The document provides tips for lean startups and agile entrepreneurs. It emphasizes customer development before product development, learning from minimum viable products, failing fast and iterating quickly. The key is to find product market fit with under 100 users and then go big quickly by maximizing marketing spend. Once product market fit and initial sales are validated, it becomes easier to sell to investors and scale the business rapidly.

1. Chris Brown ­ @ChrisInCambo
Startups:
Other Stuff:

2. Lean Startup – My Tips for Agile
Entrepreneurs

3. I love my boss
(I'm self employed)

5. The Same Old Ideas

6. The Secret to Success:
Reduce the Cost of
Failure

7. Understand Business
Models for the Web
Advertising
Direct Sales
Subscriptions
None of these models work here!

8. Think Global

9. Don't Target Consumers
Don't Target Large Organisations
Target SME's

10. $100,000

11. Do The Maths!
Do Subsriptions!

12. ($50 x 12 months) x 166 customers = $100,000

13. Only 166 Customers!

14. Solve Your Own Problem!

15. This place is not so different

16. But how?

17. st
Customer Development 1
nd
Product Development 2

18. Test Assumptions
With The Minimum
Viable Product

19. UpstartHQ.com

20. Get a Blog

21. Pimp Your Blog

22. The Sales Pitch

23. Beta Sign Up

24. No Price Tag!

25. Google Analytics

26. Drive Traffic
 Google Adsence (quick & expensive)
 Blogging
 Twitter / Facebook (social marketing)
 Head hunt users (cheap effective)
 SEO (probably too slow for our purpose)

27. Split Testing

28. Split Test Everything!!
 Change your message
 Add features
 Remove features
 Add text
 Remove text
 Change your sign up process
 TRY EVERYTHING & ANYTHING!!

29. Metrics
 Conversion rate
 Customer acquisition cost
 Click through rate

30. Lean Startup

31. Read The Bible

32. 30­100 Users
 Enough to make your data meaningful
 Not enough to flame you if when things go wrong
 Easy to achieve with minimum marketing spend
 Makes it feel like a small club
 Enough to keep communication personal

33. What if no one signs up?
Pivot or Quit

34. “You suck, your product
sucks and you will fail
hard!”
Dave McClure – Master of 500 Hats

35. Lots of people have signed up...
Congratulations!

36. Get a Server

37. Get Coding!
But...

38. Don't Waste Bootstrap Time!
 Personal Kanban
 The Pomodoro Technique
 No Excuses!

39. Release Early, Release Often
 Early adopters are very valuable
 Change direction based on user feedback
 Don't worry about mistakes
 Don't worry about bad press

40. 9 Releases in 2 Days

41. Validated Learning
Over White Board
Strategising

42. Find Product Market Fit
How would you feel if you could no longer use our
app?
1) Very disappointed
2) Somewhat disappointed
3) Not disappointed (it really isn’t that useful)
4) N/A ­ I no longer use your product

43. Keep Iterating
 Listen to your users
 Allow users to talk with each other (forum, list)
 Respond quickly and personally to requests
 Removing features is as important as adding them
 Do regular user surveys (survey.io)

44. What if no one is very disappointed?
Pivot or Quit

45. 40%+ Very Disappointed
Congratulations, you've achieved
product market fit!

46. Now name your price...

47. You make your first sale...
Congratulations, your
business model has
been validated!

48. Go Big Quick!
 Max out Google Adsence spend ($300+ per day)
 Hire someone who knows SEO
 Spend money on your website
 Consider producing promotional videos
 Make a lot of noise on every blog, social network or
forum that you can find

49. Don't have enough money?

50. Easy sell to investors...
 Already have a product
 Already have users
 Already have product market fit
 Already have business model
 Already have first sale

51. Key Points
 Customer development before product development
 Learn from a minimum viable product
 Fail fast, fail often
 Iterate quickly
 Find product market fit with less than 100 users
 Go big quick
 Take investment capital when needed

52. Chris Brown
chrisincambo@gmail.com
@chrisincambo