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1. THE LEAN STARTUP
H OW T O T H R I V E I N A C H A NGI NG E C ONOM Y W I T H
A GI L E T H I N K I NG , P RO C E S S E S A N D P RODUC T S

3. PE T E R DRUCK E R
"THERE IS SURELY NOTHING
QUITE SO USELESS AS DOING
WITH GREAT EFFICIENCY WHAT
SHOULD NOT BE DONE AT ALL"
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

4. LEAP OF FAITH
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

5. FAILURE RATE
90
67.5
45
22.5
0
N U M BE R OF Y E A R S 1 2 3 4 5 6 7 8 9 10
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

6. LEAN STARTUP
1. Provides a system, a structure
2. Make decisions on facts, not
assumptions
3. Find your product market fit
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

7. LEAN
Z E RO PE RC E N T B ODY FAT

8. OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

9. OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

10. OVERVIEW
LEAN STARTUP
EXAMPLES Q&A
101
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

11. SCIENCE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

12. ERIK RIES
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

13. LESS WASTE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

14. THE LOOP
BUILD
LEARN MEASURE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

15. IDEA
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

16. MVP
Prototype of product
Least amount of effort to extract the most
amount of learning
Validates your leap of faith assumptions
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

17. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

18. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

19. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

20. MEASURE
Measure the present (baseline)
Tune the engine (experiments)
Pivot or persevere
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

21. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

22. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

23. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

24. MEASURE -INNOVATION
ACCOUNTING
Validates leap of faith assumptions
Actionable metrics vs. vanity metrics
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

25. VANITY METRICS
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

26. METRICS
ACTIONABLE ACCESSIBLE AUDITABLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

27. ACTIONABLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

28. ACCESSIBLE
Simple
Concrete units
Cohort analysis
Easy to access
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

29. COHORT ANALYSIS
H T T P : / / G O O . GL / 8 O ORQ
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

30. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

31. EXAMPLE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

32. EASY TO ACCESS
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

33. AUDITABLE
Credible
Metrics are people too
Find cause and affect
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

34. PIVOT OR
PERSEVERE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

35. OUR PIVOT
1. Top search engine
1.
positioning
2. Turn browsers in
2.
to buyers
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

36. OUR PIVOT
1. Custom web design
2. 2. Top search engine
1. positioning
3. Turn browsers in to
3.
buyers
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

37. PIVOT TYPES
Zoom-in pivot
Zoom-out pivot
Customer segment pivot
Customer need pivot
Platform pivot
Business architecture pivot
Value capture pivot
Engine of growth pivot
Channel pivot
Technology pivot
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

38. RUNWAY
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

39. THE LOOP
BUILD
LEARN MEASURE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

40. ACCELERATE
Small batches
Fast
production
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

41. ENGINES OF
GROWTH
Sticky engine of growth
Viral engine of growth
Paid engine of growth
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

42. STICKY ENGINE
OF GROWTH
Attract and retain customers
Track attrition or churn rate
If new customers > churn rate = growth
Speed = rate of compounding
(growth-churn)
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

43. VIRAL ENGINE OF
GROWTH
Require person to person
transmition
Viral coefficient=new customers
each new users brings
Growth= viral coefficient > 1
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

44. PAID ENGINE OF
GROWTH
Cost of a customer - revenue
Can grow by
Lowering costs of acquiring
Increasing revenue per customer
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

45. LEARN
Measure what is most important to
your engine of growth
Productivity is learning
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

46. THE LOOP
BUILD
LEARN MEASURE
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

47. COMING IN FOR
LANDING
OPTIMAL WEB CONSULTANTS INC. THE LEAN STARTUP 1/10/13

48. Q&A
T H A N K YOU
S L I DE S H A R E : H T T P : / /