Lean startup-china-intro-en

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  • - How many people work in a big company? How many people have started their own company in the past? How many have failed starting their own company in the past The goal of the lean startup is to reduce that number
  • You don’t want to fail. You don’t want to waste time and money. How many people currently have a business plan? It is wrong. No what do you do?
  • Where did the lean startup originate?
  • Where did the lean startup originate?
  • Where did the lean startup originate?
  • Where did the lean startup originate?
  • From idea to MVP MVP to Product/Market fit. Optimize and scale
  • You don’t want to fail. You don’t want to waste time and money. How many people currently have a business plan? It is wrong. No what do you do?
  • Avoid building products nobody wants Maximize the learning per dollar spent.
  • Avoid building products nobody wants Maximize the learning per dollar spent.
  • Meet face-to-face with customers (this is too important to outsource) “ Customers care about their problems NOT your solution.” Dave McClure
  • Tip – deliver the demo with screen casting software
  • - How many people work in a big company? How many people have started their own company in the past? How many have failed starting their own company in the past The goal of the lean startup is to reduce that number
  • Lean startup-china-intro-en

    1. 1. What is the Lean Startup? (and why should I care?) Calvin Chin & Hank Horkoff 上海 SH-GTUG 2010 年 5 月
    2. 2. What is the Lean Startup? <ul><li>The Lean Startup is the disciplined approach to imagining, designing and building new web & mobile software products. </li></ul><ul><li>Lean Startup principles standardize common startup practices which incorporate best practices from other entrepreneurs, thereby reducing startup risk. </li></ul><ul><li>A “practical MBA” for entrepreneurs </li></ul>中国精实创新网 http://leanstartupchina.com
    3. 3. Traditional Product Development <ul><li>Unit of progress = advancing to next stage. </li></ul>Requirements Design Implementation Verification Maintenance Problem: known Solution: known
    4. 4. Agile Product Development <ul><li>Unit of progress = a line of working code </li></ul>Problem: known Solution: unknown Product owner or In-house customer
    5. 5. Lean Startup Product Development <ul><li>Unit of progress = validated learning about customers </li></ul>Problem: unknown Solution: unknown Customer Development Extreme Programming Project <ul><li>data </li></ul><ul><li>feedback </li></ul><ul><li>insights </li></ul><ul><li>hypotheses </li></ul><ul><li>experiments </li></ul><ul><li>insights </li></ul>
    6. 6. Why Should I Care?
    7. 7. “ Customer Development” 客户开发
    8. 8. “ Lean Startup” 精实创新
    9. 9. San Francisco April 23, 2010
    10. 10. In China? You!
    11. 11. What are the stages of a Lean Startup? The Search for a Business The Growth of a Business 中国精实创新网 http://leanstartupchina.com Customer Discovery Customer Validation Customer Creation Company Building
    12. 12. What are key Lean Startup principles? <ul><li>Minimize waste; low burn by design (no scaling until revenue) </li></ul><ul><li>A culture of build/measure/learn </li></ul><ul><li>Rapid hypotheses, learn fast/fail fast, quick pivoting </li></ul><ul><li>Agile tech development </li></ul><ul><li>Patient progression through the steps of a startup. </li></ul>中国精实创新网 http://leanstartupchina.com
    13. 13. Goal: Minimize time through the loop Ideas Code Data Build Measure Learn
    14. 14. What is the Lean Startup NOT? <ul><li>Lean does not mean cheap, just efficient </li></ul><ul><li>Right action, right time </li></ul><ul><li>Not a guarantee of success (just a framework to help improve chance of success) </li></ul><ul><li>Designed for software startups, but no reason couldn’t be applied elsewhere </li></ul>中国精实创新网 http://leanstartupchina.com
    15. 15. What are the stages of a Lean Startup? The Search for a Business The Growth of a Business Customer Discovery Customer Validation Customer Creation Company Building
    16. 16. Get out of the building!
    17. 17. The Customer Discovery Process Source: Ash Maurya, Practice Trumps Theory
    18. 18. What are the goals of Customer Discovery? <ul><li>Identify a problem worth solving </li></ul><ul><li>Defining the right MVP to build </li></ul><ul><li>Test the business model with 3 separate Build/Measure/Learn loops </li></ul>中国精实创新网 http://leanstartupchina.com
    19. 19. What is a Minimum Viable Product (MVP)? <ul><li>The minimum viable product is the product with the minimum set of features needed to learn from early evangelists. </li></ul><ul><li>Probably much more minimum than you think! </li></ul>中国精实创新网 http://leanstartupchina.com
    20. 20. State Hypothesis <ul><li>Don’t skip this step! </li></ul><ul><li>Write your assumptions down </li></ul>顾客和问题假设 最小但可用 的产品假设 产品销售和 定价假设 需要创 新假设 Market type hypothesis 竞争性 假设 中国精实创新网 http://leanstartupchina.com
    21. 21. Test Problem <ul><li>Sample Script for Problem Presentation : </li></ul><ul><li>State the top 3 problems </li></ul><ul><li>Ask the customer to prioritize problems and identify any higher priority problems </li></ul><ul><li>Have a customer describe how they might solve the problem today </li></ul><ul><li>Very briefly describe how you might solve the problem </li></ul><ul><li>Ask Customer whether your approach would solve their problem </li></ul><ul><li>Would they use your solution if it were free? </li></ul><ul><li>Would they pay $X/year? </li></ul><ul><li>Ask for referrals to other customers </li></ul>第一次友好 接触 “ 问题”呈现 顾客理解 市场知识 中国精实创新网 http://leanstartupchina.com
    22. 22. Build MVP <ul><li>Get MVP to the point where it is demo-able so customers can visualize solution. </li></ul><ul><li>If not possible, go with screenshots and mockups </li></ul>第一次现实 检验 定义“最小但 可用的产品” 演示最小但 可用的产品 中国精实创新网 http://leanstartupchina.com
    23. 23. Test MVP 更多顾客 访问量 呈现“最小但 可用的产品” 第二次现实 检测 第一次咨 询委员会 <ul><li>Sample Script for Product Presentation : </li></ul><ul><li>State the problem </li></ul><ul><li>Use the demo to tell a story of how your solution solves the problem </li></ul><ul><li>Test pricing again </li></ul><ul><li>Ask for referrals to other customers </li></ul><ul><li>End with call to action: sign-up, or commitment to sign up </li></ul>中国精实创新网 http://leanstartupchina.com
    24. 24. Verify <ul><li>Summarize what was learned </li></ul><ul><li>Decide to iterate or exit </li></ul>确认问题 确认最小但 可用的产品 确认商 业模式 重复或 退出 中国精实创新网 http://leanstartupchina.com
    25. 25. http://leanstartupchina.com
    26. 26. Types of Pivots <ul><li>Customer need pivot: same customer segment, different need/problem </li></ul><ul><li>Customer segment pivot: same problem, different segment </li></ul><ul><li>Business architecture pivot: e.g. from enterprise to consumer </li></ul><ul><li>Zoom-in feature pivot: remove features to focus on just one key feature </li></ul><ul><li>Zoom-out feature pivot: add features to become more of a holistic solution </li></ul><ul><li>Technology pivot: solve same problem but with different technology stack </li></ul><ul><li>Channel pivot: same problem, same solution, different path to customers </li></ul><ul><li>Platform pivot: open up an application to third-parties to become a platform </li></ul>中国精实创新网 http://leanstartupchina.com Source: Eric Ries

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