What is a Startup? What is Lean Startup? Why and from where it comes from? How to apply it? "Yes... but Steve Jobs did not applied these kind of approach" - Are you sure? ------- Che cos'è una startup? Cos'è Lean Startup? Perché e da dove viene? Come applicarlo? "Sì ... ma Steve Jobs non ha applicato questo tipo di approccio" - Sei sicuro?

1. NICOLAS SASSOLI
AlmaCube, B.U. Startup | Business Developer
nicolas.sassoli@almacube.com
@ Nicklaus Sassoli
AlmaCube
LEAN STARTUP AND BEYOND..

2. 1. Beyond Lean Startup
2. Casi di studio
3. Lean Startup Tools
4. Q&A
NICOLAS SASSOLI|AlmaCube - Business Developer, nicolas.sassoli@almacube.com @ Nicklaus Sassoli

3. Why are we here??

4. 1. Startup is not an hype, it’s a
consequence of the industrial
revolution we live in.
Why are we here??

5. Why are we here??

6. Why are we here??
CORPORATION
START-UP

7. Why are we here??
CORPORATION
START-UP

8. Why the Lean word?

9. Da Lean Manufacturing a Lean Startup

10. Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)

11. Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)
PRIME LEZIONI SU
STARTUP @STANFORD
(2002)

12. Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)
PRIME LEZIONI SU
STARTUP @STANFORD
(2002)
PUBBLICAZIONE «LEAN
STARTUP», ERIC RIES
(2011)

13. Beyond Lean Startup

14. The Problem

15. The Problem

16. The Problem
The corporate product development classic “waterfall”.

17. The Startup “Waterfall”

18. Make Something People
Really Want

19. Make Something People
Really Want
Fast and Cheaply

20. Make Something People
Really Want
Fast and Cheaply
=
Lean Startup Approach

21. 1. Beyond Lean Startup
2. Casi di studio
3. Lean Startup Tools
4. Q&A
NICOLAS SASSOLI|Business Developer, nicolas.sassoli@almacube.com @ Nicklaus Sassoli

22. o Get out of the Building
o Think Big, Start small, Learn Fast
o Focus, focus, focus
o Search for a desperate niche
o Proof of Concept
o Done is better than perfect
o Build a 10X solution
The Lean Startup State of Mind we’re looking for:

23. o Get out of the Building
o Think Big, Start small, Learn Fast
o Focus, focus, focus
o Search for a desperate niche
o Proof of Concept
o Done is better than perfect
o Build a 10X solution
The Lean Startup State of Mind we’re looking for:

24. o Get out of the Building
Founded: 1999 Exit (Amazon - 2009): 0.9B$

25. o Get out of the Building

26. o Get out of the Building
+

27. o Get out of the Building
Test foundamental hypotesis of your business with
the market and learn as soon as possible.
+

28. o Think Big, Start small, Learn Fast
Founded: 1976 Evaluation (2018): 920B$

29. o Think Big, Start small, Learn Fast
Minimum Viable Product

30. o Think Big, Start small, Learn Fast
The next year..Minimum Viable Product

31. o Think Big, Start small, Learn Fast
Start serving the most interested and desperate
niche, then grow.
The next year..Minimum Viable Product

32. o Focus, focus, focus
Founded: 1994 Evaluation (2018): 782B$

33. o Focus, focus, focus
From

34. o Focus, focus, focus
From To

35. o Focus, focus, focus
It’s quite difficult to chase 1 rabbit, don’t chase 2.
From To

36. o A 10X solution for a desperate niche
Founded: 1999 Evaluation (2018): 98.9B$

37. o A 10X solution for a desperate niche
From every one

38. o A 10X solution for a desperate niche
From every one To 1 % of population

39. o A 10X solution for a desperate niche
If you want to address more than 5% of
population, other companies are already doing it.
From every one To 1 % of population

40. o Proof Of Concept
Founded: 2016 FUNDING: 15M$+

41. o Proof Of Concept

42. o Proof Of Concept
b2c MVP

43. o Proof Of Concept
b2c MVP b2b MVP

44. o Proof Of Concept
b2c MVP b2b MVP Today

45. o Proof Of Concept
Fail fast.
b2c MVP b2b MVP Today

46. 1. Beyond Lean Startup
2. Casi di studio
3. Lean Startup Tools
4. Q&A
NICOLAS SASSOLI|Business Developer, nicolas.sassoli@almacube.com @ Nicklaus Sassoli

49. MVP

50. MVP
Ogni lavoro aggiuntivo a ciò che è
richiesto per iniziare a imparare sul
proprio business, è uno spreco.

51. MVP
Ogni lavoro aggiuntivo a ciò che è
richiesto per iniziare a imparare sul
proprio business, è uno spreco.
Da quale MVP partire? Il più Veloce,
Economico e «Validante».

52. Build, Measure, Learn
Only 5% of startups succeed..

53. Build, Measure, Learn
Only 5% of startups succeed..

54. Build, Measure, Learn
Only 5% of startups succeed..
5% CHANCE X 20 ITERATIONS
~ 85% CHANCE OF SUCCESS

55. Build, Measure, Learn
Only 5% of startups succeed..
5% CHANCE X 20 ITERATIONS
~ 85% CHANCE OF SUCCESS
FREQUENCY MATTERS!
→20 ITERATIONS X 20 DAYS/CYCLE = 1.8 years A.K.A. FAIL
→20 ITERATIONS X 7 DAYS/CYCLE = 0.6 year A.K.A. SUCCESS

56. How To Measure?

57. How To Measure?
Vanity metrics

58. How To Measure?
Vanity metrics
• 1.000 sales/month

59. How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes

60. How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate

61. How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
VS

62. How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
• LTV
VS

63. How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
• LTV
• Organic growth
VS

64. How To Measure?
But Initially it’s all based on intuitions.
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
• LTV
• Organic growth
VS

65. How To Execute?

66. How To Execute?
1. Just execute.. A lot

67. How To Execute?
1. Just execute.. A lot
2. Have an excellent team

68. How To Execute?
1. Just execute.. A lot
2. Have an excellent team
3. Agile approach

69. Agile - Esempio
Backlog
TASK PRIORITY
Creazione e popolazione (min 100
persone) Gruppo Facebook
10
Organizzare incontro con 3 potenziali
aziende clienti
7
Prime 10 campagne fake su fb 10
Pre-vendere prima campagna ad
aziende
6
Realizzazione logo nuovo 0 ;)
…

70. Agile - Esempio
Backlog Prioritize
TASK PRIORITY
Creazione e popolazione (min 100
persone) Gruppo Facebook
10
Organizzare incontro con 3 potenziali
aziende clienti
7
Prime 10 campagne fake su fb 10
Pre-vendere prima campagna ad
aziende
6
Realizzazione logo nuovo 0 ;)
…

71. Agile - Esempio
Backlog Prioritize Sprint
TASK PRIORITY
Creazione e popolazione (min 100
persone) Gruppo Facebook
10
Organizzare incontro con 3 potenziali
aziende clienti
7
Prime 10 campagne fake su fb 10
Pre-vendere prima campagna ad
aziende
6
Realizzazione logo nuovo 0 ;)
…

72. Agile - Esempio
Backlog Prioritize Sprint
TASK PRIORITY
Creazione e popolazione (min 100
persone) Gruppo Facebook
10
Organizzare incontro con 3 potenziali
aziende clienti
7
Prime 10 campagne fake su fb 10
Pre-vendere prima campagna ad
aziende
6
Realizzazione logo nuovo 0 ;)
…

73. DISCLAIMER #1
LEAN STARTUP IS A TOOL FOR MAXIMIZING
STRATEGY’S PROBABILITY OF SUCCSESS, IT’S
NOT THE STRATEGY.

74. DISCLAIMER #2
WHO THIS TOOLS ARE NOT FOR:
Invention risk-based companies.

75. DISCLAIMER #2
WHO THIS TOOLS ARE NOT FOR:
Invention risk-based companies.
But if you have both market and invention risk,
you can mitigate market one using lean startup
tools.

76. Make Something
People Really Want

77. 1. Beyond Lean Startup
2. Casi di studio
3. Lean Startup Tools
4. Q&A
NICOLAS SASSOLI|Business Developer, nicolas.sassoli@almacube.com @ Nicklaus Sassoli

78. NICOLAS SASSOLI
AlmaCube, B.U. Startup | Business Developer
nicolas.sassoli@almacube.com
@Nicklaus Sassoli
Thanks!