Most businesses fail within the first year or two. How do you improve your odds of success? We’ll review the magic in learning loops, how to understand your users and customer development, and what you need in team dynamics to drive your startup forward and point you in a more successful direction.
By Nick Barendt & Nicole Capuana
8. Why Lean?
● reduce waste
● continuous learning
● focus on customer value
● feedback
● retrospectives
9. Lean Startup
● Eric Ries & Steve
Blank
● Apply Lean and
Scientific Principle
to Entrepreneurship
10. Build Measure Learn
Loops, feedback, cadence, &
retrospectives
Hypothesis format
We believe that
[building this feature]
[for these people]
will achieve [this outcome]
17. Customer Development
● Core focus
● Solve a problem
● Product Market Fit
● Don’t build for everyone
● Talk to them to understand
● Observe what they do
18. Get out of the Building
● Uncomfortable for developers
● Friends and family don’t count
● Whole team participates
● Identify Personas
● Develop Empathy
● Interview and Observe
● Stay out of the “Woulds”
20. Who are your customers
● Segments
● Personas
● Channels
● B2B or B2C?
● User vs. buyer
● You are not your customer
21. Understand how + why your
customers buy
● Pricing
○ what are you selling against?
● Day-in-the-life
● Journey Map
● How big of a pain do they have?
● Do they want and need it?
23. ...there is no try
● Prove or
Disprove
Hypotheses
● Experiment
Design
24. Types of Experiments
● Landing page - test the water
● Customer interviews - create a script for
consistency
● Paper prototypes to clickable prototypes
● Concierge service or Wizard of Oz
● Technical spikes to to prove feasibility and
improve effort estimates
● Actual software prototype
25. Build Less - Prototype More!
● Learn before building
● Picture worth 1000s words
● Building feels like progress
● Validate with customer
● Tell a story
● It’s priceless
26. Testing & Metrics
● Can they use it?
● Do they want it?
● What did you
observe?
● What did you learn?
● What does the data
indicate?
27. Experiment Mapping
● David Bland
● Can we learn
faster?
● Can we do
less?
Learning
Time
Days Weeks Months
31. Story Mapping
● Jeff Patton
● Epics > Features >
Icebox
● Prioritize across
● Play Devil’s Advocate
● Create an actionable
plan
There’s always
more to it than you
think & priorities
will change
34. MVP - Minimum Viable/Valuable Product
“A minimum viable product has the exact
(not least) amount of features to make it
desirable and sellable, thus giving value.”
-Martin Christensen
38. Dont’ Do it Alone
Hustler, tech, sales, fund raising
● a founder (the idea creator)
● someone who can see the big picture
● someone who hold all the details & will do whatever it takes to get the job
done
● someone who is the hustler
Be mentored
39. Be mindful of the toll
● Relationships
● Exhaustion
● You