence
  62. 62. #LatAm The land of opportunities
  63. 63. #StartupEssentials #Apremy www.UrySarabia.com @sarabiau www.StartupEssentials.Co / www.Apremy.com ury@apremy.com Thank you!!! “Customer Development & Biz Model Validation” Mass Challenge México City
 September 26th, 2016

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