1. SCRUM & Lean Startup in Enterprises
Nicola Junior Vi!o - @njvi!o
Agile Day 2014 - Ancona, Italy
November 15th, 2014
Monday, November 17, 14

2. My life in one minute
1990 - 1998 1999 - 2002 2002 - 2008 2009
Too young
@Study: Computer
Science Engineering
0 Co-Founders
+ No Focus
+ No Experience
@Work: Many roles in
di!erent companies
Experience
More
Experience!!!
Monday, November 17, 14

3. Entrepreneurship
Monday, November 17, 14

4. Entrepreneurship
...Entrepreneurs recognize they are
going to have to follow their own internal
compass and embrace the uncertainty
as part of the journey.
- Steve Blank -
more on: h!p://steveblank.com/2009/06/29/agile-opportunism-entrepreneurial-dna/
Monday, November 17, 14

5. What’s a startup?
A startup is "rst of all an experiment, it
is a human institution designed to
deliver a new product or service under
conditions of extreme uncertainty
At its heart, a startup is a catalyst that
transforms ideas into products.
(From Lessons Learned blog by Eric Ries)
Monday, November 17, 14

6. Get out of the building
Your business assumptions can be wrong
Go out and speak with your customers
Monday, November 17, 14

7. Lean Startup
Monday, November 17, 14

8. What’s a lean startup?
Lean startup is a rigorous process
for iterating from Plan A
to a plan that works.
(by Ash Maurya)
Monday, November 17, 14

9. What’s REALLY?
The Lean Startup is essentially the
Agile process (also) for business.
In other words it’s a scienti"c method to
design business models and iterate
around them developing new products.
Monday, November 17, 14

10. Lean Startup OODA loop
Monday, November 17, 14

11. The Lean Startup’s book
Monday, November 17, 14

12. The Lean Startup’s book
Monday, November 17, 14

13. The Startup Owner’s manual
Monday, November 17, 14

14. Innovation Accounting
“To improve entrepreneurial outcomes, and to
hold entrepreneurs accountable, we need to
focus on the boring stuff: how to measure
progress, how to setup milestones, how to
prioritize work.
This requires a new kind of accounting,
specific to startups”
(Eric Ries - The Lean Startup)
Monday, November 17, 14

15. Innovation Accounting
Concentrate on macro metrics
Everything you do should attempt
to change a metric
Try to use as few tools as possible
Monday, November 17, 14

16. One Page Dashboard
More on my presentation “Lean Startup Metrics and Analytics”:
http://www.slideshare.net/njvitto/lean-startup-metrics-analytics
Monday, November 17, 14

17. Customer Development
Monday, November 17, 14

18. SCRUM
Monday, November 17, 14

19. What’s SCRUM
SCRUM is an iterative and incremental
agile so#ware development framework
for managing product development.
Monday, November 17, 14

20. The SCRUM process
Monday, November 17, 14

21. The SCRUM process
?
Monday, November 17, 14

22. How to validate ideas
Monday, November 17, 14

23. Customer Discovery
Monday, November 17, 14

24. Customer Discovery
Monday, November 17, 14

25. Lean Canvas
Monday, November 17, 14

26. Lean Canvas
Lack of ideas
during grocery
shopping
To-do lists
Monday, November 17, 14

27. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Monday, November 17, 14

28. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
We think on your
behalf about
what to buy on
the grocery store
and to cook
every day
Monday, November 17, 14

29. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
We think on your
behalf about
what to buy on
the grocery store
and to cook
every day
Monday, November 17, 14

30. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
“Push” instead
We think on your than “pull”
behalf about
what to buy on
the grocery store
and to cook
every day
Monday, November 17, 14

31. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
Downloads
Daily active users
Affiliations
“Push” instead
We think on your than “pull”
behalf about
what to buy on
the grocery store
and to cook
every day
Monday, November 17, 14

32. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
Downloads
Daily active users
Affiliations
“Push” instead
We think on your than “pull”
behalf about
what to buy on
the grocery store
and to cook
every day
Facebook adv
Mobile adv
Offline in grocery
stores
Monday, November 17, 14

33. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
Downloads
Daily active users
Affiliations
“Push” instead
We think on your than “pull”
behalf about
what to buy on
the grocery store
and to cook
every day
Facebook adv
Mobile adv
Offline in grocery
stores
Marketing (acquisition costs)
People
Technology
Monday, November 17, 14

34. Lean Canvas
Moms
Housewives
Food-lovers
Moms with
smartphones
and Bimby
Lack of ideas
during grocery
shopping
To-do lists
Mobile app
with fresh ideas
to cook every
day
Downloads
Daily active users
Affiliations
“Push” instead
We think on your than “pull”
behalf about
what to buy on
the grocery store
and to cook
every day
Facebook adv
Mobile adv
Offline in grocery
stores
Marketing (acquisition costs)
People
Technology
In-app purchases
Affiliations (with groceries)
Monday, November 17, 14

35. Example: Customer Personas
Monday, November 17, 14

36. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method &
Success
Criterion
Result &
Decision
Learning
1 2 3 4 5
>OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

37. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

38. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

39. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

40. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
Lack of time to
cook or to buy
food for the week
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

41. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
Lack of time to
cook or to buy
food for the week
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Moms are too
busy to think
about cooking
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

42. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
Lack of time to
cook or to buy
food for the week
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Moms are too
busy to think
about cooking
Women like to have
someone that suggest
their recipes
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

43. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
Mom with
smartphone
Bimby
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
Lack of time to
cook or to buy
food for the week
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Moms are too
busy to think
about cooking
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

44. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
Lack of time to
cook or to buy
food for the week
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Moms are too
busy to think
about cooking
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

45. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Moms are too
busy to think
about cooking
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
Lack of time to
cook or to buy
food for the week
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

46. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
Lack of time to
cook or to buy
food for the week
Moms are too
busy to think
about cooking
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

47. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
Lack of time to
cook or to buy
food for the week
Moms are too
busy to think
about cooking
4/10
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

48. Customer Discovery
Monday, November 17, 14

49. Customer Discovery
Monday, November 17, 14

50. Customer Discovery
Useful tips for effective customers interviews:
http://uxceo.com/post/80877539095/quick-tips-for-effective-
customer-interviews
Monday, November 17, 14

51. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
Lack of time to
cook or to buy
food for the week
Moms are too
busy to think
about cooking
4/10
GET OUT OF THE BUILDING!
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

52. Javelin Experiment Board
Start here. Brainstorm with stickies, pull it over to the right to start your experiment. Experiments
Customer
Problem
Solution
Riskiest
Assumption
Method
Success
Criterion
Result
Decision
Learning
1 2 3 4 5
OVPZ`VYJZ[VTLY)LHZZWLJPÄJHZWVZZPISL Time Limit: 5 Min
Housewife with
smartphone
What is the problem? Phrase it from your customer’s perspective. Time Limit: 5 Min
Lack of ideas
when going to
the grocery
+LÄUL[OLZVS[PVUVUS`HM[LY`VOH]L]HSPKH[LKHWYVISLT^VY[OZVS]PUNTime Limit: 5 Min
List the assumptions that must hold true, for your hypothesis to be true. Time Limit: 10 Min
Women like to have
someone that suggest
their recipes
People are too lazy to
think about what to buy
and cook every single day
Need help? Use these sentences to help construct your experiment.
To form a Customer/Problem Hypothesis:
I believe my customer has a
problem achieving this goal.
To form your Assumptions:
0UVYKLYMVY̸hypothesis to be
true, assumption needs to
be true.
Determine how you will test it:
The least expensive way to
test my assumption is...
To form a Problem/Solution Hypothesis:
I believe this solution will result
in XHU[PÄHISLV[JVTL.
To identify your Riskiest Assumption:
The assumption with the least
amount of data, and core to the
viability of my hypothesis is...
Determine what success looks like:
I will run experiment with # of
customers and expect a strong
signal from # of customers.
Project Name: Team Leader Name:
Mom with
smartphone
Bimby
Lack of time to
cook or to buy
food for the week
Moms are too
busy to think
about cooking
4/10
GET OUT OF THE BUILDING!
Pivot
Moms aren't too
busy to not enjoy
cooking. Never.
Download Experiment Board and watch case studies at www.javelin.com © 2014 Javelin. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).
Monday, November 17, 14

53. Lean Startup
Agile Development
Monday, November 17, 14

54. The SCRUM process - again
?
Monday, November 17, 14

55. Cust. Development + Scrum
Vision
Monday, November 17, 14

56. Lean Product Development
Monday, November 17, 14

57. Lean Product Development
Problem:
unknown
Monday, November 17, 14

58. Lean Product Development
Problem:
unknown
Solution:
unknown
Monday, November 17, 14

59. Scalable (Lean) Startup
Monday, November 17, 14

60. Final thoughts
Remember:
There is a scientic method
to follow Agile principles
on the business side to validate ideas
before starting product development
Monday, November 17, 14

61. Example: 1st Business Model
Blomming is FREE up to $240 of sales
E-Commerce
Widgets (sales
driven by merchant)
Sales driven by
Blomming
4% OR
$14,99/m
Merchant chooses the rev. share
(min. 5%)
Sales driven by
Promoters
Merchant chooses the rev. share
(min. 5%)
50% Promoter / 50% Blomming
Monday, November 17, 14

62. Example: 1st Business Model
Blomming is FREE up to $240 of sales
E-Commerce
Widgets (sales
driven by merchant)
Sales driven by
Blomming
4% OR
$14,99/m
Merchant chooses the rev. share
(min. 5%)
Sales driven by
Promoters
Merchant chooses the rev. share
(min. 5%)
50% Promoter / 50% Blomming
Monday, November 17, 14

63. Example: Current Biz Model
Blomming =
so!ware tool
Sales driven
by merchant
Blomming =
Marketing tool
Sales driven
by Blomming
Subscription Plans
with 15 days free trial:
Basic: € 19,99/m - € 199,99/y
Premium: € 24,99/m - € 249,99/y
Every merchant can optionally
choose to sell on our Marketplace
or our Aliation network se!ing
a revenue share (min. 5%)
Monday, November 17, 14

64. Thanks!
www.blomming.com
nicola@blomming.com
Facebook.com/njvi#o
Twi#er.com/njvi#o
Linkedin.com/in/nicolajuniorvi#o
Monday, November 17, 14