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NICOLAS SASSOLI
AlmaCube, B.U. Startup | Business Developer
nicolas.sassoli@almacube.com
@ Nicklaus Sassoli
AlmaCube
LEAN STARTUP AND BEYOND..
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
Why are we here??
1. Startup is not an hype, it’s a
consequence of the industrial
revolution we live in.
Why are we here??
Why are we here??
Why are we here??
CORPORATION
START-UP
Why are we here??
CORPORATION
START-UP
Why the Lean word?
Da Lean Manufacturing a Lean Startup
Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)
Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)
PRIME LEZIONI SU
STARTUP @STANFORD
(2002)
Da Lean Manufacturing a Lean Startup
LEAN MANUFACTURING
(90’s)
PRIME LEZIONI SU
STARTUP @STANFORD
(2002)
PUBBLICAZIONE «LEAN
STARTUP», ERIC RIES
(2011)
Beyond Lean Startup
The Problem
The Problem
The Problem
The corporate product development classic “waterfall”.
The Startup “Waterfall”
Make Something People
Really Want
Make Something People
Really Want
Fast and Cheaply
Make Something People
Really Want
Fast and Cheaply
=
Lean Startup Approach
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
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:
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:
o Get out of the Building
Founded: 1999 Exit (Amazon - 2009): 0.9B$
o Get out of the Building
o Get out of the Building
+
o Get out of the Building
Test foundamental hypotesis of your business with
the market and learn as soon as possible.
+
o Think Big, Start small, Learn Fast
Founded: 1976 Evaluation (2018): 920B$
o Think Big, Start small, Learn Fast
Minimum Viable Product
o Think Big, Start small, Learn Fast
The next year..Minimum Viable Product
o Think Big, Start small, Learn Fast
Start serving the most interested and desperate
niche, then grow.
The next year..Minimum Viable Product
o Focus, focus, focus
Founded: 1994 Evaluation (2018): 782B$
o Focus, focus, focus
From
o Focus, focus, focus
From To
o Focus, focus, focus
It’s quite difficult to chase 1 rabbit, don’t chase 2.
From To
o A 10X solution for a desperate niche
Founded: 1999 Evaluation (2018): 98.9B$
o A 10X solution for a desperate niche
From every one
o A 10X solution for a desperate niche
From every one To 1 % of population
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
o Proof Of Concept
Founded: 2016 FUNDING: 15M$+
o Proof Of Concept
o Proof Of Concept
b2c MVP
o Proof Of Concept
b2c MVP b2b MVP
o Proof Of Concept
b2c MVP b2b MVP Today
o Proof Of Concept
Fail fast.
b2c MVP b2b MVP Today
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
MVP
MVP
Ogni lavoro aggiuntivo a ciò che è
richiesto per iniziare a imparare sul
proprio business, è uno spreco.
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».
Build, Measure, Learn
Only 5% of startups succeed..
Build, Measure, Learn
Only 5% of startups succeed..
Build, Measure, Learn
Only 5% of startups succeed..
5% CHANCE X 20 ITERATIONS
~ 85% CHANCE OF SUCCESS
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
How To Measure?
How To Measure?
Vanity metrics
How To Measure?
Vanity metrics
• 1.000 sales/month
How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
VS
How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
• LTV
VS
How To Measure?
Vanity metrics
• 1.000 sales/month
• 50k facebook likes
• Users growth rate
Good sense Metrics
• Retention Rate
• LTV
• Organic growth
VS
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
How To Execute?
How To Execute?
1. Just execute.. A lot
How To Execute?
1. Just execute.. A lot
2. Have an excellent team
How To Execute?
1. Just execute.. A lot
2. Have an excellent team
3. Agile approach
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 ;)
…
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 ;)
…
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 ;)
…
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 ;)
…
DISCLAIMER #1
LEAN STARTUP IS A TOOL FOR MAXIMIZING
STRATEGY’S PROBABILITY OF SUCCSESS, IT’S
NOT THE STRATEGY.
DISCLAIMER #2
WHO THIS TOOLS ARE NOT FOR:
Invention risk-based companies.
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.
Make Something
People Really Want
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
NICOLAS SASSOLI
AlmaCube, B.U. Startup | Business Developer
nicolas.sassoli@almacube.com
@Nicklaus Sassoli
Thanks!

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Lean startup and beyond nicolas sassoli

  • 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)
  • 16. The Problem The corporate product development classic “waterfall”.
  • 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
  • 47.
  • 48.
  • 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
  • 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
  • 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.
  • 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!