These are the slides used in the 150 Startups kick-off workshop held at Bow Valley College May 12th to 14th that was facilitated by Evan Hu & Craig Elias
This is a broad set of thinking and tools to help entrepreneurs and innovators. I've taken the best practices of companies like Amazon, Apple and Google and decoded their approach.
You'll find frameworks and tools across the four areas (4P's) of innovation;
People
Product
Profit
Promotion
2016.08.THAT Conference - GROWING NEW PRODUCTS - VALIDATING YOUR NEW PRODUCT ...Ryan D. Hatch
You know how to build great software. The real question is - // What software do customers actually want to buy? // Do you have a new product / business idea? Learn how to validate new product concepts.
Join our Precon 3 Hour Master Class:
* You will learn the latest best practices for taking new products to market
* Live B2C Customer Interview
* Hands-on Collaboration with other attendees
Learn how to transform product ideas into a successful business. Learn how to interview customers. Learn how to create business models using a test-driven approach. Learn how to avoid the top reasons for startup failure. Learn how to run experiments to validate your assumptions and navigate the uncertainty of new products. Meet some awesome people & expand your new product chops. WARNING: New products are hard, exciting, and may become highly addictive. Only come if you want to make a dent in the world.
27 Revenue Model Options B2C (curated by @arnevbalen - Board of Innovation)Board of Innovation
How to find new ways to make money in B2C? Explore 27 trigger cards with different business model options and pricing tactics. (by Board of Innovation)
This is a presentation from 2011 I bumped into on customer-centric innovation. While my thinking has somewhat evolved, it's actually still quite relevant :-)
From Caesar to Scientist - Rapid Experiments at IntuitBenBlank
20 Minute presentation from the 2013 Chief Innovation Officer Summit in NYC, highlighting why large organizations should consider learning how to run rapid experiments. If you value lean startup principles, this is a key capability your organization must have. Say hello if you want to know more!
Note: This presentation does not include my audio voice-over.
This is a broad set of thinking and tools to help entrepreneurs and innovators. I've taken the best practices of companies like Amazon, Apple and Google and decoded their approach.
You'll find frameworks and tools across the four areas (4P's) of innovation;
People
Product
Profit
Promotion
2016.08.THAT Conference - GROWING NEW PRODUCTS - VALIDATING YOUR NEW PRODUCT ...Ryan D. Hatch
You know how to build great software. The real question is - // What software do customers actually want to buy? // Do you have a new product / business idea? Learn how to validate new product concepts.
Join our Precon 3 Hour Master Class:
* You will learn the latest best practices for taking new products to market
* Live B2C Customer Interview
* Hands-on Collaboration with other attendees
Learn how to transform product ideas into a successful business. Learn how to interview customers. Learn how to create business models using a test-driven approach. Learn how to avoid the top reasons for startup failure. Learn how to run experiments to validate your assumptions and navigate the uncertainty of new products. Meet some awesome people & expand your new product chops. WARNING: New products are hard, exciting, and may become highly addictive. Only come if you want to make a dent in the world.
27 Revenue Model Options B2C (curated by @arnevbalen - Board of Innovation)Board of Innovation
How to find new ways to make money in B2C? Explore 27 trigger cards with different business model options and pricing tactics. (by Board of Innovation)
This is a presentation from 2011 I bumped into on customer-centric innovation. While my thinking has somewhat evolved, it's actually still quite relevant :-)
From Caesar to Scientist - Rapid Experiments at IntuitBenBlank
20 Minute presentation from the 2013 Chief Innovation Officer Summit in NYC, highlighting why large organizations should consider learning how to run rapid experiments. If you value lean startup principles, this is a key capability your organization must have. Say hello if you want to know more!
Note: This presentation does not include my audio voice-over.
21 ноября Боб Дорф - всемирно известный предприниматель, гуру Силиконовой долины и соавтор бестселлера "Стартап: настольная книга основателя", переведенного на 19 языков мира, - провел семинар-практикум в Инновационном центре "Сколково". Он рассказал о методологии «развития клиента» и о том, как создать новую компанию и продукт и успешно вывести его на рынок. Сам Боб Дорф уже вывел 7 компаний на IPO, а свой первый бизнес начал в возрасте 12 лет.
VicHealth Physical Activity Innovation Challenge Concept Development Workshop...Doing Something Good
Our slides from the Concept Development Workshop with VicHealth Wed 10 September 2014. Participants, 12 teams, were finalists in the Physical Activity Innovation Challenge. They included representatives from sporting clubs and associations, health and fitness professionals, policy makers, entrepreneurs and change makers. The Concept Development Workshop was the third of a three-part workshop series to build capability in the sector to generate and implement innovative ideas to get Victorians active, and to help applicants for the VicHealth Innovation Challenge to develop their ideas to get the inactive active and reach the hard to reach. Participants were led through the development of a Business Model Canvas for their concept. Learn more about the VicHealth Innovation Challenge here: http://challenge.vichealth.vic.gov.au/
27 Revenue Model Options B2B (curated by @arnevbalen - Board of Innovation)Board of Innovation
How to find new ways to make money in a B2B context? Explore 27 trigger cards with different business model options and pricing tactics (B2B version). (By Board of Innovation)
Disciplined Entrepreneurship: How does your Customer Acquire Your Product? Ho...Elaine Chen
In this class, we will explore how your paying customer acquires your product. We will examine the entire buying process and identify all decision makers (economic buyer, champion, influencers, veto powers, end users) who are involved in any way in the decision to buy. We will look at the decision making process for buying this product. We will look at go-to-market strategies and business models / pricing strategies that allows you to monetize your product. We will in particular look at the importance of having a recurring revenue stream for hardware products that have a connected things / IoT component.
Product Strategy for Startups (english) #GoogleLaunchpadBenno Lœwenberg
Countless numbers of products are put out in the wild, that nobody asked for. Building something, that people actually need or want is enabled through a well shaped product strategy.
This talk illuminates how a propper product strategy looks like and what the crucial success factors are. How it helps translating business goals & vision into product design and business model, that take customer needs and market affordances into account.
#ProductStrategy, #ProductMarketFit, #MinimumViableProduct, #MVP, #JobsToBeDone, #JTBD, #LeanStartup, #LeanProductProcess, #ProductLifecycle, #RiskiestAssumptionTests
📌 Go to http://bit.ly/build-business-ideas to read the full article! 👇🏻
10-steps guide for corporate innovators to:
------------------------------------------------------
- Validate business ideas with proved methodologies
- Communicate these ideas more effectively with a structured format
Want to start a company? Have a product idea? Want to be a Founder or Entrepreneur? Here are the 3 things you need to do to launch a startup. I also provide tips, trick and thoughts on startup pitfalls and ways to succeed.
9 Indicators That Prove That Your Innovation Programme Will FailBoard of Innovation
On the basis of our experience with corporate clients, we collected 9 indicators that signal that something is going wrong + 13 clear actions to take!
https://www.boardofinnovation.com/blog/2017/05/29/9-indicators-that-prove-your-innovation-program-is-failing/
An introductory overview of three individual presentations:
* Marketing Systemization - Creating Your Marketing Machine
* Applied Business Innovation to propel sales in a competitive market
* Most Powerful Cutting-Edge Marketing Strategies
* Maximizing Your Marketing ROI
There is a misconception that to be a startup you need to have a team that can build a full product. And only when the product is built can you attract customers and convince them to pay! But this approach takes a lot of time, and an abundance of resources that are unavailable to most entrepreneurs.
In this workshop, Poornima will share strategies for brainstorming, validating your idea, launching it, and even attracting early adopters who are willing to pay, as a scrappy startup.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
21 ноября Боб Дорф - всемирно известный предприниматель, гуру Силиконовой долины и соавтор бестселлера "Стартап: настольная книга основателя", переведенного на 19 языков мира, - провел семинар-практикум в Инновационном центре "Сколково". Он рассказал о методологии «развития клиента» и о том, как создать новую компанию и продукт и успешно вывести его на рынок. Сам Боб Дорф уже вывел 7 компаний на IPO, а свой первый бизнес начал в возрасте 12 лет.
VicHealth Physical Activity Innovation Challenge Concept Development Workshop...Doing Something Good
Our slides from the Concept Development Workshop with VicHealth Wed 10 September 2014. Participants, 12 teams, were finalists in the Physical Activity Innovation Challenge. They included representatives from sporting clubs and associations, health and fitness professionals, policy makers, entrepreneurs and change makers. The Concept Development Workshop was the third of a three-part workshop series to build capability in the sector to generate and implement innovative ideas to get Victorians active, and to help applicants for the VicHealth Innovation Challenge to develop their ideas to get the inactive active and reach the hard to reach. Participants were led through the development of a Business Model Canvas for their concept. Learn more about the VicHealth Innovation Challenge here: http://challenge.vichealth.vic.gov.au/
27 Revenue Model Options B2B (curated by @arnevbalen - Board of Innovation)Board of Innovation
How to find new ways to make money in a B2B context? Explore 27 trigger cards with different business model options and pricing tactics (B2B version). (By Board of Innovation)
Disciplined Entrepreneurship: How does your Customer Acquire Your Product? Ho...Elaine Chen
In this class, we will explore how your paying customer acquires your product. We will examine the entire buying process and identify all decision makers (economic buyer, champion, influencers, veto powers, end users) who are involved in any way in the decision to buy. We will look at the decision making process for buying this product. We will look at go-to-market strategies and business models / pricing strategies that allows you to monetize your product. We will in particular look at the importance of having a recurring revenue stream for hardware products that have a connected things / IoT component.
Product Strategy for Startups (english) #GoogleLaunchpadBenno Lœwenberg
Countless numbers of products are put out in the wild, that nobody asked for. Building something, that people actually need or want is enabled through a well shaped product strategy.
This talk illuminates how a propper product strategy looks like and what the crucial success factors are. How it helps translating business goals & vision into product design and business model, that take customer needs and market affordances into account.
#ProductStrategy, #ProductMarketFit, #MinimumViableProduct, #MVP, #JobsToBeDone, #JTBD, #LeanStartup, #LeanProductProcess, #ProductLifecycle, #RiskiestAssumptionTests
📌 Go to http://bit.ly/build-business-ideas to read the full article! 👇🏻
10-steps guide for corporate innovators to:
------------------------------------------------------
- Validate business ideas with proved methodologies
- Communicate these ideas more effectively with a structured format
Want to start a company? Have a product idea? Want to be a Founder or Entrepreneur? Here are the 3 things you need to do to launch a startup. I also provide tips, trick and thoughts on startup pitfalls and ways to succeed.
9 Indicators That Prove That Your Innovation Programme Will FailBoard of Innovation
On the basis of our experience with corporate clients, we collected 9 indicators that signal that something is going wrong + 13 clear actions to take!
https://www.boardofinnovation.com/blog/2017/05/29/9-indicators-that-prove-your-innovation-program-is-failing/
An introductory overview of three individual presentations:
* Marketing Systemization - Creating Your Marketing Machine
* Applied Business Innovation to propel sales in a competitive market
* Most Powerful Cutting-Edge Marketing Strategies
* Maximizing Your Marketing ROI
There is a misconception that to be a startup you need to have a team that can build a full product. And only when the product is built can you attract customers and convince them to pay! But this approach takes a lot of time, and an abundance of resources that are unavailable to most entrepreneurs.
In this workshop, Poornima will share strategies for brainstorming, validating your idea, launching it, and even attracting early adopters who are willing to pay, as a scrappy startup.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Lean Startup & Corporate Innovation Strategies - April 2015Kevin Shutta
Intro to Lean Startup and insight into the barriers and strategies for corporate innovation. Corporate Innovation inspired by Trevor Owens, CEO of Lean Startup Machine.
So, inspiration has struck you with a great idea. But how do you then build a successful business...
This presentation contains practical experience from both my successes and failures as an entrepreneur in Africa's largest economy.
The thoughts shared in this presentation have largely been influenced by the Lean Start-up, Customer Discovery and Business Model Innovation movements led by Eric Ries, Steven Blank and Alex Osterwalder
An overview to the Lean Startup methodology and Lean Canvas tool, meant for an audience with little previous exposure to entrepreneurism or strategic project development. This overview can be provided in a 1-hour time slot, then follow-up can happen with an extended Lean Startup workshop or consulting session.
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
15 Competitive Intelligence Questions Every Product Manager Needs To AskAIPMM Administration
During this presentation we'll cover 15 key competitive intelligence questions that product managers need to ask.
We;ll cover:
- Questions that highlight a customer's key buying criteria
- Questions that highlight where competitor's are succeeding
- Questions that highlight where competitor's are failing.
Finally, we'll highlight how competitive intelligence teams can effectively partner with product management teams to develop better products and services.
Best Crypto Marketing Ideas to Lead Your Project to SuccessIntelisync
In this comprehensive slideshow presentation, we delve into the intricacies of crypto marketing, offering invaluable insights and strategies to propel your project to success in the dynamic cryptocurrency landscape. From understanding market trends to building a robust brand identity, engaging with influencers, and analyzing performance metrics, we cover all aspects essential for effective marketing in the crypto space.
Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
Explore Sarasota Collection's exquisite and long-lasting dining table sets and chairs in Sarasota. Elevate your dining experience with our high-quality collection!
2. 150 Startups
1
Provincial Winner
2) Institutional winners participate in a summer
program that helps them develop their ideas & pitch
skills
Institutional Winners
3) At the Innovation Rodeo institutional winners
compete in regional pitch competitions and regional
winners compete in a provincial pitch competition
Each college / university selects it’s most
promising first-time Entrepreneur
8 Regional Winners
150 First-time Entrepreneurs
1) On campus activities get 150 students to Ideate
promising business ideas they want to pursue
3. Schedule
Friday
6:00PM to 8:00PM Meet and greet, teams created
8:00PM to 10:00PM Team work
Saturday
8:00AM to 9:00AM 60 Second Pitch
9:00AM to 12:30AM Workshop
12:30PM to 5:00PM Team work
5:00PM to 6:00 PM Check-in | Q&A
6:00PM to 10:00PM Team work
Sunday
8:30 AM to 10:00PM MVP Presentation & Feedback
10:00AM to 12:30PM Workshop
20. A Business Model
Canvas (BMC) is a tool
or framework used to
organize and clarify your
thinking.
It describes how you create,
deliver and capture value.
21. A critical outcome of
using a BMC is the
ability to identify your
hypotheses and risks.
23. 23
Value Proposition
What is the problem
you are solving?
Are you a vitamin or a
drug?
What value is delivered
to customers?
What is your offering?
Do they care?
Characteristics:
- Newness
- Performance
- Customization
-“Getting the Job Done” Design
- Brand/Status
- Price
- Cost Reduction
- Risk Reduction
- Accessibility
- Convenience/Usability
24. 24
Customer Segments
Which types of
customers and
users are you
serving?
Mass Market
Niche Market
Segmented
Diversified
Multi-sided Platform
25. 25
Customer Relationships
What relationships
are you establishing
with each segment?
Personal?
Automated?
Acquisitive?
Retentive?Examples:
- Personal assistance
- Dedicated Personal Assistance
- Self-Service
- Automated Services
- Communities
- Co-creation
26. 26
Channels
How can each customer
segment be reached? How do
they prefer to be reached?
Channel types:
• Your own vs. partners?
• Direct (sales force, your website)
vs. indirect (e-commerce sites,
partner stores or channels)
Channel Phases:
• Awareness
• Evaluation
• Purchase
• Delivery
• After sales
27. Desirability
Will this solution fill a need?
Will it fit into people’s lives?
Will it appeal to them?
Will they actually want it?
Feasibility
Is the technology needed to power the design solution available or within reach?
How long will this take?
Can the organization actually make it happen?
Viability
Will the design
solution align with
the business goals?
Does this solution
honor the client’s
budget?
What will the return
on the investment
look like?
28. The BMC with its 9 building
blocks focuses on the big
picture.
The VPC zooms in on two
of those building blocks,
the Value Proposition and
the Customer Segment.
29. BMC helps you create value for
your business.
VPC helps you create value for
your customers.
30. Your proposed solution
The problem you’re solving
Who is the customer segment
(target market)
Why your customer segment
wants ‘it’
Changes to the above in the last
12 hours
60 Second Pitch
32. Your solution
The problem you’re solving
Who is the customer segment
Why they want ‘it’
Changes in the last 12 hours
60 Second Pitch
33. A Business Model
Canvas (BMC) is a tool
or framework used to
organize and clarify your
thinking.
It describes how you create,
deliver and capture value.
34. But using a BMC is not a
silver bullet.
It can still result in great
products that NOBODY wants
to buy.
43. MBAs and lawyers want to
their way to an optimal
outcome and then execute on
the plan.
PLAN
44. Instead of wasting time trying to
make a plan or establish who is in
charge, kindergarten kids simply
over and over until they find a model
that works.
EXPERIMENT
51. The fundamental activity of a startup is to
turn ideas into products,
measure how customers respond
and then learn whether to pivot or persevere.
and
Build
Measure
Learn
52. Build – Measure - Learn with a
MINIMUM VIABLE PRODUCT
An MVP a version of a new product or service which
allows your team to collect the maximum amount of
validated learning about your hypothesis with the
least effort.
It puts your hypotheses to the test.
MVP
53. The Lean Startup process
builds new ventures more
efficiently.
It has three parts:
• a business model canvas to frame
hypotheses,
• customer development to get out of
the building to test those hypotheses,
• and agile engineering to build
minimum viable products
59. Problem*
Who has it?
How severe is it?
Are my target customers
willing to change their
behaviour to solve it?
60. Problem Validation
• Do your customers recognize they have the problem you want
to solve?
• Why do they have the problem?
• How big a problem is it for them? How does the problem impact
them? Do they all have it equally, or does it affect some more
than others?
• Is the problem one they care about enough, that they will buy a
solution (of some kind)?
62. Customer*
Who is my customer –
early adopters vs. later?
Users vs. buyers vs.
influencers?
Segmentation?
63. Customer Validation
• Which customers/segments have the problem you are solving?
How can you get as granular as possible as to the segment
definition (i.e. geographic locations, demographics,
psychographics, etc)?
• Who are the early adopters?
• Can you define a “persona” for your ideal or typical
customer/user?
• Who is MOST interested? Are they willing and able to buy a
solution?
66. Solution Validation
• Can we build a solution for that problem? What would our
solution have to include in order for the customer to buy it (not
just try it)?
• How else do they solve this problem today? Are there other
solutions that already exist?
• What are the gaps/issues with alternatives? How is our solution
better/different?
• What would it take for the customer to buy it from us? What are
their preferences and priorities for features?
69. Market Validation
• How big is your target customer segment? Is it growing? How
fast?
• Is the market large enough for you to build a viable business?
70. Who can help you
validate you’re solving
the right problem(s) for
the right customer
segment(s)?
Potential users, buyers,
influencers. Prospective partners,
suppliers. Competitors.
71. Hypothesis
(Leap of Faith Assumptions)
“Genchi Gembustsu”
(go see for yourself)
“Get Out of the Building”
Learning Milestones
Minimize
TOTAL time
of the MVP
through loop
Pivot (or Persevere)
Innovation Accounting
(evaluate progress)
Build. Measure. Learn.
Most learning for
the least effort
72. An MVP is the smallest version
of your product that allows you
to learn about your customers,
their problems, and how you
might solve them – with the
least effort, cost, and
resources.
73. So, your MVP is geared to test
your hypotheses, answer
solution design questions, and
provide insights into feasibility.
74. It’s NOT a bunch of features
thrown against the wall to see
what sticks.
Nor is it v 1.0 of your product.
Or perfect.
75. Your MVP can be a functional
prototype or wireframe.
But it can also be a landing
page, email campaign,
crowdfunding campaign,
video, paper mockup…
76. MVP Approaches
• TO BUILD….
• Functional prototype
• Wireframes
• OR NOT TO BUILD…
• Wizard of Oz, or Concierge
• Data sheet/brochure, illustration or
storyboard
• Landing page
• Email campaign
• Mock sales online (Google or
Facebook ads) or live, aka “dry wallet”
• Presales online (crowdfunding
campaign or landing page) or live
• Video
• Innovation games like “buy a feature”,
“product box” or “speedboat”
77. BUILD a functional prototype
• Functional prototype:
• Full featured prototype design for a narrow customer set (Example:
Facebook for .edu only)
• Minimally functional prototype with a micro-feature set, but for many
customers (Example: Twitter)
77
78. Other ways to BUILD it…
• Wireframes: a skeleton of your software or website that outlines
the screen layout, how the various elements are arranged, and
how navigation will work. It doesn’t have any design, colours or
other visual elements.
• Mockups: are the next step with wireframes, where a designer
mocks up how each screen (or a sample of screens) will look.
They can be made interactive by using prototyping tools, or can
be static designs.
80. No Cost / Low cost Prototyping
Tools
• 3D Modeling Tool: Google Sketchup
• Application Wireframe modeling : myBalsamic, UXPin
Crowd Services
• 3D modeling services : TurboSquid http://www.turbosquid.com/
• Work Market Place : Amazon Mechnical Turk
http://aws.amazon.com/mturk/
• Professional Services market place : Fiverr
http://fiverr.com/
81. MVP: Fake it
• Wizard of Oz
• Versions: Imposter Judo, Dry Wallet, Landing Page
• Example: Zappos
• Concierge, personalized service prototype. Maximized feature
set, one or two customers or offering:
• Example: Village Laundry Service
82. MVP: “Marketing” versions
• Data sheet: specifications (for technical products)
• Brochure: mocked up sales/marketing brochure
• Illustration or sketch: of a scenario, problem, or your imagined
solution
• Storyboard/video: of a customer scenario
83. MVP: Email Example
• Craigslist: “Crude and Rude” email blast to “get the job done”
rudimentary
84. Startups are a TEAM SPORT
DIVERSITY
The MARKET matters
BIGGER IS BETTER
What is the VALUE PROPOSITION ?
WHAT JOB IS GETTING DONE?
It takes a VILLAGE to raise a startup
NETWORK
The SOFT STUFF is the HARD STUFF
CULTURE
87. How far will the
right answers to the
wrong questions get you?
@JullienGordon
88. 10 Testing Principles
1. Realize that evidence
trumps opinion.
2. Learn faster and reduce risk
by embracing failure.
3. Test early; refine later.
4. Experiments do not =
reality.
5. Balance learnings and
vision
6. Identify idea killers.
7. Understand customers first.
8. Make it measurable.
9. Accept that not all facts are
equal.
10.Test irreversible decisions
twice as much.
89. Data Traps to Avoid
• False positive: seeing things that aren’t there
• False negative: not seeing things that are there
• Local maximum: missing out on the bigger potential by only
testing locally
• Exhausted maximum: overlooking limitations
• Wrong data: searching in the wrong place
90. Caution!
• Watch your question structure!
• People will answer the question you ask. But an improperly structured
question may not give you the answer you are seeking.
• Be systematic – ask the same questions, using the same
scale(s), so you have comparative data.
91. Finding Answers
• Reference third party data – online/other
• Talk to experts
• Domain, industry or functional experts
• Competitors, channel and value chain partners
• Look within your own network, and beyond
• Connect with potential customers/users
• F2F interviews, discussions, observation
• Online surveys, ads, groups
• Other?
92. And a few more…
• Use Calls to Action (CTA) to get evidence and data
• Focus testing on
• Customer interest
• Customer preferences & priorities
• Customer willingness to pay
• Consider “split” or “A/B” testing to evaluate different options
(features, pricing, copy text, packaging, etc.)
99. What are your Hypothesis?
What do you Measure to validate your Hypothesis?
MVP features = Measurements
Build an MVP with the least effort
Get out of the office and Measure
Learn from your Data that you measured
103. Guidelines For Getting Out of the
Office
• 12:30PM Saturday to Sunday 8:30AM
• One iteration of a Lean Startup MVP Cycle in 20 hours
• Present back Sunday at 8:30am for 3 minutes
105. Guidelines For MVP Presentation
• 3 minute presentation
• Slide 1: Team name, members, roles, mantra, Twitter summary
• Slide 2: Updated BMC highlighting:
• Summarize key changes
• Highlight any new hypotheses that require testing
106. Guidelines For Presentation
Slide 3: MVP Show & Tell
• Recap MVP approach and rationale
• Recap key hypotheses tested
• Review Getting OoO. For each of your key hypotheses:
• Actions/approach required to validate each key hypotheses
• Who is responsible for each action, who else is involved
• Validating data gathered
• Slide 4: Next Iteration
• What did you learn from the MVP?
• What are your next steps; pivot, persist, more validation?
• What will you next MVP be and what hypothesis will be test?
109. Guidelines For MVP Presentation
• 3 minute presentation
• Slide 1: Team name, members, roles, mantra, Twitter summary
• Slide 2: Updated BMC highlighting:
• Summarize key changes
• Highlight any new hypotheses that require testing
110. Guidelines For Presentation
Slide 3: MVP Show & Tell
• Recap MVP approach and rationale
• Recap key hypotheses tested
• Review Getting OoO. For each of your key hypotheses:
• Actions/approach required to validate each key hypotheses
• Who is responsible for each action, who else is involved
• Validating data gathered
• Slide 4: Next Iteration
• What did you learn from the MVP?
• What are your next steps; pivot, persist, more validation?
• What will you next MVP be and what hypothesis will be test?
118. Key Activities
Which activities do you
need to perform well in
your business model?
What is crucial?
Categories:
- Production
- Problem Solving
- Platform/Network
119. Key Resources
Which resources
underpin your
business model?
Which assets are
essential?
Types:
- Physical
- Intellectual (brand patents,
copyrights, data)
- Human
- Financial
120. Key Partners
Which partners and
suppliers leverage
your model?
Who do you need to
rely on?
Types of partnerships:
- Strategic alliances
- Co-opetition
- Joint ventures
- Buyer-suppler
Motivations for partnerships:
- Optimization and economy of scale
- Reduction of risk and uncertainty
- Acquisition of particular resources and activities
121. Cost Structures
what is the
resulting cost
structure?
which key
elements drive
your costs?
Is your business more:
- Cost Driven (leanest cost structure, low price
value proposition, maximum automation,
extensive outsourcing)
- Value Driven ( focused on value creation,
premium value proposition)
What are KEY costs?
Sample characteristics:
- Fixed Costs (salaries, rents, utilities)
- Variable costs
- Economies of scale
- Economies of scope
122. Revenue Streams
What are customers
really willing to pay for?
How?
Are you generating
transactional or
recurring revenues?
Examples:
- Asset Sale
- Usage Fee
- Subscription Fees
- Lending/Renting/Leasing
- Licensing
- Brokerage Fees
- Advertising
Fixed Pricing:
- List Price
- Product Feature Dependent
- Customer Segment Dependent
- Volume Dependent
Dynamic Pricing:
- Negotiation
- Yield Management
- Real-time Market
123. Revenues
• What are customers really willing to pay for?
• How much will they pay? What is it worth to them
(value) to solve their problem? How much are they
paying today for alternative/competitive solutions?
• What capacity do my customers have to pay?
• What is the timing/type of payment? Are you
generating transactional or recurring revenues?
• What are all the different ways to capture revenue in
your venture? Are they all worth it?
• Based on above… How will you package and price
your product ?
124. Two types of companies
• Companies that care about revenues
• When will I get to $100k/month in revenues?
• When will I get to $1M/month in revenues?
• What assumptions about my business am I making when I reach these
milestones?
• Companies that don’t care about revenues
• How do you get to 10M monthly users?
• How do you become one of the top 5 websites visited?
125. Traction: A Startup Guide to Getting
Customers
• Traction = customer acquisition
• Most founders focus on the “traction channels” they are familiar
with or think they should be using… thus many focus on the
same channels (SEO, PR) and ignore other options
• It’s hard to predict what will work best. You can guess, but until
you start running tests, you can’t tell which is the best one for
you right now.
126. Pirate
Metrics
AARRR
A Acquisition. You acquire the customer.
For a SaaS product, this means a sign up.
For a retail store, this means a a person who walks in your door.
A Activation. The customer uses your product, indicating a good first visit.
For a SaaS product, this means logging on and using the software.
For a retail store, this means purchasing a product.
R Retention. The customer continues to use your product.
For a SaaS product, this means a daily active customers
For a retail store, this means return purchases
R Referral. The customer likes your product so much they refers other new customers.
R Revenue. The customer pays you.
128. Traction: Framework
• Use the “Bullseye” framework: a repeatable
process that maximizes your chance of getting
customer traction
• Brainstorm
• Rank
• Prioritize
• Test
• Focus
• Traction’s Bullseye approach works hand in hand
with the Lean approach – focused on customer
interaction and iteration
• Should be run IN PARALLEL with the lean approach
to product development
130. Traction: Guidance
• 50/50 rule: Spend 50% of your time on product, and 50% on
traction
• Focus on moving the needle – the activities that result in
measurable, significant impact on your company
• Early on, you can do things that DON’T scale.
• First you make something people want. Then you market it. Then you
scale your business. In that order.
131. Traction: Guidance
• Recognize that growth can happen in spurts
• If you’re not seeing strong traction, look for “bright spots” in your user
base, and find out what they like and why… and expand from there
• Consider a pivot when you see lack of user engagement – that is
measurable
• Timing matters – over time, all activities will eventually lead to poor quality
click throughs
• Focus on 1 traction channel at a time, and spend very little in the early
stages
• Research how other companies in your space (or adjacent spaces) have
succeeded or failed at getting customer traction
• Use A/B testing to optimize
139. Save your time, money, energy,
The only thing that matters is
getting to Value Proposition to
Customer Segment fit.
140. What are your Hypothesis?
What do you Measure to validate your Hypothesis?
MVP features = Measurements
Build an MVP with the least effort
Get out of the office and Measure
Learn from your Data that you measured
141. Some great resources…
Online
• https://strategyzer.com/canvas/business-model-canvas
• https://www.udacity.com/course/how-to-build-a-startup--ep245
Books
142. Steve Blank: Udacity
Lesson 1.5A: Business Model
• Business model
• BMC value prop
• BMC customer segments
• BMC channels
• BMC customer relationships
• BMC revenue streams
• BMC key resources
• BMC key partners
• BMC key activities
• BMC costs
Lesson 1.5B: Business Models
and customer development
• Hypotheses or guesses
• Customer development process
• Hypothesis testing
• MVP
• Pivot
• Customer discovery
• Customer validation
• Market opportunity analysis
• Total available market (TAM)
• JerseySquare Market Size
(example)
• Market size summary
143. Steve Blank: Udacity
Lesson 2: Value prop
• Value prop
• Value prop and the MVP
• Customer archtype
• Talk to customers
• Value proposition – product
• Value proposition – service
• Pain killers – hypotheses
• Pain killers – problem or need
• Pain killers – ranking
• Gain creators – hypotheses
• Gain creators – ranking
• The art of the MVP
• Common mistakes with value propositions
• Value prop questions **
• Technology and market insight
• Types of value props
Lesson 3: Customer segments
• Product market fit
• Rank and day in the life
• Customer gains
• Customer pains
• Customer in context
• Signals and experiments
• Two sided market
• Multiple customer segments
144. Steve Blank: Udacity
• Lesson 4: Channels
• Direct channel fit
• Indirect channel economics
• OEM channel economics
• Lesson 6: Revenue model
• Common mistakes
• Revenue streams and price
• Direct and ancilliary models
• Pricing
• Lesson 7: Partners
• Partnerships
• Partner definition
• Partner resources
• Greatest strategic alliance
• Startup partner strategies summary
• Lesson 8: Resources, Activities, Costs
• Resources, activities, costs
• Four critical resources
• Costs