Running Lean<br />Presentation about the methodology in the book: Running Lean by Ash Maurya<br />Slides<br />Author: Thia...
Prioritize Where  to Start<br />Your objective is to find a big enough market you can reach with customers who need your p...
Lean Canvas Stages<br />Right Action, Right Time<br />Stage 1<br />Stage 2<br />Stage 3<br />BijoyGoswami<br /><ul><li>At ...
Lean Canvas Stages<br />Learning and Pivot before product/market fit, Growth and Optimization after product/market fit <br...
Optimization: Accelerate a plan that it’s proven that works</li></ul>Key Questions<br /><ul><li>Stage 1: Do I have a probl...
Stage 2: Have I built something people want?
Stage 3: How do I accelerate growth? </li></li></ul><li>Learning and Validating<br />During the Learning and Validating st...
Stage 2: Product Launch Workflow</li></li></ul><li>Learning Loop<br />A lean fundamental learning loop is a Build/Measure/...
Rules of Experimentation<br />There are a set of rules that helps you correctly define and run experiments<br />Formulate ...
Specific and testable: Blog post will drive 100 sign-ups”</li></ul>Maximize for Speed, Learning and Focus:<br />The optima...
Rules of Experimentation<br />Validate qualitatively, verify quantitatively<br /><ul><li>You need only a few customers int...
Later you will need a larger sample to test if it is scalable</li></ul>Create accessible dashboard<br /><ul><li>It’s impor...
Problem/Solution Fit<br />A problem worth solving boils down to three questions<br />Is it something customers want? (must...
Document Your Plan A<br /><ul><li>Probably your plan A will change over it’s implementation, but it’s very important you h...
Lean Canvas is an one sheet model, what makes it very easy to use, to share and to modify.</li></li></ul><li>Lean Canvas<b...
Problem and Customer Segment<br />Problem:<br /><ul><li>Write down the Top 3 problems
List existing alternatives to these problems</li></ul>Customer Segment:<br /><ul><li>Identify users and their roles
Hone in on possible early adopters</li></li></ul><li>Unique Value Proposition (UVP)<br />“A single, clear compelling messa...
Target early adopters
Focus on benefits that your customers will have after using your product
Pick words carefully and own them
Answer: What, Who and Why
Study UVP the enterprises your respect
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Running Lean in some slides

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This is a presentation that tries to resume the essencial parts of the book Running Lean by Ash Maurya

See his website: http://www.runningleanhq.com/

Published in: Business, Technology

Running Lean in some slides

  1. 1. Running Lean<br />Presentation about the methodology in the book: Running Lean by Ash Maurya<br />Slides<br />Author: Thiago Oliveira de Paiva<br />Twitter: @ThiagoPaiva<br />Blog:modelodenegocios.tumblr.com<br />(in portuguese)<br />
  2. 2. Prioritize Where to Start<br />Your objective is to find a big enough market you can reach with customers who need your product that will pay a price you can build a business around.<br />Importance order: <br />Customer pain level<br />Ease offer reach<br />Price<br />Market Size<br />
  3. 3. Lean Canvas Stages<br />Right Action, Right Time<br />Stage 1<br />Stage 2<br />Stage 3<br />BijoyGoswami<br /><ul><li>At each stage there are only a few actions that matter, the rest is waste of resources </li></ul>Best moment to seek for investment <br />Source: Book Running Lean, Ash Maurya<br />
  4. 4. Lean Canvas Stages<br />Learning and Pivot before product/market fit, Growth and Optimization after product/market fit <br /><ul><li>Pivot: Change your plan so you can find one that works
  5. 5. Optimization: Accelerate a plan that it’s proven that works</li></ul>Key Questions<br /><ul><li>Stage 1: Do I have a problem worth solving?
  6. 6. Stage 2: Have I built something people want?
  7. 7. Stage 3: How do I accelerate growth? </li></li></ul><li>Learning and Validating<br />During the Learning and Validating stages there are some tools we will use:<br /><ul><li>Stage 1: Learning Loop, Customer Discovery Workflow, Rules and Lean Canvas
  8. 8. Stage 2: Product Launch Workflow</li></li></ul><li>Learning Loop<br />A lean fundamental learning loop is a Build/Measure/Learn loop<br />Data validate or refute the hypothesis<br />Mockup, Landing Page, Presentation…<br />Anything that can test the idea<br />Collected from customers<br />Source: Eric Ries<br />
  9. 9. Rules of Experimentation<br />There are a set of rules that helps you correctly define and run experiments<br />Formulate testable hypotheses<br /><ul><li>Not measurable: “Being know as expert will drive early adopter”
  10. 10. Specific and testable: Blog post will drive 100 sign-ups”</li></ul>Maximize for Speed, Learning and Focus:<br />The optimal learning loop<br />Premature<br />optimization<br />Chasing your tail<br />Run out of resources<br />Source: Book Running Lean, Ash Maurya<br />
  11. 11. Rules of Experimentation<br />Validate qualitatively, verify quantitatively<br /><ul><li>You need only a few customers interviews to have a strong signal (positive or negative) to validate or refute your hypothesis
  12. 12. Later you will need a larger sample to test if it is scalable</li></ul>Create accessible dashboard<br /><ul><li>It’s important to share the hypothesis and the results of your experiment with your team</li></ul>Communicate learning early and often<br /><ul><li>Communicate your lessons learned weekly to your internal team and monthly to your external advisors and investors</li></li></ul><li>Problem/Solution Fit<br />Is your problem worth solving? This workflow helps you discover with support from customers<br />Qualitatively<br />Quantitatively<br />Source: Book Running Lean, Ash Maurya<br />
  13. 13. Problem/Solution Fit<br />A problem worth solving boils down to three questions<br />Is it something customers want? (must-have)<br />Can it be solved? (feasible)<br />Will they pay for it? If not, who will pay? (viable)<br />
  14. 14. Document Your Plan A<br /><ul><li>Probably your plan A will change over it’s implementation, but it’s very important you have it documented.
  15. 15. Lean Canvas is an one sheet model, what makes it very easy to use, to share and to modify.</li></li></ul><li>Lean Canvas<br />3<br />7<br />1<br />1<br />8<br />6<br />4<br />5<br />5<br />Source: Book Running Lean, Ash Maurya<br />
  16. 16. Problem and Customer Segment<br />Problem:<br /><ul><li>Write down the Top 3 problems
  17. 17. List existing alternatives to these problems</li></ul>Customer Segment:<br /><ul><li>Identify users and their roles
  18. 18. Hone in on possible early adopters</li></li></ul><li>Unique Value Proposition (UVP)<br />“A single, clear compelling message that states why you are different and worth buying.”<br />Steve Blank<br />Good Tips:<br /><ul><li>Be different, but make sure your difference matters
  19. 19. Target early adopters
  20. 20. Focus on benefits that your customers will have after using your product
  21. 21. Pick words carefully and own them
  22. 22. Answer: What, Who and Why
  23. 23. Study UVP the enterprises your respect
  24. 24. Create a high-concept pitch (short phrase describing your concept)</li></li></ul><li>Solution<br /><ul><li>Simply sketch the top 3 features or capabilities that solves each one of the 3 problems</li></li></ul><li>Channels<br />The path you will use to get to your customers<br />Some characteristics to think about the channel:<br /><ul><li>Free vs Paid
  25. 25. InboudvsOutbound
  26. 26. Direct vsIndirect
  27. 27. Personal vs Automated
  28. 28. Retention vs Referral
  29. 29. Content Marketing</li></li></ul><li>Revenue Steams and Cost Structure<br />How youmake money and how much you charge<br />Your costs and the break even point<br />Some tips:<br /><ul><li>Start charging from day one
  30. 30. Use a “Free Trial” plan
  31. 31. Pick a price to test
  32. 32. Take your costs into account
  33. 33. Start with a single pricing plan</li></li></ul><li>Key Metrics<br />What are the key activities that drive your startup and how to measure them<br />
  34. 34. Unfair Advantage<br />“A real unfair advantage is something that cannot be easily copied or bought.”<br />Jason Cohen<br /><ul><li>Think about how you can make yourself different and make your difference matters
  35. 35. If you still don’t know, leave this box in blank</li></li></ul><li>Example: Book Running Lean<br />Source: Book Running Lean, Ash Maurya<br />
  36. 36. Product Lauch Workflow<br />This workflow will help you define your MVP (Minimum Viable Product) and test it<br />Source: Book Running Lean, Ash Maurya<br />
  37. 37. Now what?<br />Okay, I’ve done exactly as you said and everything is going fine (or not everything), now what? How do I scale?<br />“I suggest you to read the great book Running Lean, which I tried to resume in this presentation, but wasn’t possible to resume all the book. I sure will think about building a complementary presentation. Thanks!”<br />Me<br />
  38. 38. References Books<br />The Four Steps to Epiphany, Steve Blank<br /><ul><li>This book talks about the customer development methodology for startups</li></ul>Running Lean, Ash Maurya<br /><ul><li>It’s a practical book for starting a web-based startup using the lean canvas and lean startup methodology, all this presentation was based on this book</li></ul>Business Model Generation, Alexander Osterwalder<br /><ul><li>This book presents the business model canvas that it’s a very good and easy model for describing business models</li>

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