Founder of Blueleaf.com

                                Board Member oneforty


                            Who am I?
   ...
I am not . . .
Nor . . .
. . . and they are not . . .
Methodology Can’t
Replace Judgement
Lean Startups
Source: Eric Ries
Most Startups Fail
                     Source: Eric Ries
It doesn’t need to be that way . . .
Why do Startups Fail?
Lack of Customers
Why do we have product
development process ...   Source: Steve Blank
... but a not a Customer
 Development Process?
Steve Blank Hypotheses

•   Entrepreneurs and Investors are generally executing on guesses

•   Startups aren’t small vers...
Surface Hypotheses & Test
Facts Live Outside of the Building
Led to Customer
Development Model




                    Source: Steve Blank
Customer Development is at the
    Heart of Lean Startups
Eric Ries Extended Model

•   Steve realized the Problem was unknown,

•   Eric’s Insights

    •   Eric observed the the ...
CD + Agile + Commodity=Lean




                          Source: Eric Ries
Changes Context of Progress
Progress = Validated Learning
     About Customers
Built To Learn

          IDEAS




 LEARN             BUILD




  DATA
                   CODE


         MEASURE
John Boyd’s Insight

                                                       IDEAS
                  OODA Loop


•   Observ...
Leaning/Iteration vs Execution




   The Search for a        The Growth of a
       Business                Business

   ...
Product / Market Fit
“Do whatever is required to get to product/market fit. Including:

                      changing out ...
Where are you?




                  ID scalable,
Turn hypothesis
                   repeatable
   into facts
            ...
Learning Can Be Scary
Great Startups Adjust To Facts
The Pivot
• What do successful startups have in common?
 • They started out as digital cash for PDAs, but evolved into onl...
Get Out Of The Building
Separate Vision from Delusion
Customer Discovery - Step 1



•   Stop Selling - Start Listening

•   Test your hypothesis

    •   2 are critical - Prob...
The Full Monty




                 Source: Ash Maurya
Lean Startups 101: Brief Intro to the work of Steve Blank and Eric Ries
Lean Startups 101: Brief Intro to the work of Steve Blank and Eric Ries
Lean Startups 101: Brief Intro to the work of Steve Blank and Eric Ries
Upcoming SlideShare
Loading in …5
×

Lean Startups 101: Brief Intro to the work of Steve Blank and Eric Ries

2,795 views

Published on

You'll find a lot more on these topics at:
www.steveblank.com &
www.startuplessonslearned.com

and you'll find an incredibly engaged community at:

2 Comments
8 Likes
Statistics
Notes
No Downloads
Views
Total views
2,795
On SlideShare
0
From Embeds
0
Number of Embeds
112
Actions
Shares
0
Downloads
74
Comments
2
Likes
8
Embeds 0
No embeds

No notes for slide

Lean Startups 101: Brief Intro to the work of Steve Blank and Eric Ries

  1. 1. Founder of Blueleaf.com Board Member oneforty Who am I? One of the first Boston Chicken Franchisees Product Mangement at a series of startups Investment Banker for Tech Cos
  2. 2. I am not . . .
  3. 3. Nor . . .
  4. 4. . . . and they are not . . .
  5. 5. Methodology Can’t Replace Judgement
  6. 6. Lean Startups
  7. 7. Source: Eric Ries
  8. 8. Most Startups Fail Source: Eric Ries
  9. 9. It doesn’t need to be that way . . .
  10. 10. Why do Startups Fail?
  11. 11. Lack of Customers
  12. 12. Why do we have product development process ... Source: Steve Blank
  13. 13. ... but a not a Customer Development Process?
  14. 14. Steve Blank Hypotheses • Entrepreneurs and Investors are generally executing on guesses • Startups aren’t small versions of large organizations • They are about learning/discovery, not execution • Need to surface hypotheses/assumptions and test against facts • However, the Facts Live Outside of the Building
  15. 15. Surface Hypotheses & Test
  16. 16. Facts Live Outside of the Building
  17. 17. Led to Customer Development Model Source: Steve Blank
  18. 18. Customer Development is at the Heart of Lean Startups
  19. 19. Eric Ries Extended Model • Steve realized the Problem was unknown, • Eric’s Insights • Eric observed the the Solution is also unknown • Agile development needed to match Customer development speed
  20. 20. CD + Agile + Commodity=Lean Source: Eric Ries
  21. 21. Changes Context of Progress
  22. 22. Progress = Validated Learning About Customers
  23. 23. Built To Learn IDEAS LEARN BUILD DATA CODE MEASURE
  24. 24. John Boyd’s Insight IDEAS OODA Loop • Observe, Orient, Decide, Act LEARN BUILD • Depends on accurate external data DATA CODE • Speed through the loop beats quality of MEASURE iteration
  25. 25. Leaning/Iteration vs Execution The Search for a The Growth of a Business Business Product/Market Fit
  26. 26. Product / Market Fit “Do whatever is required to get to product/market fit. Including: changing out people, rewriting your product, moving into a different market, telling customers no when you don’t want to, telling customers yes when you don’t want to, raising that fourth round of highly dilutive venture capital —whatever is required.” — Marc Andreessen http://blog.pmarca.com/2007/06/the-pmarca-gu-2.html
  27. 27. Where are you? ID scalable, Turn hypothesis repeatable into facts sales model
  28. 28. Learning Can Be Scary
  29. 29. Great Startups Adjust To Facts
  30. 30. The Pivot • What do successful startups have in common? • They started out as digital cash for PDAs, but evolved into online payments for eBay. • They started building BASIC interpreters, but evolved into the world's largest operating systems monopoly. • They were shocked to discover their online games company was actually a photo-sharing site. • Pivot: change directions but stay grounded in what we’ve learned. http://startuplessonslearned.blogspot.com/2009/06/pivot-dont-jump-to-new-vision.html
  31. 31. Get Out Of The Building
  32. 32. Separate Vision from Delusion
  33. 33. Customer Discovery - Step 1 • Stop Selling - Start Listening • Test your hypothesis • 2 are critical - Problem and Product - Start with problem
  34. 34. The Full Monty Source: Ash Maurya

×