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Introduction Successful startupsare all about turning ideas into action quickly and efficiently. Taking action is the hard part. Entrepreneurs often come to us with their ideas asking for help and input on the next steps. This has always seemed strange to me, since the steps are the same for every business. In fact, the magic is supposed to be in the idea.Launchinga startup requires the willingness to fail and learn. Avoiding failure is not a sign that
you’re smart and being smart is not about knowingall the answers; it’s about being able to find them. While knowledge is about knowing the right answer, the intelligence is about asking the right questions.Even though it's common for startups to say that ideas mean nothing and execution is everything, the reality is more nuanced. Even the world’s best entrepreneurs with incredible execution will failif their idea is fundamentally flawed, or if the
assumed market is too small.The Four Stages of the Startup Lifecycle Idea Stage It all starts with an idea. At this stage, all that matters is to understand in detail the problem or need that you want to tackle. Scaling Congratulations, you have found a market and a businessmodel. Now it’s time to move from being a startup to a scale-up. You need resources for that: money and people. Product/Market FitThis is the magical point proving that you
found a sticky market for your product or service. You willalso test your business model and pricing strategy. Problem/Solution FitOnce the opportunity is framed, it’s time to create the optimalsolution and to get the first users or customers on board. Moving Up the Value ChainBy moving from one stage to the other, the risks are reduced because assumptions are validated. The four stages form a value chain:-No idea creates value until you embody
it in a product or service.-No product or service captures value until you embodyit in a business model and pricing strategy.-No business model becomessustainable until you figure out distribution.Getting business ideasis often not the problem, validating (value creation), monetizing (value capture) and scaling (value sustainability) is.Ideas Are Useless, Unless Acted Upon 3. Do the Opposite Do the opposite of a successfulidea. Think about
Snapchat versus Instagram, exclusive (Quibb) versus inclusive (Quora).Snapchat did the opposite of what successful photo sharing Instagram did, by not relying on photographs that last. Instead Snapchat allows users to take pictures that disappear.The Quibb platform did the opposite of Quora, by creating an exclusive community—making it difficult for the users to join—instead of an inclusive one that everyone can freely enter and contribute to. 2.
Your (Previous) JobPay particular attention to things that bother you. Ask yourself “Why doesn't somebodymake ABC to solve XYZ? " That’s something I would buy immediately. You can find great business ideas right where you work. That’s what 50% of the Inc. 500 Founders did. Source: Amar BhidéIdea Generation Techniques4. Successful IdeasDraw your inspirationfrom a successfulidea but improve it significantly or execute it better. A lack of
originality and authenticity should not be a turn off.However, just a small incrementalimprovement will not be sufficient. In the words of Guy Kawasaki: "Don’t stop at doing something better, do that particular something10 times better. Jump to the next curve."6. Annual ReportsAnnual reports of public companies contain tons of interesting and accurate information. The reports show the risks and challenges a company faces; what’s working and
what’s not. They also show a breakdown of budgets so one can easily understand how money is spent; where companies are bleeding and; how their revenue is generated. By comparing key ratios to companies withinthe same industry, you can quickly point out where everyone is suffering and where some companies are under or over performing.5. Use TRIZ* TRIZ—The Theory of Inventive Problem Solving—is a technology forecast method based
on analysing patterns of innovation. TRIZ assumes that problems and solutions are repeated across industries and sciences. Investigating the technologypatterns across industriescombined with breakthroughs in science can lead to new products and services. Breakthrough technologies determine which problemscompaniescan solve.More than 5 million patents were filed around the world last year providing a wealth of information and insights.
Idea Generation Techniques7. Apply a New Business Model to an Existing IdeaStartups are often obsessed by technology. They feel as if innovation must involve inventing something new. But an entrepreneur is someone who sees business models everywhere: they focus on ways to capture value instead of looking for technologyto create value. Don’t underestimate the businessmodel innovation, in fact more than 50% of innovation comes from
business model innovation.Source: Science, Technologie et Industrie: Perspectives de l’OCDE, 2008 8. The “Fractional Horsepower" Theory The “Fractional Horsepower" approach is to take a single feature of a big successful platform and make that a separate product. Think about Instagram taking the photo feature from Facebook, or Flickr starting as a game and pivoted based on one popular feature: image hosting. Idea Generation Techniques 9.
Analyse Regulatory Constraints Sometimesregulationsare created to protect the market position of incumbents. In highly regulated industries, you can find monopolies that are ripe for disruption. The textbook examples are Uber and AirBnB. Think also Apple Watch, Square and Angel List as disrupters. Same goes for the health industry. Drones and self-driving cars are for the time being in a regulatory grey area. 10. Play with New Gadgets
Innovation takes place at the edge, just like the meltingof snow. Often new technologies look initiallylike toys, unable to fulfil the “serious” needs of customers and users. But the underlying technology improves exponentiallyfaster than users’ needs increase. It’s as if time in the technology industry moves in dog years—7 times faster—outpacing all other industries. Harvard professor Clayton Christensen gives many examples in his book “The
Innovator's Dilemma”; such as how telecom companiesviewed newcomer Skype as a “toy”. Other examples of “toys” that becamemature technology include drones, apps, crypto currency and 3D printers. Idea Generation Techniques 11. Go and Network: The Collision Theory Network, not for customeracquisition but for ideas. Be open and curious. Find out where people hang out in the domain or industry you want to tackle. Get close to companies
targeting your market, but also seek out differences and new perspectives. Gather across boundaries and disciplinesto meet people who can challenge your world-view and teachyou something new. It’s there that you can expose yourself to fresh ideas. All this can take place both offline and online. You might even randomly collide with the person that willbecome your future cofounder. Idea Generation Techniques 12. The Pain of the Pain Any
solution comes with a new—smaller—pain. The current solution of the customermight be “just good enough” or works only in combination with a semi-manualworkaround. Imagine selling a new software for corporate training programs. If you would callthe Training Managers, the first thing they will answeris that they already have training software in place. At this point, you need to dive deeper into the subject, finding “new pains” that come with their
current solution. You will be surprised how many times the “businessowner” is frustrated with the use or non-use of certain solutions they implemented. Helping them maximizing their current investment is worth investigating further. 13. Gather and Brainstorm Ideas Begin with lots of different ideas and end up throwing most of them away. Use Occam's razor to select the one idea with the fewest assumptions and make sure you stay in one domain.
Keep only one idea to make it into one great business. Throw everything in it. That’s how Glow, a fertility app, came into being. Max Levchin, member of the PayPal mafia, and his team were brainstorming about the health industry looking for underinsured areasthat were important yet not life treating. Idea after idea passed until they had their aha moment and decided to go with fertility. Idea Generation Techniques 14. Uber/Airbnb/Tinder/Netflix for
X With the popularity of these services, and consequentlytheir success andvaluation with VCs, it’s a gold rush to serve another vertical using the same approach. These innovative businessmodels typically aim at a large undisrupted industry using technology to improve the convenience factor and customerexperience with an order of magnitude. Often these mobile-enabled on-demand services create value by removing middlemen from the
equation and democratizingsupply. One can imagine that other services will follow the same path and expand their profit margins by excluding the middlemenwhile at the same time creating a delightfulexperience for customers.Your Idea Doesn’t Have to Be Unique Coming up with business ideas is easy. Relatively speaking that is, compared to setting up a business andkeeping it sustainable. Ideas are often not unique, exceptional or great, it’s the
way they are executed that makes them great Finding a great businessidea is hard. A great idea doesn’t necessarilymean doing something entirely new. Sometimes it’s just about executing better or faster. An idea that is originalbut not great, is not worth much. An idea that is not original but great, is usually the most valuable of all.It Isn’t about Inventions,It’s about Innovationn From an entrepreneur point of view, innovation is the application of new
inventions into marketable products or services. Apple was not the first to create an MP3 player nor the first to launch a platform that made songs available to their customers. What made Apple innovative is the way they combined all the elements into a single music ecosystem whilecreating a great user experience. As Tom Grasty said : “If invention is a pebble tossed in the pond, innovation is the rippling effect that pebble causes. Someone has to
toss the pebble. That’s the inventor. Someone hasto recognize the ripple will eventually become a wave. That’s the entrepreneur.” Assessing the Market Potential of an Idea Is Impossiblen You can’t make any statement about the market potential since you’re not the market. Actually nobody can, since nobody is the market (in line with Gödel's second incompleteness theorem). The market is simply unpredictable for innovative products and
services. No one knows how big the market is except the market itself. The only way to figure it out is by entering the market and collecting real numbers and real prospects. Often, for new products and services, the market needs to be created and doesn’t pre-exist. Remember, ideas are just hypotheses.Analysing the Book Market Consider a publisher who reads a manuscript from an aspiring author. The “product” is already finished. What the
publisherneeds to assess, is its market potential. Whether the publisher personally likes the book or not is irrelevant, it’s about how big the number of readers will be. The publisher has two ways, other than gut feeling, to assess the potential: The author has already been successful with previous titles. But that’s not bulletproof evidence for success of the next title. Take on a hot trend—chick lit, cooking or fantasy novels—and publish a “me too” book
that surfs that temporary wave of popularity. Other than that, the publisher has very little chance to estimate the market, even if they can estimate the “literature quality” of it. A well written book is not a priori indication of success, in the same way a great idea is not a guarantee for startup success.Dealing with Rejection on Your Way to SuccessIn fact, guess what successfulauthors have in common? They all got rejected. Numeroustimes. Agatha
Christie got rejected; Dr Seuss was “too different from other juveniles on the market to warrant its selling”. J.K. Rowling‘sHarry Potter was rejected 12 times before it became the fastest selling book ever.The Tale of Peter Rabbit by Beatrix Potter was rejected so many times she decided to self-publish 250copies. It has now sold 45 million.Margaret Mitchell gets 38 rejections from publishers before finding one to publish her novel Gone With The
Wind.Despite 14 consecutive agency rejections Stephenie Meyer‘sTwilight goes on to sell 17 million copies and spends 91 weeks on the New York Times best-seller list.“Too radical of a departure from traditional juvenile literature.” L. Frank Baum persists and The WonderfulWizard Of Oz sells 15 million.We see the same mechanism in movies. And we see it in business. Starbucks founder Howard Schultz was rejected 200 times by investors before
he found the money to start the coffee chain. The rest is history. We can never estimate the market as we are not the market. Especially not experts.Find a Problem Worth Solving Startups tend to follow the typical technology push approach, i.e. solution looking for a problem. Founders pick a problem they think they can solve, rather than a problem that’s worth solving. Yet it’s easier to create a hammerwhen you need one, than having a hammer
searching for nails. People that seek problems outperform the people who seek solutions*. One famous example of a solution-looking-for-a-problem company is Segway. The product development cost was $100 millionand it was touted as the revolutionary transport solution of the 21st century. But the problem they are trying to solve had alternatives: walkingand cycling. It took a decade before they finallyfound a niche: security and law
enforcement.There is a strong correlationbetween your ability to find and frame a problem and your long-term success.Using the Market Matrix:The Shark Bite ProblemThe viable-business-sizable-market matrix is a simpleand highly effective method to assess the business potential of ideas using two axis.On the Pain Axis you measure how deep the pain is. A “Shark Bite Problem” has a big impact . If a shark bitesoff your arm, not only are you in
extreme pain, but you bleed to death. However a shark bite doesn’t occur often. If you find customers with a shark bite problem, they will be happy to pay you a lot of money to solve their pain. Unfortunately not many customers have this issue. In other words: you found a business but not a sizable market.Using the Market Matrix:The Mosquito Bite ProblemOn the Frequency Axis you measure how often a problem occurs. A “Mosquito Bite Problem”
occurs often but has little impact. Despite the fact that mosquitos can be annoying and you have to scratch the itches in the morning, it’s a problem you can live with. The mosquito bite problem is widespread but the pain is so smallthat doing nothing is a viable alternative. In other words: you found a sizable market but not a viable business.A Shark Bite Problem on a Mosquito Scale Solving a shark bite problem for a single person is called
consultancy. However in order to build a scalable startup, you need to discover a deep need within a sizable market. A big and frequent pain can consequently be tied to a big and frequent budget (what is calledReturn on Investment). The “Shark Bite Problem on a Mosquito Scale” framework can be translated into the demand curve in economics. The bigger the pain, the more money customers are willing to pay. The smaller the pain, the lower the
price. It’s possible to make little money from a lot of people, or a lot of money from few people. However, the latter doesn’t add up.The Recipe for Success:Deep Pain and High Frequency When you interview customers, ask them to rank their pain according to the intensity and frequency of the pain. What you’re looking for is a “Homer Simpson”or a “Cookie Monster” problem. Their minds are always focused on getting beer and cookies as their
needs are both endless (High Frequency) and instant (Deep Pain).The Signs of a Mosquito Bite Problem The Signs of a Shark Bite Problem Look Out for Changing Contexts when Thinking of Business Ideas A frequent problem with a big pain is that more likely it has already been solved by another company until a new context emerges, thus creating a window of opportunity. Take Google as an example. The invention of WorldWide Web solved a
need that existed in the past such as sharing and storing information and remote access across networks. However a new context emerged due to the large amount of stored information. This opened a window of opportunity for the minds behind Google to create a search engine that could facilitate the access to the ever-growing online data. If you’re looking for a changing context and new trends, observation is the key skill required. It’s where
opportunity meets preparation. Investors, bloggers, journalists and market analysts in a specific industry represent a great way to understand and learn about the markets they cover. They have both a broad and in-depth view of the market and trends.Combining market information with technology-changing-forcesis where innovation often occurs.The Four Market Entry Scenarios Scenario 1: An Existing Product or Service in an Existing Market You
offer a higher performance, better quality or a lower cost. Because the market is known and consequently the market knows the product. The risk is lower. The key to success is figuring out the go-to-market. Scenario 3: A New Product or Service in a New Market A new market is created when a product or service creates a large customer base that didn’t exist before. Note that it doesn’t necessarilymean that you’re the first on the market but that
you're entering at the right time (i.e. not too early). The biggest risk is market adoption, the point where your predecessors failed. Apple, for instance, is a master in selecting the right moment to launch a new product. Scenario 2: A New Product or Service in an Existing Market Typically, the idea is based on a business model innovation in this scenario. Often the businesses opt for a niche, targeting a profitable part of the market. The key to success
is the differentiation position taken against incumbents. The Four Market Entry Scenarios Scenario 4: An Existing Product or Service in a New Market It is about expanding or replicating a product or service in a new market. It can either be a new geographicalexpansion or a new segment in a market.The Samwer Brothers’ first big success is an incredible example of how execution can be more important than the initialidea. Inspired by eBay, they
launched Alando, a German-language auction website, in 1999. Within 100 days of launch, they had sold the site to eBay for $54 million. There were at least 20 other auction sites in the German market at the time but the Samwers focus on customer acquisition outstripped their rivals*. The Importance of the Right Timing, Market and Industry The right market is more important than the right industry. Southwest Airlinesentered the long-declining
airline industry whichwas the “wrong industry” but the right market of commuting passengers between busy destinations. Same goes for Starbucks, as it launcheda chain of coffee bars when the coffee industry was in decline.On the other hand, Better Place was in the right industry—Clean Tech—but in the wrong market of converting middle-class familiesto a limitedchoice of battery swappingelectric cars. It went bankrupt despite raising almost $1
billion from investors.The right timing is more important than the right market. Getting the technologyright, but the market-timingwrong, is still wrong. Mark Zuckerberg, Bill Gates and Larry Page may be great programmers and talented entrepreneurs, but it’s the timing that allowed them to build companies that changed the industry. The right market is not necessarily where it is today but where it willbe in the next years and decade.Launchingtoo
early is as fatal as launching too late. The time and cost required to deliver on a long term vision can be more than the market is prepared to invest. Ask Webvan.Businesses Have Pains, Consumers Have Needs In a Business-to-Business(B2B) environment it's appropriate to talk about a problem or a pain. In a Business-to-Consumer(B2C) environment it's all about needs. For instance, Facebook is not solving a “problem”or a “pain” but it fulfillsthe
human need to connect and share with other humans. It’s very likely that when you discover a human need, it will be universal, i.e. applicable to pretty much every person on this planet. Humans are humans wherever you go. The presence of a pain tends to be more obvious in a businessenvironment than in an consumermarket. A businesshas hard objectives that can be measured, qualified and quantified. Solving a pain or reducing a friction will
always translate into a line in the balance sheet or budget (so is the price you charge for the solution). Learning what Motivates People May Result in a Business Idea In B2C, people have objectives too but they tend to be soft, compared to the hard objectives of businesses. Social, spiritual, physical and emotional well-being is important to everybody, yet much more difficult to measure and tend to have a long horizon before the impact is visible. But
it doesn’t make them less important, au contraire. We all have powerful motivators inside us. Such as the desire for autonomy, mastery, purpose, progress and social interaction. If you can find the key to stimulate these motivators, you have almost found a potential business. The last thing you need to figure out is what it takes to make the market aware of the problem.Solving a customer’spain or creating a market need are two different things. It’s
not relevant if it’s a business or a person, the first step is that they recognize their pain or need. Failing to reach an important objective for both a company and a consumer, is a great opportunity for any idea. Ideas Are Never Ridiculous We saw in section 4 that nobody can judge an idea. Let alone guessingthat an idea will be used and loved by millions. Consequentlyno idea can be a priori proven to be ridiculous. Ideas look “ridiculous” because they
are unprovable ideas in the current environment based on everything we know so far. Anything that make us feel uncomfortable is worth investigating. Don't let anyone kill your idea except the market. To go even a step further, trying to execute a proven idea—something that incumbents with far deeper pockets and experience already did—is ridiculous. Competing in such a “red market” requires a superior product/service or superior execution.Note
that history shows that markets are not dominated by the first entrant. A first-mover often needs to burn a lot of cash creating awareness, customer educationand needs in the market. Especiallyin B2C. The next entrant can follow their pioneers trail fast, unless they have a secret sauce that is hard to replicate. Successful Companies that Started with a Ridiculous Idea Facebook entered the market when Myspace and Friendster were the dominant
players. Amazon began selling books onlinewhile readers had to pay the price plus the shipping fees using their credit cards, in a time where the internet users were reluctant to buy online. Google entered a market where it had to compete with more than 10 successful search engines such as Yahoo and AltaVista. Google had no advertisements, thus no stream of income from online advertising, compared to their competition.PayPal’s alternative to
money transfer was using insecure emailaddresses to transfer real money whileproviding access to bank accounts and credit cards to a non-financialand instable startup. Twitter placed a limit of 140 characters on their messages, in a world flooded with emails, SMS and chat boxes. It was mocked by Google’s chairman Eric Schmidt, calling it a "poor man's email“.Snapchat created a mobile photo sharing app where photos last only a few
seconds.Wikipediacame up with an encyclopaedia—where reliability is the key property—that anyone can contribute to. Airbnb introduced the concept of renting out airbeds in one’s house to people they don’t know. Act as a Scientist Successfulentrepreneurs see opportunitieseverywhere. They have incredible observation skillsand question everything. In a way, a startup is nothing else than a temporary Research & Development laboratory.Intuit
founder Scott Cook noticed that his wife was strugglingeach month to keep track of their finances and used the launch of the new Apple Lisa computeras an opportunity to come up with a software that people could use to keep track of their financialrecord, on their personal computers. Within his first year, Cook conquered 50% of the financial software market*.Phil Fernandez, Jon Millerand David Morandi started Marketo, a global marketing
software company, only after spending the first year interviewingmarketing people to understand their pain. Once they understood and framed the problem, they started creating the software to tackle it. Make use of the Analysis-Synthesis-Evaluationapproach.Analysis is the process of breaking a complex topic into smaller parts to help gain a better understanding of the topic. During Evaluation, the informationobtained willbe assessed and judged.
Lastly, Synthesis involves putting together the analysed parts in order to form a new proposition. Act as a Market Researcher Social networks can be used to identify sociological patterns and trends. Twitter is a good platform to see what keeps people busy by measuring the usage of hashtags, keywords, favourites and retweets. Twitter’s Advanced Search even allows you to drill down to a specific place or language. Twitter is an open asymmetric
platform and therefore, it’s easier to mine than Facebook, Google+ and LinkedIn.You can use the Google AdWords simulator to gauge interest in certain keywords and Google Trends to see the interest over time. Quora and similar“Q&A” websitesare a source of informationto gauge what’s keepingpeople awake at night.You can also research the FAQs from potential competitors to find out what’s lacking (i.e. integration or an unsupported service).
Find out what their customers complain about. There are even competitors that publiclyshow what new features are being requested by their customers. Such transparency is useful for research and discovery before doing customer interviews. Act as an Anthropologist Anthropology is the study of humans. An anthropologist is a master in observation whilekeeping biases, assumptionsand prejudgments to a minimum. Clear your mind, just observe
and engage. Try to understand the why and how, not just the what, where and when. Question everything, especiallythe parts that you think you already fully understand. Actively listen and absorb what customers are saying, in their exact wording and language. Look for recurring themes and patterns. Acting as an anthropologist willavoid the biggest trap of would be entrepreneurs: deep inside, they don’t want their ideas to get invalidated. Any
positive signalwill be interpreted as a confirmation while ignoring or avoiding the negative signals. It should be the other way around. This blind spot is the biggest risk you willface. Pay attention to what Andres Glusman calls the “Malkovich Bias”: the tendency to believe that everyone uses the technology the same way you do.Act as a Management Consultant A management consultant starts an assignment by understandingthe industry before
engaging with a client. They willinterview stakeholders and study the documents that the client has provided. A consultant is using a methodology or framework to map out the perceived problem. There are a lot of methodologies and frameworksavailable that can help to structure your approach. Some examples are the SWOT analysis, the Balanced Score Card, the BusinessModel Canvas, the BCG matrix, etc. Be aware that what may look like a
big opportunity may be a big threat for others. Put yourself in your customers’shoes first, before you start talking to them. Act as a Child Nobody is more curious than a child. Nobody is questioning more than a child; just ask any parent. Children constantly wonder about the world around them. They will question and question again. They will ask help and support. They will start playing with other children they never met. They have all sort of dreams.
They don’t make any plans and take things as they come. They have stamina, willpower and don’t give up easily (like learning to ride a bicycle). And lastly, they are not afraid. They experience everything first hand. There’s nothing that will ever replace experiencingthings first hand. Children are truly learning machines. Somehow we lost that ability by growing up. Frame the Opportunity by Asking the Right Questions Finding answers is easy when
asking the right questions. The right questionshelp you answer the different parts of the main question: “What do I wish I knew about my customers in order to frame the opportunity?” Remember that you can’t spot the opportunity from the outside, you need to get insidethe building to understand a company’s challenges and pains. And even better: get inside their head. Explore broadly but dig deeply in the relevant areas. Identify the key
stakeholders in the value chain that are impacted by the pain. A good interview willnot only qualify the pain but also qualify the reasons and the measurements. Learn more on what questions to ask during an interview on the next slide. Sample Question Set for. Conducting an Interview What is causing you to have this issue? When was the last time you faced this issue? What went wrong? What are the consequences? How do you currently deal
with this issue? Does the issue impact certain departments or the whole organization? How are they impacted? What tools and processes are impacted by this issue? How frequent is the issue? If you compare this issue with other challenges you have, how high would you rate it? How is this problem impacting your objectives? How much money does this problem cost you? Gather Qualitative Feedback. Although you’re in the “Frame the Opportunity”
stage, when you have the opportunity to talk to customers, it is a good strategy to ask them for initialfeedback on your solution. Try to find out if they:Would be interested in your solution to an existing problem?Would buy it?Would buy it from you (i.e. a startup) ?Avoid generic questionssuch as “Do you think it’s a good idea?”. Don’t ask for an opinion, ask about specifics. Generic questions don’t lead to great insights.Useinterviews, not surveys.
Surveys are valuable for asking questions that have a predefined or a limited set of answers. During the customer discovery journey, surveys create more blind spots than new insights. Don’t use surveys for discovery, but for validation. Interviews allow for open-ended questions enabling to drill down into relevant answers framing the opportunity. So how many interviews should you conduct? It depends on the complexity of the problem or need, but
anywhere between 10 (B2B) and 50 (B2C) is a good range. Asking about Price during Interviews Steve Blank is a promoter of gauging the price early on, even during the customer interview in the discovery phase. Others, such as Sean Ellis, advises to wait before validating pricing until Product/Market fit is reached. Our opinion is that within a certain context you can ask customers about pricing during interviewsbut it requires a structured approach,
not just asking for ball park figures. A powerful methodologyfor asking customers about pricing is the Price Sensitivity Meter from Dutch economist Peter van Westendorp. LINK: LEANPRICING.CO Learn more on how startups should use a pricing framework. Interview Guiding Rules Begin by thanking the interviewee for taking their time to participate. Establish the purpose of the interview. Prepare opening and warm-up questions. Actively listen to
their feedback.Askquestions, avoid making statements. Ask for stories. Any question that starts with “Show me how…” is a good question. A “budget due diligence”approach willhelp you frame the biggest pains. The two key insights are: “Where does the money come from?” and “How can they make more money?” Assess the degree of awareness. Remember that the user is not necessary the buyer. After every question always confirm by
parroting the answers. Alternate between opened and closed-ended questions. The more your idea is niche, the more research you need. Use silence.Pay attention to the tone of voice and body language of the interviewee. Show empathy.Interview Guiding RulesAvoid leading questions.Express appreciation at the end of the interview.Ask for permission to follow up.Ask for referrals.Create a persona based on this type of customer.Don’t tape the
interview, people willnot speak up their mind on record.Doing the interview with two persons is a good idea (one guides the conversation, the other one takes notes) and makes you more credible. But more than two can be intimidating for the interviewee. When you walk away from the interview you should have a deep understanding of the company, the customer objectives, where and why they fail and how the impact of the problem can be
measured in economic terms. After some interviews, you should see a trend or a common theme.Cognitive Dissonance vs. Latent ProblemsUnderstanding your customers’problems involves understanding their pain; it means how customers experience the problem and why and how much it matters to them. The goal is to have the potential customers recognize the problem and understand how they can solve it today. When customers fail to reach
their objectives, and actively look for a solution, it’s called “cognitive dissonance”in psychology. Enforcing or amplifying cognitive dissonance is what sales and marketing people are good at. However, when launching a new product or service, customers are generally unaware of how it can positively impact their business or life. In such situation, customers don’t have an explicit but a latent problem. By challenging the status quo in the area that you
plan to address, the latent problem becomes a recognized problem. Remember that you’re lookingfor shark-bite problems on a mosquito-bite scale; a problem that is critical for companies and a must-have for consumers.Using the Toyota Method to Find the Roots of a Problem The Toyota Production System that Taiichi Ohno presents in his book covers the 5 Whys as a method to find the root cause of a problem. It borrows heavily from the
laddering technique used by psychologists sincethe ‘60s. So why 5 times? Every time you ask why, it willmove the problem to a higher level of abstraction and a deeper level of understanding. It often leads to other potential root causes and essentiallyreframes the problem. That’s exactly why this method is useful when researching the opportunity.The 5 Whys willbring the problem behind a shallow technical issue and brings it back to a human
responsibility somewhere down the line. Using this method, the owner of the problem can be identified and therefore the persona of your future buyer.Using the Toyota Method to Find the Roots of a Problem Note that asking Why 5 times in a row, might irritate the interviewee. This can be avoided by explaining that you use the Toyota method and by rephrasing the questions from “Why?” to “Show me how…?”; “How did this happen?”; “What exactly
caused…?”. Asking the Whys exactly 5 times is not a law. It might be too many and other times too few. It’s a conversation with the interviewee, not an interrogation. Once you reached the edge of the problem that you try to solve, it makes sense to stop questioning. Because the Toyota method is a simple and systematic way to dive deep into the problem, it’s very powerful even for the first-time users. Using the “Jobs-To-Be-Done”. Approach to
Frame the Opportunity Another powerful yet simple way of framing opportunitiesis the “Jobs-To-Be-Done” approach from the famous HBS Professor Clayton Christensen.He describes how a product or a service may benefit from using this method in order to solve a problem. Customers “hire” products and services, to do “jobs” for them. The method looks at the customer’s motivation by shifting from mere attributes to how they plan on using the
product or service in order to solve their problem. The concept is best described by fellow HBS Professor Theodore Levitt: “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”. People Don’t Know What They Want No quote is so misused in innovation circles than the famous quote from Henry Ford: “If I had asked people what they wanted, they would have said faster horses”. It assumes that people don’t know what they
want. Steve Jobs reaffirmed that thinking: “People don't know what they want until you show it to them”. But on a second look, the answer is there: FASTER. People want faster transportation and that’s exactly what the car industry gave us. There is a difference between understanding your customers by asking them what they want and doing exactly what they say. The Idea Validation ProcessApplying the BusinessModel Canvas or the Lean
Canvas?For startups, the Lean Canvas is superiorto the BusinessModel Canvas. The latter should be used by establishedbusinesses . However, during the explorative Idea Stage, there is no need to apply any canvas. After all, you’re only trying to understand a single building block: The Problem.Share Freely, Share Often No one wants to steal your startup idea. What are the chances somebody will drop everything to execute your to-be-proved
idea? The chance that somebody will steal your idea is infinitely smaller than the chance that nobody will care about it. Even if everyone signs an NDA, what is to stop someone to make a better version once you launched it in public? So worry about the right things. Share freely what you’re working on as often as possible and get feedback early. You never know whose feedback could help you make important improvements. Go a step further and
reach out to perceived competitors to find out why they weren’t tacklingthe same problem. Competitors often tell you who you should be speaking with. The insights are more valuable than the risks. Opportunities will materialize the moment you start sharing, helping you set a direction. You don’t have to share your idea with the whole world nor telling everybody everything. You can talk about the problem you're trying to solve but not how you plan to
solve it. Traction Attracts Competitors Nobody willsteal your idea until you get traction. Once you proved that you found a shark bite problem on a mosquito scale, be ready for tons of copycats coming out of the woodwork. The power of an idea comes from implementation. The prize doesn't go to the one who came up with the idea first but to the one that moves from the Idea Stage all the way to the ScalingStage while solving a Shark Bite Problem
on a Mosquito Scale. Navigate through all these stages is not easy: fail and recover; iterate and pivot; adapt more often than a chameleon changes colours. Get customers first and postpone Intellectual Property protection until the last possible moment when early signs of traction become visible. Traction is the new Intellectual Property. It’s Not the Patents that Protect Ideas, but the Markets How do you avoid that a competitor such as LinkedIn or
Salesforce launches a new feature that replicates your idea? The answerlies in thinking about the opposite case: how would you “steal” Facebook or Twitter? The source code for Facebook clones are freely out there for you to grab. An application similar to Twitter can be built over the weekend. But that doesn’t give you their hundreds of millions of users. Facebook, Twitter, Google or WhatsApp aren't easy to copy because the value isn't just in the
software platform, but in their user base. That’s where the money is, not in their lines of code. Startups need to get traction to reach a tipping point before the big dogs wake up and attract the attention of the press, analysts and VCs. Protecting ideas comes from the 19th (Mechanical) and 20th century (Electrical)inventions and doesn’t apply 1:1 in a world with free distribution and global market access. Sometimes in nature, the big animals eat the
smallerones, but more often it’s the fastest animals that eat the slowerones. Don’t be afraid to challengethe big players. The Dos and Don’ts of Dealing with BusinessIdeas DOs:Frame the problem.Focus on discovery as the key activity. Aim for a profound understandingof the problem. Solve a Shark Bite Problem on a Mosquito Scale. Keep in mind that success is 1% inspiration and 99% execution. Share your ideas.Connect with others. Great
ideas are raised, not born. Make sure that the interview delivers the data you expected. Work to learn, not to earn. DON’Ts: Fall in love with your ideas and develop a tunnel vision. Avoid sharing or executing your ideas. Solve a Shark Bite Problem. Solve a Mosquito Bite Problem. Assume anything about the problem/need. Try to build a product for everyone. Be an apprentice instead of a salesperson. Talk too much, instead of listening more. Avoid
paralysis by (over) analysisAssume that other perceive your idea in the same way you do.Recommended Reading The Mom Test Rob Fitzpatrick This book teaches you how to perform interviews and ask the right questions to customers in order to validate your idea. The Art of the Start Guy Kawasaki What does it take to turn your idea into action? Kawasaki uses humour to explain the process. Little Bets Peter Sims This book explains an
experimental approach to assess the potential of ideas. The Success of Your Startup Depends on Your Team’s Expertise Think Twice Before Starting Your Own BusinessThe step to launch a company should not be taken lightly and might be the most important decisionin your life. A startup willtake over your life to a degree you can’t imagine for a long time to come, especially if you’re successful. You will be spending sleepless nights worrying or
thinking about your business. If you’re a student, we strongly recommendyou to finish your studies first. Successful dropouts are the exception not the norm.As entrepreneurship is about making tough decisions, you should begin with this one. Get comfortable with uncertainty, you will face it every day. Startup life is not glamorous, most of the time nothing happens. Startups have long periods of doing huge amounts of work with very little positive
result. The emotion that you’ll often feel is rejection. But decisions are temporary. Every decision you take only lasts until your next one. By constantly doing new things, you willfigure out your true purpose in life. Life is too short to pursue anything other than what you are most passionate about. What Matters in the Idea Stage Short Recap The biggest challenge in the idea stage is to frame the opportunity. Question everything and hunt down the
answers; explore your idea from all possibleangles and flesh it out. Indeed, customer insight is a competitive advantage. The only two metrics that matter are the depth of the pain or need (Shark Bite Problem) and the frequency (Mosquito Scale). These two metrics are what makes the problem or need worth solving. A by-product of framing the opportunity is that you get an indication of the persona and the segment you will tackle with your solution
in the nearby future. Once that’s done, give it some time to brew and take a deep breath before you go to the next stage: Problem / Solution Fit. Bonus Slide Message Get out of the building. Get out of the buildingwith an MVP. Get out of the building with an MVP wrapped in a business Model. Book The Four Steps to the Epiphany The Lean Startup Running Lean Author Steve Blank Eric Ries Ash Maurya

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Genesis

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  • 92. Introduction Successful startupsare all about turning ideas into action quickly and efficiently. Taking action is the hard part. Entrepreneurs often come to us with their ideas asking for help and input on the next steps. This has always seemed strange to me, since the steps are the same for every business. In fact, the magic is supposed to be in the idea.Launchinga startup requires the willingness to fail and learn. Avoiding failure is not a sign that you’re smart and being smart is not about knowingall the answers; it’s about being able to find them. While knowledge is about knowing the right answer, the intelligence is about asking the right questions.Even though it's common for startups to say that ideas mean nothing and execution is everything, the reality is more nuanced. Even the world’s best entrepreneurs with incredible execution will failif their idea is fundamentally flawed, or if the assumed market is too small.The Four Stages of the Startup Lifecycle Idea Stage It all starts with an idea. At this stage, all that matters is to understand in detail the problem or need that you want to tackle. Scaling Congratulations, you have found a market and a businessmodel. Now it’s time to move from being a startup to a scale-up. You need resources for that: money and people. Product/Market FitThis is the magical point proving that you found a sticky market for your product or service. You willalso test your business model and pricing strategy. Problem/Solution FitOnce the opportunity is framed, it’s time to create the optimalsolution and to get the first users or customers on board. Moving Up the Value ChainBy moving from one stage to the other, the risks are reduced because assumptions are validated. The four stages form a value chain:-No idea creates value until you embody it in a product or service.-No product or service captures value until you embodyit in a business model and pricing strategy.-No business model becomessustainable until you figure out distribution.Getting business ideasis often not the problem, validating (value creation), monetizing (value capture) and scaling (value sustainability) is.Ideas Are Useless, Unless Acted Upon 3. Do the Opposite Do the opposite of a successfulidea. Think about Snapchat versus Instagram, exclusive (Quibb) versus inclusive (Quora).Snapchat did the opposite of what successful photo sharing Instagram did, by not relying on photographs that last. Instead Snapchat allows users to take pictures that disappear.The Quibb platform did the opposite of Quora, by creating an exclusive community—making it difficult for the users to join—instead of an inclusive one that everyone can freely enter and contribute to. 2. Your (Previous) JobPay particular attention to things that bother you. Ask yourself “Why doesn't somebodymake ABC to solve XYZ? " That’s something I would buy immediately. You can find great business ideas right where you work. That’s what 50% of the Inc. 500 Founders did. Source: Amar BhidéIdea Generation Techniques4. Successful IdeasDraw your inspirationfrom a successfulidea but improve it significantly or execute it better. A lack of originality and authenticity should not be a turn off.However, just a small incrementalimprovement will not be sufficient. In the words of Guy Kawasaki: "Don’t stop at doing something better, do that particular something10 times better. Jump to the next curve."6. Annual ReportsAnnual reports of public companies contain tons of interesting and accurate information. The reports show the risks and challenges a company faces; what’s working and what’s not. They also show a breakdown of budgets so one can easily understand how money is spent; where companies are bleeding and; how their revenue is generated. By comparing key ratios to companies withinthe same industry, you can quickly point out where everyone is suffering and where some companies are under or over performing.5. Use TRIZ* TRIZ—The Theory of Inventive Problem Solving—is a technology forecast method based on analysing patterns of innovation. TRIZ assumes that problems and solutions are repeated across industries and sciences. Investigating the technologypatterns across industriescombined with breakthroughs in science can lead to new products and services. Breakthrough technologies determine which problemscompaniescan solve.More than 5 million patents were filed around the world last year providing a wealth of information and insights. Idea Generation Techniques7. Apply a New Business Model to an Existing IdeaStartups are often obsessed by technology. They feel as if innovation must involve inventing something new. But an entrepreneur is someone who sees business models everywhere: they focus on ways to capture value instead of looking for technologyto create value. Don’t underestimate the businessmodel innovation, in fact more than 50% of innovation comes from business model innovation.Source: Science, Technologie et Industrie: Perspectives de l’OCDE, 2008 8. The “Fractional Horsepower" Theory The “Fractional Horsepower" approach is to take a single feature of a big successful platform and make that a separate product. Think about Instagram taking the photo feature from Facebook, or Flickr starting as a game and pivoted based on one popular feature: image hosting. Idea Generation Techniques 9. Analyse Regulatory Constraints Sometimesregulationsare created to protect the market position of incumbents. In highly regulated industries, you can find monopolies that are ripe for disruption. The textbook examples are Uber and AirBnB. Think also Apple Watch, Square and Angel List as disrupters. Same goes for the health industry. Drones and self-driving cars are for the time being in a regulatory grey area. 10. Play with New Gadgets Innovation takes place at the edge, just like the meltingof snow. Often new technologies look initiallylike toys, unable to fulfil the “serious” needs of customers and users. But the underlying technology improves exponentiallyfaster than users’ needs increase. It’s as if time in the technology industry moves in dog years—7 times faster—outpacing all other industries. Harvard professor Clayton Christensen gives many examples in his book “The Innovator's Dilemma”; such as how telecom companiesviewed newcomer Skype as a “toy”. Other examples of “toys” that becamemature technology include drones, apps, crypto currency and 3D printers. Idea Generation Techniques 11. Go and Network: The Collision Theory Network, not for customeracquisition but for ideas. Be open and curious. Find out where people hang out in the domain or industry you want to tackle. Get close to companies targeting your market, but also seek out differences and new perspectives. Gather across boundaries and disciplinesto meet people who can challenge your world-view and teachyou something new. It’s there that you can expose yourself to fresh ideas. All this can take place both offline and online. You might even randomly collide with the person that willbecome your future cofounder. Idea Generation Techniques 12. The Pain of the Pain Any solution comes with a new—smaller—pain. The current solution of the customermight be “just good enough” or works only in combination with a semi-manualworkaround. Imagine selling a new software for corporate training programs. If you would callthe Training Managers, the first thing they will answeris that they already have training software in place. At this point, you need to dive deeper into the subject, finding “new pains” that come with their current solution. You will be surprised how many times the “businessowner” is frustrated with the use or non-use of certain solutions they implemented. Helping them maximizing their current investment is worth investigating further. 13. Gather and Brainstorm Ideas Begin with lots of different ideas and end up throwing most of them away. Use Occam's razor to select the one idea with the fewest assumptions and make sure you stay in one domain. Keep only one idea to make it into one great business. Throw everything in it. That’s how Glow, a fertility app, came into being. Max Levchin, member of the PayPal mafia, and his team were brainstorming about the health industry looking for underinsured areasthat were important yet not life treating. Idea after idea passed until they had their aha moment and decided to go with fertility. Idea Generation Techniques 14. Uber/Airbnb/Tinder/Netflix for X With the popularity of these services, and consequentlytheir success andvaluation with VCs, it’s a gold rush to serve another vertical using the same approach. These innovative businessmodels typically aim at a large undisrupted industry using technology to improve the convenience factor and customerexperience with an order of magnitude. Often these mobile-enabled on-demand services create value by removing middlemen from the equation and democratizingsupply. One can imagine that other services will follow the same path and expand their profit margins by excluding the middlemenwhile at the same time creating a delightfulexperience for customers.Your Idea Doesn’t Have to Be Unique Coming up with business ideas is easy. Relatively speaking that is, compared to setting up a business andkeeping it sustainable. Ideas are often not unique, exceptional or great, it’s the way they are executed that makes them great Finding a great businessidea is hard. A great idea doesn’t necessarilymean doing something entirely new. Sometimes it’s just about executing better or faster. An idea that is originalbut not great, is not worth much. An idea that is not original but great, is usually the most valuable of all.It Isn’t about Inventions,It’s about Innovationn From an entrepreneur point of view, innovation is the application of new inventions into marketable products or services. Apple was not the first to create an MP3 player nor the first to launch a platform that made songs available to their customers. What made Apple innovative is the way they combined all the elements into a single music ecosystem whilecreating a great user experience. As Tom Grasty said : “If invention is a pebble tossed in the pond, innovation is the rippling effect that pebble causes. Someone has to toss the pebble. That’s the inventor. Someone hasto recognize the ripple will eventually become a wave. That’s the entrepreneur.” Assessing the Market Potential of an Idea Is Impossiblen You can’t make any statement about the market potential since you’re not the market. Actually nobody can, since nobody is the market (in line with Gödel's second incompleteness theorem). The market is simply unpredictable for innovative products and services. No one knows how big the market is except the market itself. The only way to figure it out is by entering the market and collecting real numbers and real prospects. Often, for new products and services, the market needs to be created and doesn’t pre-exist. Remember, ideas are just hypotheses.Analysing the Book Market Consider a publisher who reads a manuscript from an aspiring author. The “product” is already finished. What the publisherneeds to assess, is its market potential. Whether the publisher personally likes the book or not is irrelevant, it’s about how big the number of readers will be. The publisher has two ways, other than gut feeling, to assess the potential: The author has already been successful with previous titles. But that’s not bulletproof evidence for success of the next title. Take on a hot trend—chick lit, cooking or fantasy novels—and publish a “me too” book that surfs that temporary wave of popularity. Other than that, the publisher has very little chance to estimate the market, even if they can estimate the “literature quality” of it. A well written book is not a priori indication of success, in the same way a great idea is not a guarantee for startup success.Dealing with Rejection on Your Way to SuccessIn fact, guess what successfulauthors have in common? They all got rejected. Numeroustimes. Agatha Christie got rejected; Dr Seuss was “too different from other juveniles on the market to warrant its selling”. J.K. Rowling‘sHarry Potter was rejected 12 times before it became the fastest selling book ever.The Tale of Peter Rabbit by Beatrix Potter was rejected so many times she decided to self-publish 250copies. It has now sold 45 million.Margaret Mitchell gets 38 rejections from publishers before finding one to publish her novel Gone With The Wind.Despite 14 consecutive agency rejections Stephenie Meyer‘sTwilight goes on to sell 17 million copies and spends 91 weeks on the New York Times best-seller list.“Too radical of a departure from traditional juvenile literature.” L. Frank Baum persists and The WonderfulWizard Of Oz sells 15 million.We see the same mechanism in movies. And we see it in business. Starbucks founder Howard Schultz was rejected 200 times by investors before he found the money to start the coffee chain. The rest is history. We can never estimate the market as we are not the market. Especially not experts.Find a Problem Worth Solving Startups tend to follow the typical technology push approach, i.e. solution looking for a problem. Founders pick a problem they think they can solve, rather than a problem that’s worth solving. Yet it’s easier to create a hammerwhen you need one, than having a hammer searching for nails. People that seek problems outperform the people who seek solutions*. One famous example of a solution-looking-for-a-problem company is Segway. The product development cost was $100 millionand it was touted as the revolutionary transport solution of the 21st century. But the problem they are trying to solve had alternatives: walkingand cycling. It took a decade before they finallyfound a niche: security and law enforcement.There is a strong correlationbetween your ability to find and frame a problem and your long-term success.Using the Market Matrix:The Shark Bite ProblemThe viable-business-sizable-market matrix is a simpleand highly effective method to assess the business potential of ideas using two axis.On the Pain Axis you measure how deep the pain is. A “Shark Bite Problem” has a big impact . If a shark bitesoff your arm, not only are you in extreme pain, but you bleed to death. However a shark bite doesn’t occur often. If you find customers with a shark bite problem, they will be happy to pay you a lot of money to solve their pain. Unfortunately not many customers have this issue. In other words: you found a business but not a sizable market.Using the Market Matrix:The Mosquito Bite ProblemOn the Frequency Axis you measure how often a problem occurs. A “Mosquito Bite Problem” occurs often but has little impact. Despite the fact that mosquitos can be annoying and you have to scratch the itches in the morning, it’s a problem you can live with. The mosquito bite problem is widespread but the pain is so smallthat doing nothing is a viable alternative. In other words: you found a sizable market but not a viable business.A Shark Bite Problem on a Mosquito Scale Solving a shark bite problem for a single person is called consultancy. However in order to build a scalable startup, you need to discover a deep need within a sizable market. A big and frequent pain can consequently be tied to a big and frequent budget (what is calledReturn on Investment). The “Shark Bite Problem on a Mosquito Scale” framework can be translated into the demand curve in economics. The bigger the pain, the more money customers are willing to pay. The smaller the pain, the lower the price. It’s possible to make little money from a lot of people, or a lot of money from few people. However, the latter doesn’t add up.The Recipe for Success:Deep Pain and High Frequency When you interview customers, ask them to rank their pain according to the intensity and frequency of the pain. What you’re looking for is a “Homer Simpson”or a “Cookie Monster” problem. Their minds are always focused on getting beer and cookies as their needs are both endless (High Frequency) and instant (Deep Pain).The Signs of a Mosquito Bite Problem The Signs of a Shark Bite Problem Look Out for Changing Contexts when Thinking of Business Ideas A frequent problem with a big pain is that more likely it has already been solved by another company until a new context emerges, thus creating a window of opportunity. Take Google as an example. The invention of WorldWide Web solved a need that existed in the past such as sharing and storing information and remote access across networks. However a new context emerged due to the large amount of stored information. This opened a window of opportunity for the minds behind Google to create a search engine that could facilitate the access to the ever-growing online data. If you’re looking for a changing context and new trends, observation is the key skill required. It’s where opportunity meets preparation. Investors, bloggers, journalists and market analysts in a specific industry represent a great way to understand and learn about the markets they cover. They have both a broad and in-depth view of the market and trends.Combining market information with technology-changing-forcesis where innovation often occurs.The Four Market Entry Scenarios Scenario 1: An Existing Product or Service in an Existing Market You offer a higher performance, better quality or a lower cost. Because the market is known and consequently the market knows the product. The risk is lower. The key to success is figuring out the go-to-market. Scenario 3: A New Product or Service in a New Market A new market is created when a product or service creates a large customer base that didn’t exist before. Note that it doesn’t necessarilymean that you’re the first on the market but that you're entering at the right time (i.e. not too early). The biggest risk is market adoption, the point where your predecessors failed. Apple, for instance, is a master in selecting the right moment to launch a new product. Scenario 2: A New Product or Service in an Existing Market Typically, the idea is based on a business model innovation in this scenario. Often the businesses opt for a niche, targeting a profitable part of the market. The key to success is the differentiation position taken against incumbents. The Four Market Entry Scenarios Scenario 4: An Existing Product or Service in a New Market It is about expanding or replicating a product or service in a new market. It can either be a new geographicalexpansion or a new segment in a market.The Samwer Brothers’ first big success is an incredible example of how execution can be more important than the initialidea. Inspired by eBay, they launched Alando, a German-language auction website, in 1999. Within 100 days of launch, they had sold the site to eBay for $54 million. There were at least 20 other auction sites in the German market at the time but the Samwers focus on customer acquisition outstripped their rivals*. The Importance of the Right Timing, Market and Industry The right market is more important than the right industry. Southwest Airlinesentered the long-declining airline industry whichwas the “wrong industry” but the right market of commuting passengers between busy destinations. Same goes for Starbucks, as it launcheda chain of coffee bars when the coffee industry was in decline.On the other hand, Better Place was in the right industry—Clean Tech—but in the wrong market of converting middle-class familiesto a limitedchoice of battery swappingelectric cars. It went bankrupt despite raising almost $1 billion from investors.The right timing is more important than the right market. Getting the technologyright, but the market-timingwrong, is still wrong. Mark Zuckerberg, Bill Gates and Larry Page may be great programmers and talented entrepreneurs, but it’s the timing that allowed them to build companies that changed the industry. The right market is not necessarily where it is today but where it willbe in the next years and decade.Launchingtoo early is as fatal as launching too late. The time and cost required to deliver on a long term vision can be more than the market is prepared to invest. Ask Webvan.Businesses Have Pains, Consumers Have Needs In a Business-to-Business(B2B) environment it's appropriate to talk about a problem or a pain. In a Business-to-Consumer(B2C) environment it's all about needs. For instance, Facebook is not solving a “problem”or a “pain” but it fulfillsthe human need to connect and share with other humans. It’s very likely that when you discover a human need, it will be universal, i.e. applicable to pretty much every person on this planet. Humans are humans wherever you go. The presence of a pain tends to be more obvious in a businessenvironment than in an consumermarket. A businesshas hard objectives that can be measured, qualified and quantified. Solving a pain or reducing a friction will always translate into a line in the balance sheet or budget (so is the price you charge for the solution). Learning what Motivates People May Result in a Business Idea In B2C, people have objectives too but they tend to be soft, compared to the hard objectives of businesses. Social, spiritual, physical and emotional well-being is important to everybody, yet much more difficult to measure and tend to have a long horizon before the impact is visible. But it doesn’t make them less important, au contraire. We all have powerful motivators inside us. Such as the desire for autonomy, mastery, purpose, progress and social interaction. If you can find the key to stimulate these motivators, you have almost found a potential business. The last thing you need to figure out is what it takes to make the market aware of the problem.Solving a customer’spain or creating a market need are two different things. It’s not relevant if it’s a business or a person, the first step is that they recognize their pain or need. Failing to reach an important objective for both a company and a consumer, is a great opportunity for any idea. Ideas Are Never Ridiculous We saw in section 4 that nobody can judge an idea. Let alone guessingthat an idea will be used and loved by millions. Consequentlyno idea can be a priori proven to be ridiculous. Ideas look “ridiculous” because they are unprovable ideas in the current environment based on everything we know so far. Anything that make us feel uncomfortable is worth investigating. Don't let anyone kill your idea except the market. To go even a step further, trying to execute a proven idea—something that incumbents with far deeper pockets and experience already did—is ridiculous. Competing in such a “red market” requires a superior product/service or superior execution.Note that history shows that markets are not dominated by the first entrant. A first-mover often needs to burn a lot of cash creating awareness, customer educationand needs in the market. Especiallyin B2C. The next entrant can follow their pioneers trail fast, unless they have a secret sauce that is hard to replicate. Successful Companies that Started with a Ridiculous Idea Facebook entered the market when Myspace and Friendster were the dominant players. Amazon began selling books onlinewhile readers had to pay the price plus the shipping fees using their credit cards, in a time where the internet users were reluctant to buy online. Google entered a market where it had to compete with more than 10 successful search engines such as Yahoo and AltaVista. Google had no advertisements, thus no stream of income from online advertising, compared to their competition.PayPal’s alternative to money transfer was using insecure emailaddresses to transfer real money whileproviding access to bank accounts and credit cards to a non-financialand instable startup. Twitter placed a limit of 140 characters on their messages, in a world flooded with emails, SMS and chat boxes. It was mocked by Google’s chairman Eric Schmidt, calling it a "poor man's email“.Snapchat created a mobile photo sharing app where photos last only a few seconds.Wikipediacame up with an encyclopaedia—where reliability is the key property—that anyone can contribute to. Airbnb introduced the concept of renting out airbeds in one’s house to people they don’t know. Act as a Scientist Successfulentrepreneurs see opportunitieseverywhere. They have incredible observation skillsand question everything. In a way, a startup is nothing else than a temporary Research & Development laboratory.Intuit founder Scott Cook noticed that his wife was strugglingeach month to keep track of their finances and used the launch of the new Apple Lisa computeras an opportunity to come up with a software that people could use to keep track of their financialrecord, on their personal computers. Within his first year, Cook conquered 50% of the financial software market*.Phil Fernandez, Jon Millerand David Morandi started Marketo, a global marketing software company, only after spending the first year interviewingmarketing people to understand their pain. Once they understood and framed the problem, they started creating the software to tackle it. Make use of the Analysis-Synthesis-Evaluationapproach.Analysis is the process of breaking a complex topic into smaller parts to help gain a better understanding of the topic. During Evaluation, the informationobtained willbe assessed and judged. Lastly, Synthesis involves putting together the analysed parts in order to form a new proposition. Act as a Market Researcher Social networks can be used to identify sociological patterns and trends. Twitter is a good platform to see what keeps people busy by measuring the usage of hashtags, keywords, favourites and retweets. Twitter’s Advanced Search even allows you to drill down to a specific place or language. Twitter is an open asymmetric platform and therefore, it’s easier to mine than Facebook, Google+ and LinkedIn.You can use the Google AdWords simulator to gauge interest in certain keywords and Google Trends to see the interest over time. Quora and similar“Q&A” websitesare a source of informationto gauge what’s keepingpeople awake at night.You can also research the FAQs from potential competitors to find out what’s lacking (i.e. integration or an unsupported service). Find out what their customers complain about. There are even competitors that publiclyshow what new features are being requested by their customers. Such transparency is useful for research and discovery before doing customer interviews. Act as an Anthropologist Anthropology is the study of humans. An anthropologist is a master in observation whilekeeping biases, assumptionsand prejudgments to a minimum. Clear your mind, just observe and engage. Try to understand the why and how, not just the what, where and when. Question everything, especiallythe parts that you think you already fully understand. Actively listen and absorb what customers are saying, in their exact wording and language. Look for recurring themes and patterns. Acting as an anthropologist willavoid the biggest trap of would be entrepreneurs: deep inside, they don’t want their ideas to get invalidated. Any positive signalwill be interpreted as a confirmation while ignoring or avoiding the negative signals. It should be the other way around. This blind spot is the biggest risk you willface. Pay attention to what Andres Glusman calls the “Malkovich Bias”: the tendency to believe that everyone uses the technology the same way you do.Act as a Management Consultant A management consultant starts an assignment by understandingthe industry before engaging with a client. They willinterview stakeholders and study the documents that the client has provided. A consultant is using a methodology or framework to map out the perceived problem. There are a lot of methodologies and frameworksavailable that can help to structure your approach. Some examples are the SWOT analysis, the Balanced Score Card, the BusinessModel Canvas, the BCG matrix, etc. Be aware that what may look like a big opportunity may be a big threat for others. Put yourself in your customers’shoes first, before you start talking to them. Act as a Child Nobody is more curious than a child. Nobody is questioning more than a child; just ask any parent. Children constantly wonder about the world around them. They will question and question again. They will ask help and support. They will start playing with other children they never met. They have all sort of dreams. They don’t make any plans and take things as they come. They have stamina, willpower and don’t give up easily (like learning to ride a bicycle). And lastly, they are not afraid. They experience everything first hand. There’s nothing that will ever replace experiencingthings first hand. Children are truly learning machines. Somehow we lost that ability by growing up. Frame the Opportunity by Asking the Right Questions Finding answers is easy when asking the right questions. The right questionshelp you answer the different parts of the main question: “What do I wish I knew about my customers in order to frame the opportunity?” Remember that you can’t spot the opportunity from the outside, you need to get insidethe building to understand a company’s challenges and pains. And even better: get inside their head. Explore broadly but dig deeply in the relevant areas. Identify the key stakeholders in the value chain that are impacted by the pain. A good interview willnot only qualify the pain but also qualify the reasons and the measurements. Learn more on what questions to ask during an interview on the next slide. Sample Question Set for. Conducting an Interview What is causing you to have this issue? When was the last time you faced this issue? What went wrong? What are the consequences? How do you currently deal with this issue? Does the issue impact certain departments or the whole organization? How are they impacted? What tools and processes are impacted by this issue? How frequent is the issue? If you compare this issue with other challenges you have, how high would you rate it? How is this problem impacting your objectives? How much money does this problem cost you? Gather Qualitative Feedback. Although you’re in the “Frame the Opportunity” stage, when you have the opportunity to talk to customers, it is a good strategy to ask them for initialfeedback on your solution. Try to find out if they:Would be interested in your solution to an existing problem?Would buy it?Would buy it from you (i.e. a startup) ?Avoid generic questionssuch as “Do you think it’s a good idea?”. Don’t ask for an opinion, ask about specifics. Generic questions don’t lead to great insights.Useinterviews, not surveys. Surveys are valuable for asking questions that have a predefined or a limited set of answers. During the customer discovery journey, surveys create more blind spots than new insights. Don’t use surveys for discovery, but for validation. Interviews allow for open-ended questions enabling to drill down into relevant answers framing the opportunity. So how many interviews should you conduct? It depends on the complexity of the problem or need, but anywhere between 10 (B2B) and 50 (B2C) is a good range. Asking about Price during Interviews Steve Blank is a promoter of gauging the price early on, even during the customer interview in the discovery phase. Others, such as Sean Ellis, advises to wait before validating pricing until Product/Market fit is reached. Our opinion is that within a certain context you can ask customers about pricing during interviewsbut it requires a structured approach, not just asking for ball park figures. A powerful methodologyfor asking customers about pricing is the Price Sensitivity Meter from Dutch economist Peter van Westendorp. LINK: LEANPRICING.CO Learn more on how startups should use a pricing framework. Interview Guiding Rules Begin by thanking the interviewee for taking their time to participate. Establish the purpose of the interview. Prepare opening and warm-up questions. Actively listen to their feedback.Askquestions, avoid making statements. Ask for stories. Any question that starts with “Show me how…” is a good question. A “budget due diligence”approach willhelp you frame the biggest pains. The two key insights are: “Where does the money come from?” and “How can they make more money?” Assess the degree of awareness. Remember that the user is not necessary the buyer. After every question always confirm by parroting the answers. Alternate between opened and closed-ended questions. The more your idea is niche, the more research you need. Use silence.Pay attention to the tone of voice and body language of the interviewee. Show empathy.Interview Guiding RulesAvoid leading questions.Express appreciation at the end of the interview.Ask for permission to follow up.Ask for referrals.Create a persona based on this type of customer.Don’t tape the interview, people willnot speak up their mind on record.Doing the interview with two persons is a good idea (one guides the conversation, the other one takes notes) and makes you more credible. But more than two can be intimidating for the interviewee. When you walk away from the interview you should have a deep understanding of the company, the customer objectives, where and why they fail and how the impact of the problem can be measured in economic terms. After some interviews, you should see a trend or a common theme.Cognitive Dissonance vs. Latent ProblemsUnderstanding your customers’problems involves understanding their pain; it means how customers experience the problem and why and how much it matters to them. The goal is to have the potential customers recognize the problem and understand how they can solve it today. When customers fail to reach their objectives, and actively look for a solution, it’s called “cognitive dissonance”in psychology. Enforcing or amplifying cognitive dissonance is what sales and marketing people are good at. However, when launching a new product or service, customers are generally unaware of how it can positively impact their business or life. In such situation, customers don’t have an explicit but a latent problem. By challenging the status quo in the area that you plan to address, the latent problem becomes a recognized problem. Remember that you’re lookingfor shark-bite problems on a mosquito-bite scale; a problem that is critical for companies and a must-have for consumers.Using the Toyota Method to Find the Roots of a Problem The Toyota Production System that Taiichi Ohno presents in his book covers the 5 Whys as a method to find the root cause of a problem. It borrows heavily from the laddering technique used by psychologists sincethe ‘60s. So why 5 times? Every time you ask why, it willmove the problem to a higher level of abstraction and a deeper level of understanding. It often leads to other potential root causes and essentiallyreframes the problem. That’s exactly why this method is useful when researching the opportunity.The 5 Whys willbring the problem behind a shallow technical issue and brings it back to a human responsibility somewhere down the line. Using this method, the owner of the problem can be identified and therefore the persona of your future buyer.Using the Toyota Method to Find the Roots of a Problem Note that asking Why 5 times in a row, might irritate the interviewee. This can be avoided by explaining that you use the Toyota method and by rephrasing the questions from “Why?” to “Show me how…?”; “How did this happen?”; “What exactly caused…?”. Asking the Whys exactly 5 times is not a law. It might be too many and other times too few. It’s a conversation with the interviewee, not an interrogation. Once you reached the edge of the problem that you try to solve, it makes sense to stop questioning. Because the Toyota method is a simple and systematic way to dive deep into the problem, it’s very powerful even for the first-time users. Using the “Jobs-To-Be-Done”. Approach to Frame the Opportunity Another powerful yet simple way of framing opportunitiesis the “Jobs-To-Be-Done” approach from the famous HBS Professor Clayton Christensen.He describes how a product or a service may benefit from using this method in order to solve a problem. Customers “hire” products and services, to do “jobs” for them. The method looks at the customer’s motivation by shifting from mere attributes to how they plan on using the product or service in order to solve their problem. The concept is best described by fellow HBS Professor Theodore Levitt: “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”. People Don’t Know What They Want No quote is so misused in innovation circles than the famous quote from Henry Ford: “If I had asked people what they wanted, they would have said faster horses”. It assumes that people don’t know what they want. Steve Jobs reaffirmed that thinking: “People don't know what they want until you show it to them”. But on a second look, the answer is there: FASTER. People want faster transportation and that’s exactly what the car industry gave us. There is a difference between understanding your customers by asking them what they want and doing exactly what they say. The Idea Validation ProcessApplying the BusinessModel Canvas or the Lean Canvas?For startups, the Lean Canvas is superiorto the BusinessModel Canvas. The latter should be used by establishedbusinesses . However, during the explorative Idea Stage, there is no need to apply any canvas. After all, you’re only trying to understand a single building block: The Problem.Share Freely, Share Often No one wants to steal your startup idea. What are the chances somebody will drop everything to execute your to-be-proved idea? The chance that somebody will steal your idea is infinitely smaller than the chance that nobody will care about it. Even if everyone signs an NDA, what is to stop someone to make a better version once you launched it in public? So worry about the right things. Share freely what you’re working on as often as possible and get feedback early. You never know whose feedback could help you make important improvements. Go a step further and reach out to perceived competitors to find out why they weren’t tacklingthe same problem. Competitors often tell you who you should be speaking with. The insights are more valuable than the risks. Opportunities will materialize the moment you start sharing, helping you set a direction. You don’t have to share your idea with the whole world nor telling everybody everything. You can talk about the problem you're trying to solve but not how you plan to solve it. Traction Attracts Competitors Nobody willsteal your idea until you get traction. Once you proved that you found a shark bite problem on a mosquito scale, be ready for tons of copycats coming out of the woodwork. The power of an idea comes from implementation. The prize doesn't go to the one who came up with the idea first but to the one that moves from the Idea Stage all the way to the ScalingStage while solving a Shark Bite Problem on a Mosquito Scale. Navigate through all these stages is not easy: fail and recover; iterate and pivot; adapt more often than a chameleon changes colours. Get customers first and postpone Intellectual Property protection until the last possible moment when early signs of traction become visible. Traction is the new Intellectual Property. It’s Not the Patents that Protect Ideas, but the Markets How do you avoid that a competitor such as LinkedIn or Salesforce launches a new feature that replicates your idea? The answerlies in thinking about the opposite case: how would you “steal” Facebook or Twitter? The source code for Facebook clones are freely out there for you to grab. An application similar to Twitter can be built over the weekend. But that doesn’t give you their hundreds of millions of users. Facebook, Twitter, Google or WhatsApp aren't easy to copy because the value isn't just in the software platform, but in their user base. That’s where the money is, not in their lines of code. Startups need to get traction to reach a tipping point before the big dogs wake up and attract the attention of the press, analysts and VCs. Protecting ideas comes from the 19th (Mechanical) and 20th century (Electrical)inventions and doesn’t apply 1:1 in a world with free distribution and global market access. Sometimes in nature, the big animals eat the smallerones, but more often it’s the fastest animals that eat the slowerones. Don’t be afraid to challengethe big players. The Dos and Don’ts of Dealing with BusinessIdeas DOs:Frame the problem.Focus on discovery as the key activity. Aim for a profound understandingof the problem. Solve a Shark Bite Problem on a Mosquito Scale. Keep in mind that success is 1% inspiration and 99% execution. Share your ideas.Connect with others. Great ideas are raised, not born. Make sure that the interview delivers the data you expected. Work to learn, not to earn. DON’Ts: Fall in love with your ideas and develop a tunnel vision. Avoid sharing or executing your ideas. Solve a Shark Bite Problem. Solve a Mosquito Bite Problem. Assume anything about the problem/need. Try to build a product for everyone. Be an apprentice instead of a salesperson. Talk too much, instead of listening more. Avoid paralysis by (over) analysisAssume that other perceive your idea in the same way you do.Recommended Reading The Mom Test Rob Fitzpatrick This book teaches you how to perform interviews and ask the right questions to customers in order to validate your idea. The Art of the Start Guy Kawasaki What does it take to turn your idea into action? Kawasaki uses humour to explain the process. Little Bets Peter Sims This book explains an experimental approach to assess the potential of ideas. The Success of Your Startup Depends on Your Team’s Expertise Think Twice Before Starting Your Own BusinessThe step to launch a company should not be taken lightly and might be the most important decisionin your life. A startup willtake over your life to a degree you can’t imagine for a long time to come, especially if you’re successful. You will be spending sleepless nights worrying or thinking about your business. If you’re a student, we strongly recommendyou to finish your studies first. Successful dropouts are the exception not the norm.As entrepreneurship is about making tough decisions, you should begin with this one. Get comfortable with uncertainty, you will face it every day. Startup life is not glamorous, most of the time nothing happens. Startups have long periods of doing huge amounts of work with very little positive result. The emotion that you’ll often feel is rejection. But decisions are temporary. Every decision you take only lasts until your next one. By constantly doing new things, you willfigure out your true purpose in life. Life is too short to pursue anything other than what you are most passionate about. What Matters in the Idea Stage Short Recap The biggest challenge in the idea stage is to frame the opportunity. Question everything and hunt down the answers; explore your idea from all possibleangles and flesh it out. Indeed, customer insight is a competitive advantage. The only two metrics that matter are the depth of the pain or need (Shark Bite Problem) and the frequency (Mosquito Scale). These two metrics are what makes the problem or need worth solving. A by-product of framing the opportunity is that you get an indication of the persona and the segment you will tackle with your solution in the nearby future. Once that’s done, give it some time to brew and take a deep breath before you go to the next stage: Problem / Solution Fit. Bonus Slide Message Get out of the building. Get out of the buildingwith an MVP. Get out of the building with an MVP wrapped in a business Model. Book The Four Steps to the Epiphany The Lean Startup Running Lean Author Steve Blank Eric Ries Ash Maurya