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WORKSHOP: LEAN CANVAS
Agenda 
• Intro to Lean Startup 
• The Lean Canvas 
– Overview 
– YOUR Lean Canvas 
• Risks and challenges
The Problem
The Problem 
Many startups begin with an idea for a product that they 
think people want. 
They spend months, perfecting that product without ever 
showing the product, even in a very rudimentary form, to 
the prospective customer. 
When they fail to reach broad uptake from customers, it 
is often because they never spoke to prospective 
customers and determined whether or not the product 
was interesting. 
When customers ultimately communicate, through their 
indifference, that they don't care about the idea, the 
startup fails.
Lean Startup
Lean Startup 
“If startups invest their time into building 
products or services step by step to meet 
the needs of early customers, they can 
reduce the market risks and sidestep the 
need for large amounts of initial project 
funding and expensive product launches 
and failures.”
Lean Startup 
Build – measure - learn
Lean Startup 
“The Lean Startup provides an […] approach 
to creating and managing startups and get a 
desired product to customers' hands faster.”
Lean Startup
Lean Startup
Lean Startup 
• “Build- Measure- Learn” 
• Customer Development 
• MVP 
• (Actionable) Metrics 
• Pivot 
• Agile Development 
• Lean Canvas
LEAN CANVAS
Lean Canvas 
“A different way to capture your Business 
Model”
Lean Canvas 
• One Page Solution, even for multisided 
businesses 
• Easy to understand 
• Easy to create 
• Fast to create 
• Easy to adapt 
• Easy to communicate 
• Entrepreneur focus
Lean Canvas 
1. Problem and existing alternatives 
2. Customer Segments and Early Adopters 
3. Unique Value Proposition 
4. Solution (Key Features) 
5. Channels to the customers 
6. Revenue Model 
7. Cost structure 
8. Key Metrics 
9. Unfair Advantage
Lean Canvas
Lean Canvas 
1 2 
1. Problem and Existing Alternatives 
– What are the Top 3 Problems that you are solving? 
– How are people solving the problems today? 
2. Customer Segments and Early Adopters 
– Who are your target customers? 
– Out of these group who do you think are your first users (early Adopters)?
Lean Canvas 
3 
3. Unique Value Proposition (UVP) 
• Why you are different and worth getting attention 
• What makes you standing out? 
• What is the number one problem you are solving 
and for whom? 
High Level Concept Pitch 
• Helps you on your way to your UVP 
• NOT YOUR UVP!!! 
Examples for a High Level Concept Pitch: 
“AirBnB for Language Education” 
“Salesforce for Project Management”
Lean Canvas 
4 
4. Solution 
• Top three features of your product 
according to the problem you are 
currently solving? 
Example (KSNA) 
1. Persian language 
2. Easy access 
3. Focus on Beginners Level
Lean Canvas 
5 
5. Channels (Your path to the customer) 
• How do you reach your customers? 
• Possible channels are: 
– SEO 
– Blogs/websites 
– Facebook Ads 
– Print Ads 
– Word of mouth 
– Events (Conferences, Tradeshows) 
– Partnerships 
– Friends 
Examples 
1. Tea talks (Bi- Language) 
2. Sharing on Hackernews (Taskulu) 
3. …….
Lean Canvas 
7 6 
6. Revenue Streams 
– How are you going to make money? Not in three to five years but in 5 months? 
– How much money with each revenue stream (What are the models, how much money per 
customer) 
7. Cost structure 
– What are your upcoming operational costs? Not in three to five years but in the upcoming 
months? 
• Server, Salaries, software, advertising……. 
When would be your break even?
Lean Canvas 
8 
8. Key Metrics 
• The numbers that tell you how you are performing! 
• Dave McClures Pirate Metrics:
Lean Canvas 
9 
9. Unfair Advantage 
• What do you have that others don’t have and cannot 
easily copy or buy? 
Examples: 
• Patent 
• Endorsement by a well known expert 
• Insider Information 
• A team with outstanding experience and knowledge
Lean Canvas 
TIME TO SHARE AND DISCUSS !
Lean Canvas 
TIME TO GET FEEDBACK!
Feedback 
Present your Canvas to one other team and ask 
them for feedback 
– Where did they have trouble to understand? 
– Did they have the feeling you were to general/to 
detailed? 
– Could they think about different key features, 
customers, additional channels,……
RISKS
Risks 
Product Risks 
Getting the product right 
• Problem 
• Unique Value Proposition 
• High Level Concept 
• Solution 
• Key Metrics
Risks 
Customer Risk 
Building a path to customers 
• Customer Segments 
• Early Adopters 
• Channels
Risks 
Market Risk 
Building a viable business 
• Existing Alternatives 
• Revenue Streams 
• Cost structure 
• Unfair Advantage
Lean Canvas 
TIME TO GET FEEDBACK AGAIN!
Homework 
• Present your canvas to at least one more 
person and get their feedback 
• Discuss the feedback you got and decide what 
to implement 
• Is there more than one customer segment? 
– If yes, create a canvas for each of them and decide 
which one you want to focus on! 
• Find ways how to validate your risks

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Avatech: Workshop Lean Canvas

  • 2. Agenda • Intro to Lean Startup • The Lean Canvas – Overview – YOUR Lean Canvas • Risks and challenges
  • 4. The Problem Many startups begin with an idea for a product that they think people want. They spend months, perfecting that product without ever showing the product, even in a very rudimentary form, to the prospective customer. When they fail to reach broad uptake from customers, it is often because they never spoke to prospective customers and determined whether or not the product was interesting. When customers ultimately communicate, through their indifference, that they don't care about the idea, the startup fails.
  • 6. Lean Startup “If startups invest their time into building products or services step by step to meet the needs of early customers, they can reduce the market risks and sidestep the need for large amounts of initial project funding and expensive product launches and failures.”
  • 7. Lean Startup Build – measure - learn
  • 8. Lean Startup “The Lean Startup provides an […] approach to creating and managing startups and get a desired product to customers' hands faster.”
  • 11. Lean Startup • “Build- Measure- Learn” • Customer Development • MVP • (Actionable) Metrics • Pivot • Agile Development • Lean Canvas
  • 13. Lean Canvas “A different way to capture your Business Model”
  • 14. Lean Canvas • One Page Solution, even for multisided businesses • Easy to understand • Easy to create • Fast to create • Easy to adapt • Easy to communicate • Entrepreneur focus
  • 15. Lean Canvas 1. Problem and existing alternatives 2. Customer Segments and Early Adopters 3. Unique Value Proposition 4. Solution (Key Features) 5. Channels to the customers 6. Revenue Model 7. Cost structure 8. Key Metrics 9. Unfair Advantage
  • 17. Lean Canvas 1 2 1. Problem and Existing Alternatives – What are the Top 3 Problems that you are solving? – How are people solving the problems today? 2. Customer Segments and Early Adopters – Who are your target customers? – Out of these group who do you think are your first users (early Adopters)?
  • 18. Lean Canvas 3 3. Unique Value Proposition (UVP) • Why you are different and worth getting attention • What makes you standing out? • What is the number one problem you are solving and for whom? High Level Concept Pitch • Helps you on your way to your UVP • NOT YOUR UVP!!! Examples for a High Level Concept Pitch: “AirBnB for Language Education” “Salesforce for Project Management”
  • 19. Lean Canvas 4 4. Solution • Top three features of your product according to the problem you are currently solving? Example (KSNA) 1. Persian language 2. Easy access 3. Focus on Beginners Level
  • 20. Lean Canvas 5 5. Channels (Your path to the customer) • How do you reach your customers? • Possible channels are: – SEO – Blogs/websites – Facebook Ads – Print Ads – Word of mouth – Events (Conferences, Tradeshows) – Partnerships – Friends Examples 1. Tea talks (Bi- Language) 2. Sharing on Hackernews (Taskulu) 3. …….
  • 21. Lean Canvas 7 6 6. Revenue Streams – How are you going to make money? Not in three to five years but in 5 months? – How much money with each revenue stream (What are the models, how much money per customer) 7. Cost structure – What are your upcoming operational costs? Not in three to five years but in the upcoming months? • Server, Salaries, software, advertising……. When would be your break even?
  • 22. Lean Canvas 8 8. Key Metrics • The numbers that tell you how you are performing! • Dave McClures Pirate Metrics:
  • 23. Lean Canvas 9 9. Unfair Advantage • What do you have that others don’t have and cannot easily copy or buy? Examples: • Patent • Endorsement by a well known expert • Insider Information • A team with outstanding experience and knowledge
  • 24. Lean Canvas TIME TO SHARE AND DISCUSS !
  • 25. Lean Canvas TIME TO GET FEEDBACK!
  • 26. Feedback Present your Canvas to one other team and ask them for feedback – Where did they have trouble to understand? – Did they have the feeling you were to general/to detailed? – Could they think about different key features, customers, additional channels,……
  • 27. RISKS
  • 28. Risks Product Risks Getting the product right • Problem • Unique Value Proposition • High Level Concept • Solution • Key Metrics
  • 29. Risks Customer Risk Building a path to customers • Customer Segments • Early Adopters • Channels
  • 30. Risks Market Risk Building a viable business • Existing Alternatives • Revenue Streams • Cost structure • Unfair Advantage
  • 31. Lean Canvas TIME TO GET FEEDBACK AGAIN!
  • 32. Homework • Present your canvas to at least one more person and get their feedback • Discuss the feedback you got and decide what to implement • Is there more than one customer segment? – If yes, create a canvas for each of them and decide which one you want to focus on! • Find ways how to validate your risks

Editor's Notes

  1. Brief overview on the topic of lean startup, then we will move to one essential feature and framework, It is hands on so after a short introduction you will create something Change your place Take notes
  2. 90% of Startups fail What do you think is the problem?
  3. Framework and philosophy Getting early feedback Only produce what customers really need Don’t waste your time building an entire product nobody wants Zappos dropbox
  4. Getting early feedback Only produce what customers really need Don’t waste your time building an entire product nobody wants
  5. Getting early feedback Only produce what customers really need Don’t waste your time building an entire product nobody wants
  6. Developed by Ash Maurya, Goal: to make a entrepreneur focused version (compared to the Business Model Canvas) Changed 4 Boxes (Key Activities and Key ressources) Customer Relationship (covered by the channels and Key Partners: Partnerships are important but should not be the starting ground of your business
  7. Examples: Problem? Existing Alternatives: Taskulu (Trello, Whiteboard, E-mail)
  8. Example: Taskulu (Hackernews and word of mouth)
  9. Taskulu: Acqusition: Signups Activation: creating the first project Retention: Coming back and create another project or update the old one Revenue: Number of people that get paying customers Referr