Presentation about what to take into account when building a new product or service as a startup founder. The presentation was given at Eindhoven Student Business Club on May 23d 2018 at TU Eindhoven.

1. Photography by Loet Koreman
Lean Startup in
Practice
By Kees Blok

2. Kees Blok
Business Coach (@BW Ventures)
Serial Entrepreneur
Helping Startups and
Corporates innovate
Raised 1 Million Euro
Been to Silicon Valley and Back

3. NOW you have an
Idea

4. IF you
Persevere,
You’ll win.
…But it will take
a Long LONG
time.

5. How to save Time?

6. Make decisions
based on DATA

7. Test Test Test Test Test Test Test
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9. MOST STARTUPS FAIL BECAUSE THEY
Quit.
Why?
They Lose Motivation after failure.
Why?
If you do Not Test your PRODUCT you
fight an uphill battle

11. What To test?
your assumptions
about what You think
will work

12. What is Your
Most Important assumption?

13. People Want
Faster or Better
Phones and
Computers

14. People Want
Better quality
take-away food

15. Your most important
Assumption is related to the
problem you think customers
have

16. Innovation that
does not solve a
problem is useless

17. What is your most important
assumption?
Write it down!

18. Who do I want to talk to Find
out?
MOM? FRIENDS?
NO!

21. Professionals that
need fast devices
like Engineers &
designers

22. How Do We understand our
customers?
We need to talk to them in
Person!

23. Never create a
product before you
really know what
your customer
wants.

24. What to ask?
- Would you like a new
computer?
- NO
- Would you buy a new
computer?
- NO
- Which computer do you use?
- YES
- What frustrates you about
your computer?
- YES
- We need to understand their
behavior and problems.

25. Every good product
or service is based
on a problem.

26. Case Study
Selling Last Minute Tickets

27. CASUS 3CURRY RESTAURANT

28. CASUS 3CURRY RESTAURANT
Students
in Tilburg
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15

29. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students
in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15

30. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Interview
7/10
Interview
9/10
Young
parents
don’t know
what to do

31. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Interview
7/10
Interview
9/10
Young
parents
don’t know
what to do
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip

32. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Interview
7/10
Interview
9/10
Young
parents
don’t know
what to do
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Pitch MVP
9/10

33. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Interview
7/10
Interview
9/10
Young
parents
don’t know
what to do
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Pitch MVP
9/10
PitchMVP
9/10
Sunday
morning is
crucial

34. CASUS 3CURRY RESTAURANT
Interview
2/15
Students
don’t
experience
any
problem
Students in
Eindhoven
Didn’t want
to buy
expensive
tickets
Students
don’t buy
expensive
tickets
Interview
12/15
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Interview
7/10
Interview
9/10
Young
parents
don’t know
what to do
Young
Parents
Young
parents don’t
go on a trip
Having
trouble
finding a trip
Pitch MVP
9/10
Pitch MVP
9/10 ->
800 email
Sunday
morning is
crucial
Young
Parents
Having
trouble
finding a trip
Offering 3
trips
Young
parents
don’t book
trips
Pitch MVP
20% clicks

35. What to test NEXT?

36. BLUE WHALE VENTURES Lea n c a n v a s
pr o bl em
List your top 1-3 problems.
ex i s t i n g a l t er n at i v es
List how these problems are solved today.
c o s t s t r u c t u r e
List your fixed and variable costs.
REVENUE STREAMS
List your sources of revenue.
h i g h -l ev el c o n c ept
List your X for Y analogy e.g.
YouTube = Flickr for videos.
Ea r l y a d o pt er s
List the characteristics of your ideal customers.
SOLUTION
Outline a possible solution for each problem.
k ey met r i c s
List the key numbers that tell you how your
business is doing.
Ch a n n el s
List your path to customers (inbound or outbound).
u n i q u e v a l u e
pr o po s i t i o n
Single, clear, compelling message that states
why you are different and worth paying attention.
u n f a i r a d va n t a g e
Something that cannot easily be bought or copied.
c u s t o mer s eg men t s
List your target customers and users.
Original by Arsh Maurya
Blue Whale Ventures, Luchthavenweg 81, Eindhoven
www.bluewhaleventures.com

37. STARTUP FASEs

39. The Lean Canvas Is
your Map
- Customer Segment ?
- Problem ?
- Solution ?
- Unique Value Proposition ?
- Unfair Advantage ?
- Key Metrics ?
- Cost Structure ?
- Revenue Streams ?
- Channels ?

40. BLUE WHALE VENTURES Lea n c a n v a s
pr o bl em
List your top 1-3 problems.
ex i s t i n g a l t er n at i v es
List how these problems are solved today.
c o s t s t r u c t u r e
List your fixed and variable costs.
REVENUE STREAMS
List your sources of revenue.
h i g h -l ev el c o n c ept
List your X for Y analogy e.g.
YouTube = Flickr for videos.
Ea r l y a d o pt er s
List the characteristics of your ideal customers.
SOLUTION
Outline a possible solution for each problem.
k ey met r i c s
List the key numbers that tell you how your
business is doing.
Ch a n n el s
List your path to customers (inbound or outbound).
u n i q u e v a l u e
pr o po s i t i o n
Single, clear, compelling message that states
why you are different and worth paying attention.
u n f a i r a d va n t a g e
Something that cannot easily be bought or copied.
c u s t o mer s eg men t s
List your target customers and users.
Original by Arsh Maurya
Blue Whale Ventures, Luchthavenweg 81, Eindhoven
www.bluewhaleventures.com

41. What happens after
You have validated
All The Area’s in
Your Lean Canvas?
You can Look for
Investment.

42. Test Test Test Test Test Test Test Test
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Never stop testing
Testing is how you
learn what works
just continue testing
smaller Assumptions

43. Thank YOU
Kees Blok
06 – 29 09 72 63
linkedin.com/in/pcablok
keesblok@gmail.com