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Mick Liubinskas
Why	
  be	
  focused?	
  
How	
  to	
  be	
  focused?	
  
Prac4cal	
  
Interac4ve	
  
Collabora4ve	
  
Informa4ve	
  
Fun	
  
Future
      geek



           Name	
  
         Company	
  
  What	
  does	
  it	
  do?	
  
Aims	
  for	
  the	
  workshop	
  
What	
  animal	
  are	
  you?	
  
80 Web Businesses
    7 countries
Focus or Fail: Why and How Startups Get Focused
You
Are
Here
The
Startup
Juggle
Customers Move Slowly…
1. Don’t get
 crushed
2. You can’t
 afford not to
3. Customers
 will like it
 more
3 Features
20,000 prospects
Focus…
How?
Are you my
 purpose?
Features Fun
     Simplicity.
Why	
  are	
  you	
  building	
  a	
  
business?	
  
What	
  are	
  you	
  changing	
  in	
  
the	
  world?	
  
Wildest	
  dream	
  
What’s	
  the	
  one	
  thing	
  
that	
  happens	
  that	
  means	
  
it’s	
  all	
  working?	
  
Get The
Sequence Right
Picking Your Segments
Characteris:cs	
                     Segment	
  1:	
        Segment	
  2:	
        Segment	
  3:	
  
Reachable	
                                      -­‐1	
                 -­‐1	
                  1	
  
Strong	
  immediate	
                             0	
                    0	
                   -­‐1	
  
need	
  
Can	
  get	
  the	
  value	
  	
                  1	
                   -­‐1	
                  0	
  
Can	
  use	
  it	
                                1	
                    0	
                   -­‐1	
  
26	
  more…	
                                     1	
                    1	
                    1	
  
TOTAL	
                                          +2	
                   -­‐1	
                  0	
  
You must sacrifice



     Choices,
     choices,
    choices…
Focus	
      Do	
        Don’t	
  
 (one)	
     (few)	
     (many)	
  
Core
Utility
          Support
          Features Crap
Old	
  School	
  

Opportunity	
            Solu4on	
  
                                           Build	
  It	
      Sell	
  It	
  
   Clear	
                Clear	
  


Customer	
  Development	
  

Customer	
          Customer	
          Customer	
           Company	
  
Discovery	
         Valida4on	
  	
     Crea4on	
            Crea4on	
  



                Source: Steve Blank and Eric Ries
Reten4on	
  


Context	
  
                                              Sharing	
  
   of	
       Your	
  Service	
  =	
  	
     Content	
  
 Leads	
  




                        Viral	
  
A One Track Mind….

       Refocus - what focus means
1.  Sacrifice
2.  Sequence
3.  Core first
TEST	
  
TEST	
  
TEST	
  
TEST	
  
TEST	
  
NEXT	
  
Mth	
  1	
     Mth	
  2	
     Mth	
  3	
     Q2	
     Q3	
     Q4	
     Y2	
  

Business	
  &	
  
Vision	
  


Customer	
  
Development	
  


Product	
  



Marke4ng	
  



Business	
  
Development	
  
Capital	
  Raising	
  

                                                  Need	
  
   Be	
                            Need	
                      Need	
  
                 Start	
                         Signed	
  
Investor	
                      CommiXed	
                    Money	
  
               Pitching	
                         Term	
  
 Ready	
                         Investors	
                  in	
  Bank	
  
                                                 Sheet	
  




                        8-­‐16	
  weeks	
  
Turn
this!
s to  win
1.  Fo  cu
       or e fi rst
2.   C             , te st!
       es t, test
 3 .  T
Go Read and Join!
•  Eric Ries - Lean Startup / Minimal Viable Product
     •  http://www.startuplessonslearned.com/
•  Sean Ellis - Metric Driven Marketing
     •  http://startup-marketing.com/
•  Steve Blank - Customer Development
     •  4 Steps to the Epiphany – book.
     •  http://www.steveblank.com/
•  Sydney Lean Startup Circle
•  Silicon Beach Forum
Pollenizer Methodology


                    Design	
  
   Technology	
  
Focus	
                          Itera:ons	
  
Q&A	
  
Photo References:

  Mick Liubinskas     http://www.flickr.com/photos/dcassaa/
                      http://www.flickr.com/photos/bjmccray/
                      http://www.flickr.com/photos/25318921@N07/2461652609/

   Pollenizer.com     http://www.flickr.com/photos/melyviz/160269050/
                      http://www.flickr.com/photos/ihtatho/627226315/
                      http://www.flickr.com/photos/statusfrustration/134388320/

mick@pollenizer.com   http://www.flickr.com/photos/buck82/7855198/
                      http://www.flickr.com/photos/pazit/2400635021/
                      http://www.flickr.com/photos/theopenseas/182775698/

    @liubinskas
                      http://www.flickr.com/photos/valeriebb/296470096/
                      http://www.flickr.com/photos/54122508@N00/317904727/




                                         Mick Liubinskas
                                         Mick Liubinskas

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Focus or Fail: Why and How Startups Get Focused

  • 2. Why  be  focused?   How  to  be  focused?  
  • 3. Prac4cal   Interac4ve   Collabora4ve   Informa4ve   Fun  
  • 4. Future geek Name   Company   What  does  it  do?   Aims  for  the  workshop   What  animal  are  you?  
  • 5. 80 Web Businesses 7 countries
  • 10. 1. Don’t get crushed 2. You can’t afford not to 3. Customers will like it more
  • 13. Are you my purpose?
  • 14. Features Fun Simplicity.
  • 15. Why  are  you  building  a   business?   What  are  you  changing  in   the  world?   Wildest  dream   What’s  the  one  thing   that  happens  that  means   it’s  all  working?  
  • 17. Picking Your Segments Characteris:cs   Segment  1:   Segment  2:   Segment  3:   Reachable   -­‐1   -­‐1   1   Strong  immediate   0   0   -­‐1   need   Can  get  the  value     1   -­‐1   0   Can  use  it   1   0   -­‐1   26  more…   1   1   1   TOTAL   +2   -­‐1   0  
  • 18. You must sacrifice Choices, choices, choices…
  • 19. Focus   Do   Don’t   (one)   (few)   (many)  
  • 20. Core Utility Support Features Crap
  • 21. Old  School   Opportunity   Solu4on   Build  It   Sell  It   Clear   Clear   Customer  Development   Customer   Customer   Customer   Company   Discovery   Valida4on     Crea4on   Crea4on   Source: Steve Blank and Eric Ries
  • 22. Reten4on   Context   Sharing   of   Your  Service  =     Content   Leads   Viral  
  • 23. A One Track Mind…. Refocus - what focus means 1.  Sacrifice 2.  Sequence 3.  Core first
  • 24. TEST   TEST   TEST   TEST   TEST   NEXT  
  • 25. Mth  1   Mth  2   Mth  3   Q2   Q3   Q4   Y2   Business  &   Vision   Customer   Development   Product   Marke4ng   Business   Development  
  • 26. Capital  Raising   Need   Be   Need   Need   Start   Signed   Investor   CommiXed   Money   Pitching   Term   Ready   Investors   in  Bank   Sheet   8-­‐16  weeks  
  • 28. s to win 1.  Fo cu or e fi rst 2.  C , te st! es t, test 3 .  T
  • 29. Go Read and Join! •  Eric Ries - Lean Startup / Minimal Viable Product •  http://www.startuplessonslearned.com/ •  Sean Ellis - Metric Driven Marketing •  http://startup-marketing.com/ •  Steve Blank - Customer Development •  4 Steps to the Epiphany – book. •  http://www.steveblank.com/ •  Sydney Lean Startup Circle •  Silicon Beach Forum
  • 30. Pollenizer Methodology Design   Technology   Focus   Itera:ons  
  • 32. Photo References: Mick Liubinskas http://www.flickr.com/photos/dcassaa/ http://www.flickr.com/photos/bjmccray/ http://www.flickr.com/photos/25318921@N07/2461652609/ Pollenizer.com http://www.flickr.com/photos/melyviz/160269050/ http://www.flickr.com/photos/ihtatho/627226315/ http://www.flickr.com/photos/statusfrustration/134388320/ mick@pollenizer.com http://www.flickr.com/photos/buck82/7855198/ http://www.flickr.com/photos/pazit/2400635021/ http://www.flickr.com/photos/theopenseas/182775698/ @liubinskas http://www.flickr.com/photos/valeriebb/296470096/ http://www.flickr.com/photos/54122508@N00/317904727/ Mick Liubinskas Mick Liubinskas