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SLP 2018 Customer Development


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The Lean Startup Customer Development Model. At this day-long workshop hosted at the Soho office of Digital Ocean, we discussed how to implement lean customer discovery and validation in a startup. We learned about Steve Blank's Customer Development Model and did exercises including a lean business model canvas, empathy map and field research.

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SLP 2018 Customer Development

  1. 1. Alisia Granville Armando Somoza Elina Tunyan Noreen Whysel The Lean Startup
  2. 2. Agenda 9:30-9:45: Breakfast; Arrive and settle 9:45-10:00: SLP Ritual, Agenda and Overview 10:00-10:15: The Lean Startup 10:15-11:15: Activity: Business Model Canvas 11:15-12:00: Customer Development Model 12:00-12:30: Lunch 12:30-1:30: Activity: Empathy Map 1:30-2:30: Activity: Get Out of the Building 2:30-2:45: Regroup and discuss findings 2:45-3:00 Break 3:00-3:30: Reflection Questions 3:30-4:00: Q&A: Alumni Panel
  3. 3. SLP NY intro ritual In groups of two, spend 5 minutes each answering the following: 1. What went well since Tuesday? 2. What are you excited for next week? 3. What are you nervous about for next week?
  4. 4.
  5. 5. ➔ Introduction Lean Startup
  6. 6. Startups Are Not Smaller Versions of Large Companies
  7. 7. Large Companies Execute Known Business Models
  8. 8. Startups Search for Unknown Business Models
  9. 9. What’s A Startup?
  10. 10. Source:
  11. 11. Activity 1: Business Model Canvas
  12. 12. Breakout Groups ● 6 Volunteer Company Representatives ○ Caroline Strzalka ○ Kevin Y. Brown ○ Mark Smukler ○ Nate Littlewood ○ Raffi Kayat ○ Rajesh Kumar ○ Alternate: Amal Afroz Alam ● Everybody else, count off 1 through 6 ● Sit together
  13. 13. WHY LEAN CANVAS? ● Entrepreneur focused ● Extremely actionable ● Shows which piece of the business model is most risky
  14. 14. Exercise ● 5 min: Company representative gives 1 min overview ● 20 min: Each group uses Post-It notes to “Brain Dump” for every section of the canvas ● 20 min: Each group refine and fill out a single paper canvas ○ Identify the riskiest sections ● 20 min: Rapid fire group share (3 mins for each group) ○ Company Rep ■ Share key discoveries made by team members ■ Share riskiest sections and how you might test
  15. 15. Now What? ● Brainstorm an experiment to test which piece of the business model is most risky. ● Describe the components of your business model and how they relate to each other ● Explore different types of business models ● Develop your customer development model
  16. 16. ➔ Turning the Business Model Canvas Into Facts Customer Development Model
  17. 17. Customer Discovery ➔ Introduction: ➔ Steve Blank gs-for-entrepreneurs/ ➔ Four Steps to the Epiphany ➔ What is Customer Development?http://www.startuplesso mer-development.html ➔ The Lean LaunchPad Udacity. w-to-build-a-startup--ep245
  18. 18. Source:
  19. 19. LUNCH
  20. 20. Activity 2: Empathy Map
  21. 21. Empathy Map Canvas ➔ Who are we empathizing with? ➔ What do they need to Do? ➔ What do they See? ➔ What do they Say? ➔ What do they Do? ➔ What do they Hear? ➔ What do they Think and Feel?
  22. 22. Customer Validation ➔ Start with your Value Proposition ➔ How does your understanding of customer needs and desires mesh with the Value Proposition? ➔ What questions can you ask potential customers to validate your market? ◆ How are they Solving the Problem ◆ What are their Pain Points ➔ Get Out of the Building and Ask
  23. 23. Exercise ● 20 min: Each group uses Post-It notes to “Brain Dump” for every section of the canvas ● 20 min: Each group refine and fill out a single paper canvas ○ Think about your customers’ Goals ● 20 min: Rapid fire group share (3 mins for each group) ○ Company Rep ■ Share questions you plan to ask, openers, etc. ■ Where do you plan to look for people to talk to?
  24. 24. Activity 3: Customer Validation
  25. 25. Please return by 2:30pm
  26. 26. Activity 4: Reflection
  27. 27. Reflection: What Did You Learn? ➔ How does this activity support your business? ➔ What opportunities do you see? ➔ What challenges do you see? ➔ How would you plan for the challenges? ➔ What actionable steps can you take?
  28. 28. Alumni Panel
  29. 29. Shastri Mahadeo ➔ Over the past 10 years, Shastry has founded companies in the food, beverage, and CPG industry. ➔ Currently, Co-Founder/CEO of Union Crate, an AI platform for “one-click” supply chain processes for the consumer goods market. ➔ Founder of Bare Tea Company, Big Bites Restaurant and Aura Nightclub and Restaurant.
  30. 30. Joey Nutinsky ➔ Co-Founder/CEO of Ruvna, offers live reports to helps schools locate and account for their students in real-time during emergencies. ➔ Co-Founder/CEO of Whitemarsh Technology, offering computer repair and web design services. ➔ Has also worked at QVC, Engadget and MLB in mobile products and communications
  31. 31. Reuben Deotsch ➔ Founder of Remy, a compliance automation platform for managed care plans. ➔ Previously, engineering and technology lead at Recombine, a personalized Genomics company. ➔ Founder, Sportaneous, a real time fitness discovery and booking platform. ➔ Reuben advises & invests in early-stage startups and try to provide mentorship for young entrepreneurs, and runs, a co-living space in Brooklyn.
  32. 32. How to Build a Startup course on Udacity, by Steve Blank ● Startup Tools for Entrepreneurs ● HBR Article: Why the lean start-up changes everything, by Steve Blank ● Empathy Map Canvas ● Share-66afc6058381-1507754514 Business Model Canvas - free template ● So You Want to Start a Web Startup - Youtube Video ● Startup Business Model Design (sample company) ● Resources
  33. 33. Thank You!