The Lean Startup ProcessChris & Tim
The Product Development Process              ProductConcept   >                 >   Test   >   Launch              Develop...
The Product Development Process              ProductConcept   >                 >   Test   >   Launch              Develop...
The Customer Development ProcessCustomer           Customer            Customer          CompanyDiscovery   STOP          ...
Types of Startup MarketsExisting marketNew marketExisting market + lower costExisting market + niche
Case Study 1: CouchkochOrder food from your favouritetakeaways online.
Google AdWords Budget200€
Impressions11,536
Conversions0
Lessons from this fail
Case Study 2: Unnamed Analytics IdeaCreate customised, comprehensiblePDF reports from your GoogleAnalytics data.
Getting out of the buildingexisting clientsweb designersweb agencies“multipliers”
Next stepsbuild the next stage of the MVPperform customer validation???profit
7 things that we’ve learned so far.
Ideas are a dime a dozen.
Fail fast and learn from it.“I have not failed, Ive just found 10,000ways that wont work.”                          – Thom...
Product / market fit.
Build for the few, not the many.
Streamline your own process.
There is no single MVP.
Go for the celebrities in your sector.
Toolswufoo.complancruncher.comsurvey.iofacebook adsPPC ads (AdWords vouchers!)heroku.com
Q&A
Lean Startup Methodology
Lean Startup Methodology
Lean Startup Methodology
Lean Startup Methodology
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Lean Startup Methodology

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  • \n
  • first stage: what’s the idea, statistical and market research\nforecasts, financial plan\nWITHOUT HAVING TALKED A SINGLE WORD WITH CUSTOMERS\nsecond stage: straight into development, seperate activities of engineering, marketing, finance, further market research with what are believed to be customers\nthird stage: rolling out alpha/beta, PR rollout, last marketing preparations\nfourth stage: BIG BANG SPENDING MODE product launch, full scale sales and marketing warfare\nproduct centric process\n_________\nwhere are the customers?\nfocus on first ship date\nship date does NOT mean that company understands customers or how to sell to them\nexecution instead of learning&discovery\nappealing due to simple, predictable, straightforward approach\nrisk: premature scaling of sales&marketing\ndeath spiral: too many sales people, too many costs, further scaling, further costs\nassumption: all startups are alike\nunrealistic expectations (1% of all people who drink water)\n
  • first stage: what’s the idea, statistical and market research\nforecasts, financial plan\nWITHOUT HAVING TALKED A SINGLE WORD WITH CUSTOMERS\nsecond stage: straight into development, seperate activities of engineering, marketing, finance, further market research with what are believed to be customers\nthird stage: rolling out alpha/beta, PR rollout, last marketing preparations\nfourth stage: BIG BANG SPENDING MODE product launch, full scale sales and marketing warfare\nproduct centric process\n_________\nwhere are the customers?\nfocus on first ship date\nship date does NOT mean that company understands customers or how to sell to them\nexecution instead of learning&discovery\nappealing due to simple, predictable, straightforward approach\nrisk: premature scaling of sales&marketing\ndeath spiral: too many sales people, too many costs, further scaling, further costs\nassumption: all startups are alike\nunrealistic expectations (1% of all people who drink water)\n
  • the customer development model is not a replacement for product development, but it actually realises that the product development process is just that\n\nplan to screw up and learn from it\n\ndiscovery: finding out who they are, finding out if the problem you solve is important to them, get out of the building\nvalidation: validate that there are customers who actually pay, sell to these early customers (lead users!), build a repeatable sales roadmap, verify business model, pricing\ncustomer: full scale sales & marketing, not before this point. building on the repeatable sales scheme\ncompany building: learn & discovery > hiring, founding, funding, from startup to company, end of the process, beginning of business\n
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  • the vision\nthe customers\nthe mvp\nthe validation process\nresult/current stage\n
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  • \n
  • the vision\nthe customers\nthe mvp\nthe validation process\nresult/current stage\n
  • the vision\nthe customers\nthe mvp\nthe validation process\nresult/current stage\n
  • the vision\nthe customers\nthe mvp\nthe validation process\nresult/current stage\n
  • wrong channel for this type of customer\ncustomers don’t search explicitly for the solution -> adwords wrong approach\ncold calling and “sales by foot” is depressing and not really lean, requires time & cash -> stop for us\n
  • the vision\nthe customers\nthe mvp\nthe validation process\nresult/current stage\n
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  • \n
  • difference between “interested customers” and “here’s my credit card”\nstill looking for the definite lead users:\nhas problem\naware of problem\nactively looking\nself-built solution\nbudget available\n
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  • it’s about the execution\nstart making stuff\nreference: seth godin: list of 999 ideas from his MBA course\n
  • keep the cost and emotional bond lean, don’t become too attached to your ideas\n
  • basic idea of the whole process\nbefore building anything, before planning anything, before touching anything, get out of the building\npast: hardcore coding sessions for the bin\n
  • go for the most minimum scope that justifies a product, don’t try to make everyone happy -> back to heavy product development process\nmake a few lead users happy, not everyone\n
  • build re-usable components, re-use parts, quick & dirty approaches\nreference to tools list\n
  • the MVP is just a concept that keeps you from developing as much and long as possible\n- signup page\n- photoshop mockup\n- screenshot\n- scribble \n- final output (-> see report idea)\n- anything that gives a “good enough” impression of the product\n
  • don’t be scared to approach “high-profile” people\nvery positive results, you would be surprised\n\n
  • again: anything goes, it’s not a beauty contest, quick & dirty, as cheap as possible\nsocial capital\n
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  • Lean Startup Methodology

    1. 1. The Lean Startup ProcessChris & Tim
    2. 2. The Product Development Process ProductConcept > > Test > Launch Development
    3. 3. The Product Development Process ProductConcept > > Test > Launch DevelopmentFire, ready, aim!
    4. 4. The Customer Development ProcessCustomer Customer Customer CompanyDiscovery STOP Validation STOP Creation STOP Building
    5. 5. Types of Startup MarketsExisting marketNew marketExisting market + lower costExisting market + niche
    6. 6. Case Study 1: CouchkochOrder food from your favouritetakeaways online.
    7. 7. Google AdWords Budget200€
    8. 8. Impressions11,536
    9. 9. Conversions0
    10. 10. Lessons from this fail
    11. 11. Case Study 2: Unnamed Analytics IdeaCreate customised, comprehensiblePDF reports from your GoogleAnalytics data.
    12. 12. Getting out of the buildingexisting clientsweb designersweb agencies“multipliers”
    13. 13. Next stepsbuild the next stage of the MVPperform customer validation???profit
    14. 14. 7 things that we’ve learned so far.
    15. 15. Ideas are a dime a dozen.
    16. 16. Fail fast and learn from it.“I have not failed, Ive just found 10,000ways that wont work.” – Thomas Edison
    17. 17. Product / market fit.
    18. 18. Build for the few, not the many.
    19. 19. Streamline your own process.
    20. 20. There is no single MVP.
    21. 21. Go for the celebrities in your sector.
    22. 22. Toolswufoo.complancruncher.comsurvey.iofacebook adsPPC ads (AdWords vouchers!)heroku.com
    23. 23. Q&A

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