The document provides an overview of Lean Startup methodology. It discusses how Lean Startup was developed based on Lean Manufacturing principles of building, measuring, and learning through experiments. Key aspects of Lean Startup include minimizing startup costs, learning quickly what customers need through prototypes and experiments, and validating customer demand. Most seed accelerators and incubators now follow Lean principles. The document encourages entrepreneurs to apply Lean Startup by focusing on customers, identifying lead users, and engaging in face-to-face interactions to understand customer needs before building products.

1. Start-up Strategy
Lean Startup + YOU
Presentation by Chris Zobrist (czobrist@cal.berkeley.edu)
• Overview: Short History
• What is Lean Startup?
• How can I use Lean Startup?

2. Customer Development
• Steve Blank
• Co-Founded 8 Startups
• 1996: Started E.piphany
(CRM Software)
• 1998: $3.4mil sales
• 1999: IPO raised $72mil

3. Customer Development + Agile
• Eric Reis (student of
Steve Blank at UC
Berkeley)
• Co-Founded 2 Startups
• 2004: Started IMVU
(3D Chat Client)
• 2009: $20mil sales
• 2010: $40mil sales

4. Based on Lean Manufacturing

5. Build, Measure, Learn Cycle
Learn through Rapid
Prototyping and
Experiments
•Tactics:
• Lead Users
• Smoke Tests
• A/B Tests

6. Cust Dev + Agile = Lean Startup
Both frameworks are very detailed…

7. For most entrepreneurs,
they are TOO detailed…
So, how to make it
more SIMPLE..
and USEFUL?

8. Lean Philosophy
• Lean = Minimize Waste
• Waste = A product that no one will use
• Build only products your customers will use
How can we
build a product
our customers
will use?

9. Is Lean Startup right for me?
Useful Ideas #1: Minimize Startup Costs

10. Is Lean Startup right for me?
Useful Idea #2: Learn quickly what Customers need

11. Is Lean Startup right for me?
Useful Idea #3: Validate Customer Demand through
Experiments and making and testing Prototypes

12. Lean Startup Philosophy in Use
Most Seed Accelerators/Incubators follow
Lean Philosophy:
•Y Combinator (US)
•Tech Stars (US)
•Seed Camp (UK)
•Startup Sauna (EU)
•Startup Chile (Chile)
•JFDI (Singapore)

13. Is Lean Startup right for my
Startup?
Key Question:
•Does your Product
involve writing new
software?
•If not, then the Agile
of Lean Startup may
not be useful for you.

14. Customer Development Framework

15. Step 1 – Customer Discovery
Who is your Customer?
Identify, Observe, and Interact
with your Lead User
NO SURVEYS!!! Face-
to-face Lead User
interaction and
observation is
REQUIRED

16. Five Discovery Skills
Become a Master
Innovator by…
2.Associating
3.Questioning
4.Observing
5.Networking
6.Experimenting

17. For more on these and other topics:
E-mail: czobrist@cal.berkeley.edu
Launching July 2012:
One-Year Masters of Science in
Innovation, Leadership, and Entrepreneurship (English)
in colab orat with:
l ion
•Designed to train High-Potential Innovators
•Learning through real-world Experience
•Connections to Industry and Investors
Go to facebook.com/jvn.ms.ile