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Introduction to Lean Startup 
Shashi Jain 
Portland Agile & Scrum Meetup Group
Hi, I’m Shashi 
Early Stage Startup Advisor 
TiE Angels Program Director 
Founder, DongleKong, MatterCompilers 
Corporate ...
Agenda 
A light discussion about 
Bootstrapping an idea using… 
Lean Startup and Customer Discovery methodologies.
Bootstrapping 
Starting a business without 
external help or capital.
Lean Startup 
A methodology for iteratively 
building products through 
business hypothesis driven 
experimentation 
“Am I...
Customer Development 
A methodology for developing a 
deep understanding of a 
customer’s needs and 
motivations applied t...
“Customers care about their problems NOT your solution.” 
– Dave McClure
Text 
DongleKong was developed using Customer Discovery and Lean Startup Practices
1. Develop Deep Expertise
Customer 
Interviews 
A sincere discussion around 
the problem space. Not a 
pitch.
25 
The number of interviews per week, per founder needed to develop deep expertise.
Sample Interview questions that lead to an open ended conversation 
1. State the top 3 problems 
2. Ask customer to priori...
Build a Framework 
Model personas that map to real customer problems. 
Create solutions for those problems. Test each solu...
Hypothesis: Customers want to feel 
prepared to connect their laptops to 
any projectors. 
For DongleKong: 
Convention cen...
2. Make Something
Minimum Viable Product 
A product that solves enough of the core problem to be useful to 
your customers.
DongleKong MVP
Hypotheses - Instrument & Test (HIT) 
Features 
Usage Patterns 
Value Propositions -> Customer 
Problems
MVP 4
3. Learn & Adapt
Prepare to Pivot 
You rarely end up solving the 
same problem you started on.
Frustration 
Embarrassment 
Lost Sales 
! 
Preparedness
The life of any startup can be divided into two parts – 
before product/market fit and after product/market fit.” 
–Marc A...
Product-Market Fit 
Business Plan / Scale
Without Product-Market Fit, you can’t complete the puzzle.
What did we skip? 
User studies 
Business Plans 
Expensive Market analysis 
Patent searches
Is this Just for 
Startups? 
Enterprise | Foundation | Govt 
Requirements Discovery 
Feature prioritization 
Roadmap plann...
Is this Just for Web? 
User Experience 
Internet of Things 
Physical Devices 
Food Services
Thank You! 
Twitter: @skjain2 
LinkedIn: linkedin.com/in/skjain2
Intro to Lean Startup and Customer Discovery for Agilists
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Intro to Lean Startup and Customer Discovery for Agilists

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This is a short presentation I made to the Portland Agile and Scrum group giving a light introduction to Lean Startup, Customer Discovery, and how you use them together to create a product-market fit.

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Intro to Lean Startup and Customer Discovery for Agilists

  1. 1. Introduction to Lean Startup Shashi Jain Portland Agile & Scrum Meetup Group
  2. 2. Hi, I’m Shashi Early Stage Startup Advisor TiE Angels Program Director Founder, DongleKong, MatterCompilers Corporate Innovations @ UP Global Portland 3D Printing Lab
  3. 3. Agenda A light discussion about Bootstrapping an idea using… Lean Startup and Customer Discovery methodologies.
  4. 4. Bootstrapping Starting a business without external help or capital.
  5. 5. Lean Startup A methodology for iteratively building products through business hypothesis driven experimentation “Am I building the Right Thing?”
  6. 6. Customer Development A methodology for developing a deep understanding of a customer’s needs and motivations applied towards finding a problem worth solving “Am I solving the Right Problem?”
  7. 7. “Customers care about their problems NOT your solution.” – Dave McClure
  8. 8. Text DongleKong was developed using Customer Discovery and Lean Startup Practices
  9. 9. 1. Develop Deep Expertise
  10. 10. Customer Interviews A sincere discussion around the problem space. Not a pitch.
  11. 11. 25 The number of interviews per week, per founder needed to develop deep expertise.
  12. 12. Sample Interview questions that lead to an open ended conversation 1. State the top 3 problems 2. Ask customer to prioritize problems and identify any higher priority problems 3. Have customer describe how they solve the problem today 4. Very briefly describe how you might solve the problem 5. Ask Customer whether your approach would solve their problem 6. Would they use your solution if it were free? 7. Would they pay $X/yr? 8. Ask for referrals to other customers
  13. 13. Build a Framework Model personas that map to real customer problems. Create solutions for those problems. Test each solution.
  14. 14. Hypothesis: Customers want to feel prepared to connect their laptops to any projectors. For DongleKong: Convention centers: False. Presenters: Partially true.
  15. 15. 2. Make Something
  16. 16. Minimum Viable Product A product that solves enough of the core problem to be useful to your customers.
  17. 17. DongleKong MVP
  18. 18. Hypotheses - Instrument & Test (HIT) Features Usage Patterns Value Propositions -> Customer Problems
  19. 19. MVP 4
  20. 20. 3. Learn & Adapt
  21. 21. Prepare to Pivot You rarely end up solving the same problem you started on.
  22. 22. Frustration Embarrassment Lost Sales ! Preparedness
  23. 23. The life of any startup can be divided into two parts – before product/market fit and after product/market fit.” –Marc Andreessen
  24. 24. Product-Market Fit Business Plan / Scale
  25. 25. Without Product-Market Fit, you can’t complete the puzzle.
  26. 26. What did we skip? User studies Business Plans Expensive Market analysis Patent searches
  27. 27. Is this Just for Startups? Enterprise | Foundation | Govt Requirements Discovery Feature prioritization Roadmap planning Customer Service Process Improvement Intel WiDi Widget Specified with Customer Discovery Developed using Lean practices
  28. 28. Is this Just for Web? User Experience Internet of Things Physical Devices Food Services
  29. 29. Thank You! Twitter: @skjain2 LinkedIn: linkedin.com/in/skjain2

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