1.
Lean
Startup
ZRH
Pivot vs Persevere
18.02.2013 @twt_carlos

2.
Agenda
#1 New attendees
#2 Overview of topic “the pivot vs. persevere”
#3 Real cases focused on pivoting
#4 Next Meetup
#5 Help, share and learn!

3.
#1
New Attendees
Short presentation

4.
 Name + nickname
 Yourself, company, role
 How are you involved with Lean Startup?
 What do you expect from this Meetup?

5.
#2
Overview of topic
pivot vs persevere
.

6.
“The Lean Startup method teaches
you how to drive a startup -how to
steer, when to turn, and when to
persevere- and grow a business with
maximum acceleration.”
theleanstartup.com/principles
“There is absolutely no right answer .
Like almost everything in a lean
startup, requires judgment.
I t ' s a n a r t , n o t a s c i e n c e .”
Eric Ries

7.
A pivot is a structured course correction
designed to test a new fundamental
hypothesis about the product,
business model and engine of growth.

8.
What is pivoting for you?

9.
Are we making progress?
or Do we need a change?

10.
A Pivot for each case
Zoom-in Zoom-out Customer segment
A single feature The whole Good product,
becomes the product becomes bad customer
whole product a single feature segment
Customer need Platform
Repositioning, or Change from an
a completely new application to a
product platform, or vice versa

11.
Caution: more blind corners!
Business architecture Value capture Engine of growth
High margin, low volume Changes in the Picking how to
or revenue model growth: viral,
Low margin, high volume sticky and paid
Channel Technology
How the product New technology
is delivered to improves the
customers competitiveness

12.
But, pivot or persevere?
Feedback!!!

13.
Measure how customers respond
An actionable metric
is one that ties
specific and repeatable
actions to observed
results.
Ash Maurya

14.
Split testing

15.
Split testing

16.
Split testing

17.
Split testing

18.
Confirm the conversion improvements
Measure Control Hypothesis #1 #2
Acquisition
AARRR Activation
Retention
Referral
Revenue

19.
#3
Real cases
Pivoting

20.
Bring Your Own Problems
Gathering problems
Ordering
Discussion

21.
Lean Startup Machine Winner 2012
http://www.youtube.com/watch?v=kddld-SS7lw

22.
#4
Next
Meetup

23.
#5
Help, share and learn!

24.
Thanks to our sponsor!
The incubator for ICT and CleanTech
startup companies in Zurich.

25.
Links
Excerpted from "The Lean Startup" book
http://www.entrepreneur.com/article/220302
Top 10 ways entrepeneurs pivot a Lean Startup
http://www.forbes.com/sites/martinzwilling/2011/09/16/top-10-ways-entrepreneurs-pivot-a-lean-startup/
Split test examples
http://www.abtests.com
Split testing
http://www.startuplessonslearned.com/2008/09/one-line-split-test-or-how-to-ab-all.html
Ash Maurya
http://www.ashmaurya.com/
Lean Startup Metrics and Analitics
http://www.slideshare.net/njvitto/lean-startup-metrics-analytics