Startup weekend introduction

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  • Awesome - reminds me of the 'birthgiving process' at Team Academy (a 24hrs or 48hrs challenge on finding collectively a creative answer to a wicked company, organizational or other problem with the client paying due to the felt relevance to his problem).

    Working on bringing Startup Weekend to Dresden where innovative hotspot pockets are spread around the city. Bringing them together first, make them learn vice versa about their strengths, and introduce at http://dresden.innovationnights.com (still in an early phase to set up here - looking for partners, hosts, and startups who dare to show their product in public and let the word spread via social media).
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  • This presentation condensed most of your talks/interviews I've seen...
    Thank you!
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  • It 's useful.
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  • 80% positive response
  • 75% positive response
  • 20% response rate
  • Startup weekend introduction

    1. Customer Development in 54 Hours All Action, Out of the Building
    2. This Talk is Based OnThe Four Steps to the Epiphany
    3. This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs
    4. Customer Development in 54 Hours Three Tools For Startups
    5. All I Need to Do is Execute the Plan
    6. No Business Plan SurvivesFirst Contact With Customers
    7. What’s the Weekend Idea? Business Model Test Problem Test SolutionHypotheses•MVP •Does Anyone Care? •Do they Like It?• Customers • How will you Get/Keep/ Grow Them?
    8. Startup Tool #1:Agile Development
    9. Agile Development is How We Build Startups
    10. Startup Tool #2:The Business Model
    11. The Business Model:Any company can be described in 9 building blocks
    12. sketch out yourbusiness model
    13. Business Model Canvas – Any Business KEY KEY VALUE CUSTOMER CUSTOMERPARTNERS ACTIVITIES PROPOSITION RELATIONSHIPS SEGMENTS KEY CHANNELS RESOURCES COST STRUCTURE REVENUE STREAMS 16
    14. Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
    15. Value Customer Proposition Segments Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
    16. Value Customer Proposition Segments Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturersRadiopharmacies meeting ID cGMP CRO Product/Market Fit Multiplatform Sensitivity (nca) Specific compounds Technical assistance Radiologist who Fund-raising perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
    17. Get, Keep and Grow Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECTcGMP manufacturersRadiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies General Channel Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
    18. Get, Keep and Grow Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECT Who Are Our Customers?cGMP manufacturersRadiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies How Do We Reach Them? Channel General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
    19. Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
    20. Technical AssistanceNuclear Medicine and SOPs for precursors (Image Atlas)Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory supportdepartments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicianscGMP manufacturers Multiplatform Technical assistanceRadiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of How Do We Make Money? IP PoP data interest Sales of packaged precursor in cassettes Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
    21. 9 Guesses GuessGuess Guess Guess Guess Guess Guess Guess Guess
    22. Startup Tool #3:Customer Development
    23. Customer Development is How We Search for the Business Model
    24. Lesson 3 CUSTOMER DEVELOPMENT
    25. Customer DevelopmentThere are no facts inside your building So get the heck out
    26. Customer Development is how you search for the model Search ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot
    27. Customer Development The Search For the Business Model SearchCustomer CustomerDiscovery Validation Pivot
    28. Customer Development ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot
    29. Customer Discovery Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution• Articulate and Test your hypotheses• Design experiments, start listening• Continuous Discovery• Done by founders
    30. Discovery• How big is the market?• Who’s the customer? – What’s their problem/need• What’s the product/service/need? – Does it solve the customers problem?• How do you create demand?• How do you deliver the product?• How do you make money?
    31. Customer Development = process to search Business Model Canvas = the Scorecard Agile Engineering is How•Research •Technology Design •Marketing •Cost •Farming conventions. •Demo, demLabs o, and •Organic We Build Startups •Demo and Reduction•Equipment demo!! Farmers customer •Remove •Proximity isManufactur feedback •Weedingers labor force paramount Service•Distributio pains •IP – Providersn Network •Eliminate Patents •Conventio•Service •Video bio-waste •Dealers nal FarmersProviders Classifier hazards •Direct Service Files •Indirect Service • … then Dealers •Robust Technology Value- •Asset Sale Driven •Direct Service with equipment rental •… then Asset Sale
    32. Customer Validation Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution• Repeatable and scalable business model?• Passionate earlyvangelists?• Pivot back to Discovery if no customers
    33. The Minimum Viable Product (MVP)•Smallest feature set that gets you the most … - orders, learning, feedback, failure… - incremental and iterative
    34. Hypotheses Testing and Insight
    35. The Pivot Search Customer Customer Discovery Validation Pivot•The heart of Customer Development•Iteration without crisis•Fast, agile and opportunistic
    36. Pivot Cycle Time Matters Search ExecutionCustomer Customer Customer CompanyDiscovery Validation Creation Building Pivot•Speed of cycle minimizes cash needs•Minimum feature set speeds up cycle time• Near instantaneous customer feedback drives feature set
    37. The Startup Owners Manual • The Reference Manual for Entrepreneurs • Separate Web/Mobile versus Physical tracks
    38. Web/Mobile Versus Physical Customer Customer Discovery Validation Pivot•Web/Mobile startups run faster•Different process steps for web vs. physical•Customer Relationships are radically different
    39. Customer Discovery Phase 1 & 2
    40. Customer Relationships
    41. Customer RelationshipsPhysical Products – Get Customers © 2012 Steve Blank
    42. Customer RelationshipsPhysical Products – Keep Customers © 2012 Steve Blank
    43. Customer RelationshipsPhysical Products – Grow Customers © 2012 Steve Blank
    44. Customer RelationshipsPhysical Products – Get/Keep/Grow © 2012 Steve Blank
    45. Customer RelationshipsWeb/Mobile Products– Get Customers © 2012 Steve Blank
    46. Customer RelationshipsWeb/Mobile Products– Keep Customers © 2012 Steve Blank
    47. Customer RelationshipsWeb/Mobile Products– Grow Customers © 2012 Steve Blank
    48. Customer RelationshipsWeb/Mobile Products Get/Keep/Grow © 2012 Steve Blank
    49. Customer RelationshipsPhysical & Web Mobile Are Different © 2012 Steve Blank
    50. Customer RelationshipsPhysical & Web Mobile Are Different © 2012 Steve Blank
    51. Customer Development in 54 Hours All Action, Out of the Building
    52. Customer Development In Action
    53. This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs
    54. Genesis of the Idea
    55. Business Model Canvas
    56. Assumption of Customer Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. 80% positive response
    57. Business Model Canvas
    58. Assumption of Customer Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will notgreat, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+)
    59. Business Model Canvas
    60. Customer Survey/Validation• How much more would you be willing to pay to have a guaranteed close parking spot in the arenas lot or near the arena? – On average- $9.33 – Max of $27.00 64
    61. Assumption of Pain 200+ People wereParking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will notgreat, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+) 30+ People It is difficult toPeople who have get a mass We needed toextra spaces will number of find a new post spots and people to post solution. make money. enough parking spots.
    62. Expert Validation• Tom Lombardi and Greg Bessoni – Online parking reservation experts Partnered with me and put up capital.
    63. Business Model Canvas
    64. New Assumptions 30+ ParkingParking lots will Lots Yes! Lots have Bigger Painpost spots online been looking for so that people ways to increase can reserve revenue and fill them. up lots. 75% positive response 20% of cash goes missing. Electronic 30+ Parking payments in Lotsadvance through Loved it! Would an online pay about 15% of Validated! reservation posted price. system.
    65. Industry Validation
    66. Business Model Canvas
    67. Business Model Canvas
    68. MVP Validation All Pro Parking 30+ personStarted with a Easier ways to Search process very basic (30 lots) focus group post parking & was too hard. reservation track Wanted mobile system. reservations. site as well. All Pro Parking’s Customers With no marketing- Made it even Fixed 50 reservations easier to post search, cleaned in just a few and track up site, mobile months. parking. site in the works.
    69. Business Model Canvas
    70. Business Model Canvas
    71. Our Model 15% of Price$5 Reservation Paid Fee XoomPark We estimate being able to collect about $8 per reservation
    72. Go to Market Strategy & Validation 25+ years Talked to TomLombardi, indust experience ry expert. Over 250 lots throughout Lots located all over West Eastern US. Coast and Texas Lots located throughout Parking lots in all 50 states Florida and in Dallas,TX
    73. Go to Market Strategy & Validation Tom and Greg’sAffilate Networks 3,000 Affiliates
    74. Go to Market Strategy & Validation Focus group of 30+ people Customer’srecommendations for the future
    75. Market Size $8.2 Billion USA Parking IndustryTAMSAM $4.5 Billion Parking Facility/ManagementTargetMarket $1.4 Billion Event ParkingApex $240,000 Buffalo and Atlanta
    76. Competitors High ParkingCarma ClickandParkUsability GottaPark Parkwhiz Low Low High Reliability
    77. Revenue Projections Revenue $20 $18 $16 $14 $12Revenue in $10 Millions $8 $6 $4 $2 $0 Year 1 Year 2 Year 3 Year 4 70% Gross Profit Margin
    78. •2 Partners •30+ Parking lots •50+ Reservations •Working Website•Validated Revenue Model
    79. This Talk is Based OnThe Startup Owners Manual The Reference Manual for Entrepreneurs

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