Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Allocate Stanford 2016

67,094 views

Published on

agile, business model, corporate innovation, customer development, lean, lean startup, lean launchpad, stanford, steve blank, engr 245

Published in: Education
  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • ..............ACCESS that WEBSITE Over for All Ebooks ................ ......................................................................................................................... DOWNLOAD FULL PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Your opinions matter! get paid BIG $$$ for them! START NOW!!.. ●●● https://tinyurl.com/make2793amonth
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • I went from getting $3 surveys to $500 surveys every day!! learn more... ●●● http://ishbv.com/surveys6/pdf
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Allocate Stanford 2016

  1. # interviews this week: 0 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow # total interviews: 0 Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science Tracking billing hours automatically Tracking billable hours is a frustrating, laborious, and inefficient process for the employee.
  2. Using AI to track billable hours automatically Providing managers with accurate, real-time insights for growing the bottom line. # interviews this week: 10 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow # total interviews: 100 Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science
  3. Team 3 Juhana Kangaspunta Ron Tidhar Erik Zahnlecker David Flatow Machine Learning / Software Engineering Product / Strategy VC / Growth Equity AI / Data Science Nick O'Connor Tom Bedecarre Founder of Launchpad Accelerate Fresh Stanford student (also co-founder of AKQA) Mentors Allocate
  4. Day One 4 Initial idea: Tracking billing hours automatically Tracking billable hours is a frustrating, laborious, and inefficient process for the employee. Market size
  5. Week 1 Business Model Canvas 5
  6. Key Original Hypotheses 6 Value Proposition Saving time by filling out time sheet is the biggest value proposition Customer Relationships We can GET enterprise customers via a ‘trojan horse’ strategy… Customer Segments Any professionals who bill clients by the hour (consultants, lawyers, PR agents, project managers, and accountants) all experience this frustration
  7. So Here’s What We Did… 7 • MVP (below), and tested hypotheses Send daily report Verified by customer Collect Customer Data (for a single day) Process manually In the building Out of the building 10 Interviews
  8. Learning 1 - Customer Segment Focus 8 • Cluttered thinking - trying to boil the ocean Lawyers Accountants PR Consultants Freelancers Interior Des. Advertising • Narrowed our focus - PR and Advertising professionals 35 Interviews • Why? PR/Ad are underserved, creative, multi-taskers, who are younger, and more willing to adopt new technology PR Advertising
  9. Further Ad. Validation - Market Size 9Source: LinkedIn, Ibis Employee Count US PR Firms Total: 4,901 2015 Revenue: $13.8B US Advertising/Marketing Firms Total: 46,098 2015 Revenue: $50.0B
  10. Learning 1 - Business Model Canvas 10
  11. Learning 1 - Business Model Canvas 11
  12. Learning 2 - Customer Archetype 12 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales 0 Interviews Jennie
  13. Learning 2 - Customer Archetype 13 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales 50 Interviews Jennie Anna Jennie’s Boss
  14. Learning 2 - Customer Archetype 14 Position Junior / Mid Level Professional CEO / Management IT / CIO / CFO Age 22 - 30 30+ 30+ Value Proposition Time-saving, increase productivity, avoid manager emails asking for timesheets, less time on non-vital tasks Increase revenue, real-time decisions, accuracy, efficient resource allocation, forecasting Avoid shadow IT, adopt tech built with enterprise in mind, security Channel Organic, SEM, word of mouth Direct Sales Direct Sales Jennie Anna Jennie’s Boss Gaza The Gatekeeper 75 Interviews
  15. What Didn't Work 15 Hypothesis Outcome A nice to have for employees Tracking hours is tedious and time consuming Value Proposition $2 CPC with little conversions Market to users with AdWords and SEO Customer Relationships • Do employees really care about timesheets? Or are they top- down mandated tasks? • Do people even know an automatic, AI-based solution exists? Why?
  16. Learning 3 - Employee to Manager Pivot 16 Hypothesis Managers at PR/Ad Agencies want Allocate to help them understand their business Experiments 1. Email/LinkedIn campaigns 2. A/B Prototype demos 3. Pilot proposals Change Pivot to sell to managers rather than employees. Surprisingly managers are the evangelist 1. Roughly 20% response rate 2. Very positive responses to dashboard 3. Eagerness to pilot Results 80 Interviews
  17. Learning 3 - Business Model Canvas 17
  18. Learning 3 - Business Model Canvas 18
  19. Learning 3 - Strategy Implications 19 Channel Need enterprise sales team for direct sales Customer Relationships Email campaigns and demos allow us to GET managers at large agencies Value Proposition Managers need accurate and real-time reports about their organizations allow managers to make informed business decisions
  20. Value Proposition Canvas - Junior Employee 20 • High output - reading, creation, coordination • Multitaskers - many clients • Tech-savvy - computer, smartphone • Communicators - in person, emails • Want to appear organised, efficient, valuable • Working on time-consuming, mundane activities • Manual, unchallenging, non-vital • Things that interrupt workflow and ability to multitask, deliver high volume output, etc. • Using AI to automatically track a person’s billable hours • Pre-filling of timesheets Time Saving Savings: • Time • Effort • Frustration • Reliability • Accuracy • Manager scepticism Time Saver
  21. Value Proposition Canvas - Junior Employee 21 • High output - reading, creation, coordination • Multitaskers - many clients • Tech-savvy - computer, smartphone • Communicators - in person, emails • Want to appear organised, efficient, valuable • Working on time-consuming, mundane activities • Manual, unchallenging, non-vital • Things that interrupt workflow and ability to multitask, deliver high volume output, etc. • Using AI to automatically track a person’s billable hours • Pre-filling of timesheets Time Saving Savings: • Time • Effort • Frustration • Reliability • Accuracy • Manager scepticism Time Saver Doing good work, and satisfying their clients & managers
  22. Value Proposition Canvas - Manager 22 • Tech-savvy - computer, smartphone • Communicators - in person, emails • Need to be organised • Staffing • Project Management, Budgets (burn rates), teams • Projections and forecasts • Lack of knowledge or insight into employee’s work and activities • Chasing up employees to fill out timesheets • Uncertainty with regards to employee utilisation • Budgetary constraints • Poor forecasts • Slow budgeting/staffing reaction times (month-by-month planning) • KPI metrics dashboard based on real-time, accurate data • Customisable, searchable dashboards • Simple, beautiful UI/UX • Staffing, budgeting, and forecasting dashboards • Information • Accuracy • Budgeting, Staffing, Projecting • Revenue, Efficiency • Bottom Line Savings: • Time • Effort • Frustration (chasing employees) • Reliability • Accuracy • Money Doing good work, and satisfying clients
  23. Payment Flows 23 Employee Junior Account Exec PR Firm CFO/COO Client Marketing / Account Managers Weekly Reports $ 50K / year Daily Timesheet $ Retainer / Hourly Contract $ Salary Resource Mgmt
  24. Market Map - Timekeeping 24 Market Leaders
  25. Market Map - Resource Management 25
  26. Where We Ended Up 26 Employee MVP Manager MVP Using AI to track billable hours automatically Providing managers with accurate, real-time insights for growing the bottom line
  27. Investment Readiness 27 Idea We use AI to automatically populate time sheets and to provide accurate, real-time insights to managers Prototype Prototypes for different customer segments and archetypes. Product MVP has given validation that technology is feasible. Manager prototypes have allowed us to refine key features. Proven Product Market Fit Get 10+ paying, referenceable customers Have list of companies which are eager to start early access. Customer Trials
  28. Meta-Learnings 28 • Interviews - “We have two ears, and one mouth - use them in the right proportions” • Teamwork - find some faces you’re willing to look at after 1am • Sales - know your customer segments so well that you can “wow” them by speaking their language • Sales pt. 2 - always bring baked goods to meetings
  29. What’s Next? 29 • Seed funding? • Y-Combinator application for Summer 2016 batch • Build high fidelity MVP with 80%+ automation • Pilot program
  30. By the Numbers 30 Notes Taken (words) 39,080 (Animal Farm has 29,000) Slack Messages 3,800 Emails Written 1,292 Lines of code 1,125 Slides 199 Interviews 100 Launchpad (hours) 76 Prototypes 6
  31. Special Thanks 31 •Teaching Staff • For encouragement, and being relentlessly direct •Jennie Chow & Monica Cho • Dozens of PR agents interviews, and brave early guinea pigs •Mark Zahnlecker • Directing, filming, and editing Lessons Learned •Our Mentors. Especially Tom Bedcarre, our adopted mentor • 9 mentor meetings • Came to almost all of our 3-hour long classes • 14 Intros to senior management at the best Ad/PR firms in SF • Including management at AKQA: CFO, CIO, Head of IT, Finance Director… •Our Interviewees, friends, families, and many more

×