This document discusses using lean methodology to build a business plan. It introduces the lean canvas template, which includes sections for identifying customers and their problems, the proposed solution, revenue streams, marketing channels, key metrics, costs, and unfair advantages. The presenter encourages attendees to team up, create a lean canvas online to plan a business, and have one member present their canvas. The goal is to help attendees learn how to identify problems and design minimal viable products and business models using the lean startup approach.

2. LEAN Business Plan
Liran Rorlich
IDC IEC Club 11/12/16

3. What are we going to talk about?
 What’s Lean?
 How to build a business plan using lean methodology?
 Assignment
 Presentations

4. “If you don’t know
where you are going, any
road will get you there”

5. What’s Lean Startup?

6. MVP?

7. MVP: Minimal Viable Product
A version of a new
product which allows
to collect the
maximum amount of
validated learning
about customers
with the least effort.

8. “The devil is in the details”

11. Vision?
Goal?
Problem?
Solution?
Measure?
Target Market?
Customers?
Early Adopters?
Competitors?
Competitive
Advantage?

12. Introducing: The Lean Canvas

13. 1. Who: Customers & Users
 What’s the difference?
 Take 1 category and focus/split
 Tag separate segments (#Parents, #Moms, #Kids, #Family, #CEO’s…)
 User Stories

14. 2. Why: The Problem
 3 Problems
 Who are your competitors?
 Direct/indirect

15. ‫בחניה‬ ‫מחסור‬
‫בת‬"‫א‬
‫מדי‬ ‫יותר‬ ‫יש‬ ‫כי‬
‫הכביש‬ ‫על‬ ‫רכבים‬
‫התחבורה‬ ‫כי‬
‫על‬ ‫הציבורית‬
‫הפנים‬
‫מספיק‬ ‫אין‬ ‫כי‬
‫אלטרנטיבות‬
‫ציבורית‬ ‫לתחבורה‬
‫לא‬ ‫הממשלה‬ ‫כי‬
‫בזה‬ ‫מתעסקת‬
‫מרוויחה‬ ‫היא‬ ‫כי‬
‫על‬ ‫ממיסוי‬ ‫יותר‬
‫רכבים‬
‫על‬ ‫התשתיות‬ ‫כי‬
‫הפנים‬
‫לא‬ ‫הממשלה‬ ‫כי‬
‫מספיק‬ ‫משקיעה‬
‫מרוויחה‬ ‫היא‬ ‫כי‬
‫על‬ ‫ממיסוי‬ ‫יותר‬
‫רכבים‬
‫רגולציה‬
‫מדי‬ ‫יותר‬ ‫כי‬
‫עובדים‬ ‫אנשים‬
‫בת‬"‫א‬
‫המשכורות‬ ‫כי‬
‫יותר‬ ‫גבוהות‬
‫יכולות‬ ‫החברות‬ ‫כי‬
‫לעצמן‬ ‫להרשות‬
‫מרוויחות‬ ‫הן‬ ‫כי‬
‫כסף‬ ‫מלא‬
‫מדי‬ ‫יותר‬ ‫כי‬
‫יוצאים‬ ‫אנשים‬
‫לת‬"‫א‬
‫מספיק‬ ‫אין‬ ‫כי‬
‫בילוי‬ ‫מקומות‬
‫לת‬ ‫מחוץ‬"‫א‬
‫פחות‬ ‫זה‬ ‫כי‬
‫כלכלית‬ ‫משתלם‬
‫האנשים‬ ‫רוב‬ ‫כי‬
‫לת‬ ‫יוצאים‬"‫א‬
‫חניונים‬ ‫מעט‬ ‫יש‬ ‫כי‬
‫לכמות‬ ‫ביחס‬
‫הרכבים‬
‫שטח‬ ‫לקנות‬ ‫כי‬
‫יקר‬ ‫זה‬ ‫לחניה‬
...
Whyx5 Brainstorming

17. 3. How much: Revenue Streams
 Who is going to pay for your solution?
 How much and how people pay for existing solutions?
 How much time people waste on existing solutions?
 Ex: “SaaS: 30 day free trial, then $500/year”

18. 4. What: The Solution
 How can we solve each problem?
 Breakdown the problem/solution
SolutionProblem
Instant, no upload sharing.#Parents sharing lots of photos and
videos is time consuming
Integration with popular tools like iCloud,
iPhoto etc
#Parents have no free time

19. 5. UVP: Unique Value Proposition
 Combine the problem
and the solution (the
benefit)
 Be specific – no
buzzwords!
Ex: “Share your entire
photo and video
library in under 5
minutes”

20. 5. UVP: Unique Value Proposition
 High-level concept
The X for Y
Airbnb for X
Youtube for X
Front = Slack for
external
communications

21. 6. Channels: Your path to customers
Start planning
from day 1

22. Inbound (Scalable)Outbound
Content MarketingList of 1st degree connections
WOMIntro’s
CRMEmail list (Launchrock)
ReferralsAdwords/Facebook ads
SEOCold calls/emails
Social Media & BlogSocial Media & Blog
Events sponsorshipsEvents sponsorships
Outbound Marketing vs.Inbound Marketing

23. 7. Key Metrics: How your business is doing?
 Minimum Success Criteria
“the smallest outcome that would
deem the project a success for you
X years from now”

24. 7. Key Metrics
More KPI’s:
 Cost Per Acquisition
 Lifetime Value
 NPS (Net Promoter Score)
 Churn Rate

25. 8. Cost Structure: Your fix and variable costs
i.e – Launch
Hosting: Amazon 120USD x 6months
People costs: 40hrs*$65/h - $10k/month

26. 9. The Unfair Advantage
A real unfair advantage is
something that can not
be easily copied or
bought

27. BullshitUnfair
First to market / time to marketInside Information
More / Less featuresPersonal domain/industry authority
Design / UXA dream team (track record)
* Also a dream investor/s
PassionExisting customers
DeterminationThe right celebrity endorsements
CreativityLarge network effects
Other buzzwords…Owned community
High SEO rankings
Patents
Core values
Unfair vs. Bullshit advantages

28. Now it’s your turn.
1. Team up
2. Go to leanstack.com and create an account
3. Create a canvas
4. Choose 1 team member that will present it

31. “If you don’t know
where you are going, any
road will get you there”

32. Thank You.