Lean Entrepreneurship                  Sean Ammirati                 October 22, 2012#CMULean                            ©...
About me...           • Research Fellow, CMU Software Industry             Center           • Director Business Developmen...
Lean Entrepreneurship• Technology Startup are not just small  versions of big technology companies• Introducing innovation...
Class Format           • Lecture emphasizing a specific best practice           • Interactive discussion on a topic of inte...
Best Practices Covered#CMULean                     © Sean Ammirati, 2012
Customer Discovery           • Testing problem & product concept quickly             using digital tools like CPC advertis...
Developing a Replicable           Sales & Marketing Plan           • Understanding difference between             innovato...
Digital Business Models           • The business model canvas paradigm           • Financial Modeling           • Common H...
Recruiting Team                    Members           • Culture           • Generalist vs Specialist           • What do te...
Agile & Continuous           Software Development           • SCRUM vs Continuous Deployment           • Leveraging Platfo...
Raising Capital for Your                   Startup           • VC Fundamentals           • Emergence of Accelerators for H...
Logistics#CMULean       © Sean Ammirati, 2012
Class Preparation           •   Each week, you will be required to spend               approximately an hour watching vide...
Class Evaluation           • Student Group Presentation (30%)           • Attendance & Participation (20%)           • Two...
Student Group              Presentation (30%)           • Clarity of overall presentation           • Metrics & benchmarks...
Attendance &                Participation (20%)           •   Contribution to the discussion by raising thoughtful        ...
Application Exercises           (25% each - 50% total)           • Clarity of overall presentation           • Process and...
Application Exercises           •   Put into practice the best practices you are learning in the class.           •   If y...
Exercise 1: Customer           Discovery & Development            • A set of hypothesis you set out to test              a...
Exercise 2: Technology               Development           • A specification for your Minimally             Awesome Product...
Laptop Policy                      Use your laptop only                        to participate &                           ...
Sample Quick            Presentation:                  PayPal#CMULean             © Sean Ammirati, 2012
Confinity           Founding Team: 12/1998#CMULean                        © Sean Ammirati, 2012
#CMULean   © Sean Ammirati, 2012
http://www.fastcompany.com/1837839/reid-hoffman-paypals-pivoted-path-success#CMULean                                      ...
X.com + Confinity              March 2000#CMULean                      © Sean Ammirati, 2012
Early Metrics                                                                                  8.8 M                      ...
Toll Bridge           Business Model                    Charge a % off each                     transaction (tax)         ...
Barrier to Entry:           Fraud Detection            http://ecorner.stanford.edu/authorMaterialInfo.html?mid=1028#CMULea...
#CMULean   © Sean Ammirati, 2012
Lessons           • Pivot till you have a product market fit             worth scaling: Palm Pilot -> Email $           • B...
Thoughts as you do                  yours ...           • Target: 45 - 60 Minutes           • Find & analyze data on early...
Creating Your                 Groups#CMULean            © Sean Ammirati, 2012
Create Groups           1. Form your own groups                (3 - 4 people) x 7 weeks                diversity among gro...
Potential Companies           • Google      • Amazon           • Facebook    • Groupon           • OpenTable   • Yelp     ...
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Introduction to CMU Lean Entreprenuership Course

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First class's slides for my Lean Entrepreneurship course @ Carnegie Mellon University (94-840 Section A2)

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Introduction to CMU Lean Entreprenuership Course

  1. 1. Lean Entrepreneurship Sean Ammirati October 22, 2012#CMULean © Sean Ammirati, 2012
  2. 2. About me... • Research Fellow, CMU Software Industry Center • Director Business Development, Peak Strategy (sold to Morgan Stanley) • CEO & Co-Founder, mSpoke (sold to LinkedIn) • COO, ReadWriteWeb (sold to SAY Media)#CMULean • Partner, Birchmere Ventures © Sean Ammirati, 2012
  3. 3. Lean Entrepreneurship• Technology Startup are not just small versions of big technology companies• Introducing innovation (especially in technology based innovation) requires a more agile approach• Social & Cloud platforms are catalyzing significant additional changes (for the better)• Many principals are applicable to “intrapreneurship” as well
  4. 4. Class Format • Lecture emphasizing a specific best practice • Interactive discussion on a topic of interest in the national startup or technology media • Student group led analysis of a historical startup & patterns that can be learned#CMULean © Sean Ammirati, 2012
  5. 5. Best Practices Covered#CMULean © Sean Ammirati, 2012
  6. 6. Customer Discovery • Testing problem & product concept quickly using digital tools like CPC advertising and landing pages • Understanding the difference between customer needs and product features • Using Web Platforms, Services & Tools to quickly build “Minimally Awesome Products”#CMULean © Sean Ammirati, 2012
  7. 7. Developing a Replicable Sales & Marketing Plan • Understanding difference between innovators / early adopter customers those ‘across the chasm’ • Sales Process • Tools & Techniques to automate continuous measurement and scale#CMULean © Sean Ammirati, 2012
  8. 8. Digital Business Models • The business model canvas paradigm • Financial Modeling • Common High Growth Technology Business Model Patterns#CMULean © Sean Ammirati, 2012
  9. 9. Recruiting Team Members • Culture • Generalist vs Specialist • What do technologists really want?#CMULean © Sean Ammirati, 2012
  10. 10. Agile & Continuous Software Development • SCRUM vs Continuous Deployment • Leveraging Platforms#CMULean © Sean Ammirati, 2012
  11. 11. Raising Capital for Your Startup • VC Fundamentals • Emergence of Accelerators for High Growth Tech Startups#CMULean © Sean Ammirati, 2012
  12. 12. Logistics#CMULean © Sean Ammirati, 2012
  13. 13. Class Preparation • Each week, you will be required to spend approximately an hour watching video lectures or reading content to prepare for that week’s class material. • Each week, you should be prepared to discuss a topic of interest in the national tech / startup media. • One week, you will be required to have (as part of a group) conducted an analysis of a historical startup#CMULean © Sean Ammirati, 2012
  14. 14. Class Evaluation • Student Group Presentation (30%) • Attendance & Participation (20%) • Two Application Exercises (25% each – 50% total)#CMULean © Sean Ammirati, 2012
  15. 15. Student Group Presentation (30%) • Clarity of overall presentation • Metrics & benchmarks identified • Lessons learned identified#CMULean © Sean Ammirati, 2012
  16. 16. Attendance & Participation (20%) • Contribution to the discussion by raising thoughtful questions and analyzing relevant issues • Builds on others’ ideas (listen!) • Expands the class’ perspective and appropriately challenging assumptions and perspectives • For each weeks’ discussion on a topic of interest in the national startup / technology media, suggests interesting and relevant topics. • Attends class regularly#CMULean © Sean Ammirati, 2012
  17. 17. Application Exercises (25% each - 50% total) • Clarity of overall presentation • Process and work conducted to create the deliverable (please show the work completed to land on the deliverable) • Quality and thoughtfulness of the analysis conducted#CMULean © Sean Ammirati, 2012
  18. 18. Application Exercises • Put into practice the best practices you are learning in the class. • If you are working on or exploring launching a startup, you should target the exercises on your startup. If not, you can partner with a local startup or just do the exercises on a fictitious startup. • For your grade, I am more concerned with the process and work you do. Therefore, the quality of the idea you are exploring won’t impact it. However, I’d always encourage you to maximize the value of your personal time by investing in ideas you actually are interested in. • Each exercise should be delivered as a SINGLE PDF FILE and uploaded to blackboard.#CMULean © Sean Ammirati, 2012
  19. 19. Exercise 1: Customer Discovery & Development • A set of hypothesis you set out to test about your customer’s problems and needs. • The customer discovery experiments you conducted to test these hypothesis • Validated (or invalidated) learning’s about your customer’s problems & needs#CMULean © Sean Ammirati, 2012
  20. 20. Exercise 2: Technology Development • A specification for your Minimally Awesome Product (or MVP) based on Exercise 1 • A product backlog of the work required to build your M.A.P.#CMULean © Sean Ammirati, 2012
  21. 21. Laptop Policy Use your laptop only to participate & take notes!#CMULean © Sean Ammirati, 2012
  22. 22. Sample Quick Presentation: PayPal#CMULean © Sean Ammirati, 2012
  23. 23. Confinity Founding Team: 12/1998#CMULean © Sean Ammirati, 2012
  24. 24. #CMULean © Sean Ammirati, 2012
  25. 25. http://www.fastcompany.com/1837839/reid-hoffman-paypals-pivoted-path-success#CMULean © Sean Ammirati, 2012
  26. 26. X.com + Confinity March 2000#CMULean © Sean Ammirati, 2012
  27. 27. Early Metrics 8.8 M $747 M 9,000,000 $800,000,000 6,750,000 $600,000,000 4,500,000 $400,000,000 824,000 2,250,000 $46 M $200,000,000 0 $0 Q1 2000 Q2 2000 Q3 2000 Q4 2000 Q1 2001 Q2 2001 Number of Accounts Total Payment Volumnesource: PayPal S1 -- http://www.secinfo.com/dRqWm.4G9Ag.htm#CMULean © Sean Ammirati, 2012
  28. 28. Toll Bridge Business Model Charge a % off each transaction (tax) Key is how do you require people to use your bridge?#CMULean © Sean Ammirati, 2012
  29. 29. Barrier to Entry: Fraud Detection http://ecorner.stanford.edu/authorMaterialInfo.html?mid=1028#CMULean © Sean Ammirati, 2012
  30. 30. #CMULean © Sean Ammirati, 2012
  31. 31. Lessons • Pivot till you have a product market fit worth scaling: Palm Pilot -> Email $ • Barriers to entry aren’t always patents: Fraud Detection • Never underestimate the value of a strong team#CMULean © Sean Ammirati, 2012
  32. 32. Thoughts as you do yours ... • Target: 45 - 60 Minutes • Find & analyze data on early usage • Pull out interesting lessons learned • Doesn’t have to be all slides#CMULean © Sean Ammirati, 2012
  33. 33. Creating Your Groups#CMULean © Sean Ammirati, 2012
  34. 34. Create Groups 1. Form your own groups (3 - 4 people) x 7 weeks diversity among group is great! 2. Pick your company 3. Pick your week#CMULean © Sean Ammirati, 2012
  35. 35. Potential Companies • Google • Amazon • Facebook • Groupon • OpenTable • Yelp • LinkedIn • ... (feel free to propose your • eBay own) • Yahoo#CMULean © Sean Ammirati, 2012

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