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H2020 GA #780460
LEAN STARTUP
LECTOR’S NAME
CITY
DATE
Helping	today’s	researchers	
create	tomorrow’s	enterprises
This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 780460
H2020 GA #780460
Rules for the workshop
š No question is a
silly question
2
š What is said in the room
stays in the room
š Support and
challenge each other
H2020 GA #780460
General information
š Workshop length – 4 hours
3
š Coffee break – 20 minutes š Slide availability
H2020 GA #780460
About MERLIN project
MERLIN project aims to stimulate the interest in the creation of startups, spin-offs and licensing
agreements among ICT researchers, providing them with the business skills needed to commercialize
their research findings, and introducing them to their local and European entrepreneurialecosystems
https://merlin-ict.eu
4
Organization of more than 40
practical thematic workshops in
several European cities, including
Cambridge, Madrid, Poznan, Vilnius,
Berlin, Warsaw, Bucharest, Tallinn
Participation in 5
international
conferences, organizing
workshops and forums
Organization of 8
meetups with
potential customers,
commercial partners,
and investors
Preparation of 4
webinars on SME
growth and PPP
business models
H2020 GA #780460
MERLIN partners
5
3 Incubators
Universidad Politécnica de Cartagena
University of Cambridge
Poznan Science and Technology Park
2 Consultancy Companies
BluSpecs
CIVITTA
H2020 GA #780460
Let’s look at the uniqueness of each other!
š Task!
6
H2020 GA #780460
Agenda
Intro – Thesis writing ideology vs lean startup ideology
Traditional vs lean startup mentality
Lean startup – three pillars
Minimum viable product
Value proposition canvas
7
H2020 GA #780460
Learning objectives
8
Understand the 5 key
elements of Lean
Startup methodology
Learn how to
independently
apply Lean Startup
principled approach
to the new product
development
Understand how using
this methodology
desired product/service
can get to the
customer’s hands faster
H2020 GA #780460
Meet Robert
š ICT researcher
š Specialist in algorithms
š Has and idea for AI for travel sector
š Wants to commercialize his findings
š Can we help him?
9
H2020 GA #780460
Intro – PhD vs Startup ideology
PhD writing – cycle 1
Lean startup – cycle 1 Lean startup – cycle 2 Lean startup – cycle 3 Lean startup – cycle 4
Time
PhD Writing Lean startup
Background reading, proposal, initial meetings Customer Development – Understand a need/problem
Literature review
MVP Generation – What is the smallest thing you can do to validate the
need?
Research methods planning Build MVP
Data collection, data analysis Test the MVP Internally – Make sure it works,no bugs, etc.
Drawing conclusions, submission Release MVP. Fix any new bugs if discovered
Color explanation:
*Each individual block is not
drawn to scale
Lean startup – cycle 5
10
H2020 GA #780460
Traditional approach vs lean startup
Traditional
approach
Lean startup
Develop business plan
Pitch your idea to
management
Assign the process to
the right team
Launch
Start sales, marketing and
profit makingprocess
Hit or Miss
Build minimum viable
product
Measure
Understand customer
feedback
Learn: Pivot or
Persevere
Launch
Sure hit
11
Video link
H2020 GA #780460
Lean startup – three pillars
Business Model
Canvas
Customer
Development
Minimum Viable
ProductThis workshop
Value proposition
canvas
12
H2020 GA #780460
5 key elements of a Lean Startup
Entrepreneurs
are
everywhere
Entrepreneurship
is
management
Validated
learning
Build
Measure
Learn
Innovation
Accounting
13
H2020 GA #780460
Lean startup: Learn-Build-Measure cycle
Ideas
Build
Code
Measure
Data
Learn
14
*Adapted from E. Ries’ book ”The Lean Startup”
H2020 GA #780460
Lean startup: Learn faster
15
Ideas
Build
Code
Measure
Data
Learn
Learn faster
Learn
Learn
Build
Meas
ure
Understand customers
Pivot or persevere?
H2020 GA #780460
Value Proposition Canvas
š Part of Business Model Canvas
š Who business is for?
š How business deliver value to customers?
š Why anything is valuable?
16
Build
Mea
sure
Learn
H2020 GA #780460
Value Proposition Canvas – exercise
1
17
Build
Mea
sure
Learn
H2020 GA #780460
Lean startup: Build faster
Ideas
Build
Code
Measure
Data
Learn
Build faster
18
H2020 GA #780460
MVP exercise
19
Build
Mea
sure
Learn
H2020 GA #780460
MVP importance
Idea generation,
start of product
development
”Perfect”
product release
No product
need in the
market
No recovery after losing time, money
and other resources
Idea
generation,
start of product
development
1st MVP release
Collecting
customer
feedback
Product
iteration /
pivot
2nd MVP release
Cycle repeats
Traditional
approach
Lean startup
approach
Timeline
If you are not embarrassed by
the first version of your product,
you’ve launched too late. —
Reid Hoffman (LinkedIn
Founder)
20
Build
Mea
sure
Learn
H2020 GA #780460
Minimum viable product (MVP)
Illustration by H. Kniberg
MVP is that version of the product that enables a full turn of the Build-Measure-Learn loop with a
minimum amount of effort and the least amount of development time. – Eric Ries.
MVP is not a rubbish version of the final product. The challenge is to achieve ’minimal’ and ‘viable’
21
Build
Mea
sure
Learn
H2020 GA #780460
Online shoe store started with a simple website that featured
pictures of shoes from a near-by physical shoe store. Once the pair
of shoes was bought, the owner went to the physical store, bought
the shoes and sent them.
MVP example
Shared only a 4 minute video showing how the product works. Beta
list increased from 5000 to 75 000 overnight. Video: link
Founders put up air mattresses in their apartments for short term
rent. Later – taught homeowners how to take good pictures of their
property
22
H2020 GA #780460
Let’s have a FIKA (20 minutes)
23
GET
COMFORTABLE
SLOW DOWNEAT TREATS
BE SOCIAL
NEVER FIKA
ALONE
TURN OFF
ELECTRONIC
DEVICES
H2020 GA #780460
Ideas
Build
Code
Measure
Data
Learn
Lean startup: Measure faster
Measure faster
24
H2020 GA #780460
Validation canvas exercise
? 25
Build
Mea
sure
Learn
H2020 GA #780460
Conclusions
š Build – MVP is the
goal
š Learn – understand the
customer and decide
– pivot or persevere
š Measure – get out of the
building!
26
H2020 GA #780460
Homework for everyone
• Steve Blank - Why the Lean Start-Up Changes Everything. Link
• Adam L. Penenberg - Roominate: a Lean Launchpad success story.
Link
• Steve Blank – Lean Startups aren’t Cheap Startups. Link
• Alexander Osterwalder - Achieve Product-Market fit with our brand-
new value proposition designer canvas. Link
• Steve Blank – Perfection By Subtraction – The Minimum Feature Set. Link
• Steve Blank – An MVP is not a Cheaper Product, It’s about Smart
Learning. Link
Internet resources
• Validation canvas. Link
• Value proposition canvas. Link
• Learn-Build-Measure cycle
Try with your own idea
27
H2020 GA #780460
Homework if you want to go deeper
• Ries, Eric. Lean Startup (2011).
• Blank, Steve and Bob Dorf. The Startup Owner's Manual. The Step-by-Step
Guide for Building a Great Company, Pescadero, CA: K&S Ranch, 2012.
• Blank, Steve. Founders Workbook.
• Blank, Steve. The Four Steps to the Epiphany. Successful Strategies for
Products that Win. Pescadero, CA; K&S Ranch, 2013.
Books
28
• Steve Blank – Open Source Entrepreneurship. Link
• Steve Blank – Inside the Lean Startup. Link
• Steve Blank - Nail the Customer Development Manifesto to the Wall. Link
• Video - Kauffman Founders School – The Lean Approach: The Lean Method.
Link
• Video – Kauffman Founders School – The Lean Approach: Minimum Viable
Products. Link
Internet resources
H2020 GA #780460
Reflection
š Today I learned…
š I was suprised by...
š I will use...
Go to XXX
#YY
29
H2020 GA #780460
Info about next workshops in Vilnius
2018 April
Lean startup
2018 June
Using Business
model canvas
to assess and
focus business
development
2018 September
How Customer
Discoveryguides
business models
2018 October
Client match-
making meetup
2019 February
’I Bring the Idea’
matchmaking
session
2019 May
How to design a
product using
User Experience
2019 June
How to conduct
interviews and receive
customer inputs
2019 July
Spinout vs Startup
– differences, how
to operate and
succeed
30
H2020 GA #780460
GET UNCOMFORTABLE
GET OUT OF THE BUILDING
31
https://merlin-ict.eu @Merlin_ICT

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MERLIN H2020 - Workshop #1 "Lean startup"

  • 1. H2020 GA #780460 LEAN STARTUP LECTOR’S NAME CITY DATE Helping today’s researchers create tomorrow’s enterprises This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 780460
  • 2. H2020 GA #780460 Rules for the workshop š No question is a silly question 2 š What is said in the room stays in the room š Support and challenge each other
  • 3. H2020 GA #780460 General information š Workshop length – 4 hours 3 š Coffee break – 20 minutes š Slide availability
  • 4. H2020 GA #780460 About MERLIN project MERLIN project aims to stimulate the interest in the creation of startups, spin-offs and licensing agreements among ICT researchers, providing them with the business skills needed to commercialize their research findings, and introducing them to their local and European entrepreneurialecosystems https://merlin-ict.eu 4 Organization of more than 40 practical thematic workshops in several European cities, including Cambridge, Madrid, Poznan, Vilnius, Berlin, Warsaw, Bucharest, Tallinn Participation in 5 international conferences, organizing workshops and forums Organization of 8 meetups with potential customers, commercial partners, and investors Preparation of 4 webinars on SME growth and PPP business models
  • 5. H2020 GA #780460 MERLIN partners 5 3 Incubators Universidad Politécnica de Cartagena University of Cambridge Poznan Science and Technology Park 2 Consultancy Companies BluSpecs CIVITTA
  • 6. H2020 GA #780460 Let’s look at the uniqueness of each other! š Task! 6
  • 7. H2020 GA #780460 Agenda Intro – Thesis writing ideology vs lean startup ideology Traditional vs lean startup mentality Lean startup – three pillars Minimum viable product Value proposition canvas 7
  • 8. H2020 GA #780460 Learning objectives 8 Understand the 5 key elements of Lean Startup methodology Learn how to independently apply Lean Startup principled approach to the new product development Understand how using this methodology desired product/service can get to the customer’s hands faster
  • 9. H2020 GA #780460 Meet Robert š ICT researcher š Specialist in algorithms š Has and idea for AI for travel sector š Wants to commercialize his findings š Can we help him? 9
  • 10. H2020 GA #780460 Intro – PhD vs Startup ideology PhD writing – cycle 1 Lean startup – cycle 1 Lean startup – cycle 2 Lean startup – cycle 3 Lean startup – cycle 4 Time PhD Writing Lean startup Background reading, proposal, initial meetings Customer Development – Understand a need/problem Literature review MVP Generation – What is the smallest thing you can do to validate the need? Research methods planning Build MVP Data collection, data analysis Test the MVP Internally – Make sure it works,no bugs, etc. Drawing conclusions, submission Release MVP. Fix any new bugs if discovered Color explanation: *Each individual block is not drawn to scale Lean startup – cycle 5 10
  • 11. H2020 GA #780460 Traditional approach vs lean startup Traditional approach Lean startup Develop business plan Pitch your idea to management Assign the process to the right team Launch Start sales, marketing and profit makingprocess Hit or Miss Build minimum viable product Measure Understand customer feedback Learn: Pivot or Persevere Launch Sure hit 11 Video link
  • 12. H2020 GA #780460 Lean startup – three pillars Business Model Canvas Customer Development Minimum Viable ProductThis workshop Value proposition canvas 12
  • 13. H2020 GA #780460 5 key elements of a Lean Startup Entrepreneurs are everywhere Entrepreneurship is management Validated learning Build Measure Learn Innovation Accounting 13
  • 14. H2020 GA #780460 Lean startup: Learn-Build-Measure cycle Ideas Build Code Measure Data Learn 14 *Adapted from E. Ries’ book ”The Lean Startup”
  • 15. H2020 GA #780460 Lean startup: Learn faster 15 Ideas Build Code Measure Data Learn Learn faster Learn Learn Build Meas ure Understand customers Pivot or persevere?
  • 16. H2020 GA #780460 Value Proposition Canvas š Part of Business Model Canvas š Who business is for? š How business deliver value to customers? š Why anything is valuable? 16 Build Mea sure Learn
  • 17. H2020 GA #780460 Value Proposition Canvas – exercise 1 17 Build Mea sure Learn
  • 18. H2020 GA #780460 Lean startup: Build faster Ideas Build Code Measure Data Learn Build faster 18
  • 19. H2020 GA #780460 MVP exercise 19 Build Mea sure Learn
  • 20. H2020 GA #780460 MVP importance Idea generation, start of product development ”Perfect” product release No product need in the market No recovery after losing time, money and other resources Idea generation, start of product development 1st MVP release Collecting customer feedback Product iteration / pivot 2nd MVP release Cycle repeats Traditional approach Lean startup approach Timeline If you are not embarrassed by the first version of your product, you’ve launched too late. — Reid Hoffman (LinkedIn Founder) 20 Build Mea sure Learn
  • 21. H2020 GA #780460 Minimum viable product (MVP) Illustration by H. Kniberg MVP is that version of the product that enables a full turn of the Build-Measure-Learn loop with a minimum amount of effort and the least amount of development time. – Eric Ries. MVP is not a rubbish version of the final product. The challenge is to achieve ’minimal’ and ‘viable’ 21 Build Mea sure Learn
  • 22. H2020 GA #780460 Online shoe store started with a simple website that featured pictures of shoes from a near-by physical shoe store. Once the pair of shoes was bought, the owner went to the physical store, bought the shoes and sent them. MVP example Shared only a 4 minute video showing how the product works. Beta list increased from 5000 to 75 000 overnight. Video: link Founders put up air mattresses in their apartments for short term rent. Later – taught homeowners how to take good pictures of their property 22
  • 23. H2020 GA #780460 Let’s have a FIKA (20 minutes) 23 GET COMFORTABLE SLOW DOWNEAT TREATS BE SOCIAL NEVER FIKA ALONE TURN OFF ELECTRONIC DEVICES
  • 24. H2020 GA #780460 Ideas Build Code Measure Data Learn Lean startup: Measure faster Measure faster 24
  • 25. H2020 GA #780460 Validation canvas exercise ? 25 Build Mea sure Learn
  • 26. H2020 GA #780460 Conclusions š Build – MVP is the goal š Learn – understand the customer and decide – pivot or persevere š Measure – get out of the building! 26
  • 27. H2020 GA #780460 Homework for everyone • Steve Blank - Why the Lean Start-Up Changes Everything. Link • Adam L. Penenberg - Roominate: a Lean Launchpad success story. Link • Steve Blank – Lean Startups aren’t Cheap Startups. Link • Alexander Osterwalder - Achieve Product-Market fit with our brand- new value proposition designer canvas. Link • Steve Blank – Perfection By Subtraction – The Minimum Feature Set. Link • Steve Blank – An MVP is not a Cheaper Product, It’s about Smart Learning. Link Internet resources • Validation canvas. Link • Value proposition canvas. Link • Learn-Build-Measure cycle Try with your own idea 27
  • 28. H2020 GA #780460 Homework if you want to go deeper • Ries, Eric. Lean Startup (2011). • Blank, Steve and Bob Dorf. The Startup Owner's Manual. The Step-by-Step Guide for Building a Great Company, Pescadero, CA: K&S Ranch, 2012. • Blank, Steve. Founders Workbook. • Blank, Steve. The Four Steps to the Epiphany. Successful Strategies for Products that Win. Pescadero, CA; K&S Ranch, 2013. Books 28 • Steve Blank – Open Source Entrepreneurship. Link • Steve Blank – Inside the Lean Startup. Link • Steve Blank - Nail the Customer Development Manifesto to the Wall. Link • Video - Kauffman Founders School – The Lean Approach: The Lean Method. Link • Video – Kauffman Founders School – The Lean Approach: Minimum Viable Products. Link Internet resources
  • 29. H2020 GA #780460 Reflection š Today I learned… š I was suprised by... š I will use... Go to XXX #YY 29
  • 30. H2020 GA #780460 Info about next workshops in Vilnius 2018 April Lean startup 2018 June Using Business model canvas to assess and focus business development 2018 September How Customer Discoveryguides business models 2018 October Client match- making meetup 2019 February ’I Bring the Idea’ matchmaking session 2019 May How to design a product using User Experience 2019 June How to conduct interviews and receive customer inputs 2019 July Spinout vs Startup – differences, how to operate and succeed 30
  • 31. H2020 GA #780460 GET UNCOMFORTABLE GET OUT OF THE BUILDING 31 https://merlin-ict.eu @Merlin_ICT