Public Startup Academy edition May 2017 deck on request of participants.
Startup Academy gives hands on startup experience by covering Effectuation, Customer Development and Lean Startup and putting the content to practise.
Lean Startup Roadmap workshop I conduct in Russian. Combines the methodology from Steve Blank, Eric Ries, Ash Maurya, and others. The intention is to provide practical steps individuals new to business and entrepreneurship can take in order to increase the likelihood of success in their new venture.
The full workshop usually takes 6-8 hours.
Ideation, business models; and how and where to startSaberi Marais
Presentation promotes the Lean Startup principles and includes Steve Blank's cusotmer development process and Osterwalder Business Model generation canvas as recommended by the authors
A Nerded View On Fashion - Lean Startup for Fashion LabelsAndreas Klinger
This is a talk i have been giving at the L'Oreal Melbourne Fashion Festival 2012 - Industry Forum.
It represents my views on how i believe young designers are moving to B2C to make it to the market.
Customer Discovery: A Powerful, Crucial Discipline as Important for Establish...Lean Startup Co.
Few startups survive without rigorous, exhaustive customer discovery, yet their “big company” brethren have already declared success and turned off the customer feedback spigot in anything other than satisfaction surveys. Often, good customer discovery can reinvigorate an old idea or optimize a new one. More often still, far too few major corporations are ambitiously using this powerful innovation tool.
Explore the key components of, and strategies behind, robust customer discovery. See why “so how do you like our product/idea” is just a small snowball at the top of the iceberg.
This workshop is designed for innovation team leaders, product managers, and senior execs driving new product or service innovation. It’ll provide tactical, practical steps, processes, and ideas that help you gather and process the only opinions about your innovation that matter—the opinions of your customers!
Public Startup Academy edition May 2017 deck on request of participants.
Startup Academy gives hands on startup experience by covering Effectuation, Customer Development and Lean Startup and putting the content to practise.
Lean Startup Roadmap workshop I conduct in Russian. Combines the methodology from Steve Blank, Eric Ries, Ash Maurya, and others. The intention is to provide practical steps individuals new to business and entrepreneurship can take in order to increase the likelihood of success in their new venture.
The full workshop usually takes 6-8 hours.
Ideation, business models; and how and where to startSaberi Marais
Presentation promotes the Lean Startup principles and includes Steve Blank's cusotmer development process and Osterwalder Business Model generation canvas as recommended by the authors
A Nerded View On Fashion - Lean Startup for Fashion LabelsAndreas Klinger
This is a talk i have been giving at the L'Oreal Melbourne Fashion Festival 2012 - Industry Forum.
It represents my views on how i believe young designers are moving to B2C to make it to the market.
Customer Discovery: A Powerful, Crucial Discipline as Important for Establish...Lean Startup Co.
Few startups survive without rigorous, exhaustive customer discovery, yet their “big company” brethren have already declared success and turned off the customer feedback spigot in anything other than satisfaction surveys. Often, good customer discovery can reinvigorate an old idea or optimize a new one. More often still, far too few major corporations are ambitiously using this powerful innovation tool.
Explore the key components of, and strategies behind, robust customer discovery. See why “so how do you like our product/idea” is just a small snowball at the top of the iceberg.
This workshop is designed for innovation team leaders, product managers, and senior execs driving new product or service innovation. It’ll provide tactical, practical steps, processes, and ideas that help you gather and process the only opinions about your innovation that matter—the opinions of your customers!
This presentation starts with entrepreneurship description, two entrepreneurship types: Small medium enterprise (SME) and Innovation driven entrepreneurship (IDE) and about startup, startup stages, and forming a simple team to start a business. Also considering startup skill set.
What does it take to be a Product Manager? The skills needed to be a successful Product Manager.
- Passion to build products!
- Product Design skills:
Understanding what the user needs
Building Roadmaps
Defining requirements
- Product Building skills:
Making sense of lots of data
Prioritizing
Saying No
- Business skills:
Building a business case
Managing Stake holders
Communicating
- Be the glue!
About Amisha Thakkar
Product Manager at UpToDate.
Before that I was a Product Lead at PatientKeeper.
I’ve done pretty much everything in the software business - written code, been a scrum master, brought back “down” systems to life, talked to customers.
I have been building things since I was a kid Legos, circuits, software!
What is needed to build a startup? What are the milestones along the way? And how to do you pull that pitch together to get the venture attention and funding your idea deserves. This Slideshare was given at the Harvard iLab and offered:
-- The holistic checklist to think through your venture in a business like plan
-- What matters to a VC/Investor
-- How to think about your roadmap from startup to public company
Business, STEM, Entrepreneurship: We all need each other!Shashi Jain
Keynote presentation by Shashi Jain for the MBA Research Conclave, 2017 a convening of business education programs for high school students. In this talk, I question siloing of programs for high school students and advocate for blended learning programs teaching entrepreneurial behavior. Lots of examples from TiE Young Entreprenreurs.
Building a Compelling Value Proposition - Competitive Advantage for StartupsMichael Skok
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 1 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://www.mjskok.com/
How to build a startup SLASSSCOM Talk Aug 2015Raomal Perera
An introduction on how to build a startup using lean techniques. The talk was hosted by SLASSCOM and sponsored by Virtusa, Regus Sri Lanka and Pick Me.
It’s easier than ever to create a startup around a new, innovative idea. But most startups fail, and most innovative products never take off. What differentiates the ones that DO? What developmental habits and behaviors do the teams that create genre-defining hits have in common?
Amy Jo Kim has extensive experience bringing innovative products to life, including Rock Band, The Sims, eBay, Lumosity, and Happify. With a background in neuroscience, computer science, and psychology, she is part game designer and part community architect.
Come learn about the 5 key hacks that characterize breakthrough innovations. We’ll also go over 3 smart shortcuts you can use right away to accelerate your early product development.
Startup DNA: the formula behind successful startups in Silicon Valley (update...Yevgeniy Brikman
[Updated May 5, 2017] "Successful startups are all alike; every unsuccessful startup is unsuccessful in its own way." These are my personal observations on a few traits that make startups successful. You can find a video of the talk at https://www.youtube.com/watch?v=z_D9oXCK2lM and the book at http://www.hello-startup.net/.
Como crear y desarrollar un negocio de alto potencialHugo Stevens
Como crear un negocio de alto potencial
-Negocios de alto potencial
-Oportunidades para crear negocios de alto potencial
-Proceso de desarrollo diferente al tradicional
-Nuevo paradigma - experimentación, fallar rapido, modelos de financiamiento
-Desarrollo de mercados
So you really want to start a startup? Experiences & lessons learned at the trenches
-Startups in real life
-Ideas
-Founders
-Product & Marketing
-Environment - Funding
This presentation starts with entrepreneurship description, two entrepreneurship types: Small medium enterprise (SME) and Innovation driven entrepreneurship (IDE) and about startup, startup stages, and forming a simple team to start a business. Also considering startup skill set.
What does it take to be a Product Manager? The skills needed to be a successful Product Manager.
- Passion to build products!
- Product Design skills:
Understanding what the user needs
Building Roadmaps
Defining requirements
- Product Building skills:
Making sense of lots of data
Prioritizing
Saying No
- Business skills:
Building a business case
Managing Stake holders
Communicating
- Be the glue!
About Amisha Thakkar
Product Manager at UpToDate.
Before that I was a Product Lead at PatientKeeper.
I’ve done pretty much everything in the software business - written code, been a scrum master, brought back “down” systems to life, talked to customers.
I have been building things since I was a kid Legos, circuits, software!
What is needed to build a startup? What are the milestones along the way? And how to do you pull that pitch together to get the venture attention and funding your idea deserves. This Slideshare was given at the Harvard iLab and offered:
-- The holistic checklist to think through your venture in a business like plan
-- What matters to a VC/Investor
-- How to think about your roadmap from startup to public company
Business, STEM, Entrepreneurship: We all need each other!Shashi Jain
Keynote presentation by Shashi Jain for the MBA Research Conclave, 2017 a convening of business education programs for high school students. In this talk, I question siloing of programs for high school students and advocate for blended learning programs teaching entrepreneurial behavior. Lots of examples from TiE Young Entreprenreurs.
Building a Compelling Value Proposition - Competitive Advantage for StartupsMichael Skok
Developed for the Harvard Innovation Lab workshop series on Startup Secrets.
This is part 1 of the 5 part series by Michael J Skok on how to get competitive advantage as a startup.
Michael's slides are the agenda for the workshop, and are NOT self contained. For fuller coverage of the slides, visit Michael's website http://www.mjskok.com/
How to build a startup SLASSSCOM Talk Aug 2015Raomal Perera
An introduction on how to build a startup using lean techniques. The talk was hosted by SLASSCOM and sponsored by Virtusa, Regus Sri Lanka and Pick Me.
It’s easier than ever to create a startup around a new, innovative idea. But most startups fail, and most innovative products never take off. What differentiates the ones that DO? What developmental habits and behaviors do the teams that create genre-defining hits have in common?
Amy Jo Kim has extensive experience bringing innovative products to life, including Rock Band, The Sims, eBay, Lumosity, and Happify. With a background in neuroscience, computer science, and psychology, she is part game designer and part community architect.
Come learn about the 5 key hacks that characterize breakthrough innovations. We’ll also go over 3 smart shortcuts you can use right away to accelerate your early product development.
Startup DNA: the formula behind successful startups in Silicon Valley (update...Yevgeniy Brikman
[Updated May 5, 2017] "Successful startups are all alike; every unsuccessful startup is unsuccessful in its own way." These are my personal observations on a few traits that make startups successful. You can find a video of the talk at https://www.youtube.com/watch?v=z_D9oXCK2lM and the book at http://www.hello-startup.net/.
Como crear y desarrollar un negocio de alto potencialHugo Stevens
Como crear un negocio de alto potencial
-Negocios de alto potencial
-Oportunidades para crear negocios de alto potencial
-Proceso de desarrollo diferente al tradicional
-Nuevo paradigma - experimentación, fallar rapido, modelos de financiamiento
-Desarrollo de mercados
So you really want to start a startup? Experiences & lessons learned at the trenches
-Startups in real life
-Ideas
-Founders
-Product & Marketing
-Environment - Funding
1. Inicio
-En el inicio
-Dando forma al negocio
-Donde Empezar
2. Desarrollo Comercial
-Desarrollo Comercial
-Marketing para Startups
3. Crecimiento
-Como se desarrollan los mercados
-Estrategia de Desarrollo del Mercado
Como crear y desarrollar un startup 2011Hugo Stevens
Como crear y desarrollar un startup
-Que es un startup
-Proceso de desarrollo de startups de alto impacto
-En el inicio - Ideas
-Donde empezar - Producto
-Desarrollo comercial - Marketing para startups
-Crecimiento - Desarrollo del mercado
In this webcast you’ll learn about…
• 7 Innovation Systems
• 18 Ideation Methods
• The one best approach to creating a business case
• A single framework for turning ideas into great products
Product management requires innovation. Innovation is about identifying ideas and turning them into a valuable product. This means doing something new.
And “new” is risky.
You need the right tools to navigate the challenges of innovation. The tools must help you get ideas, select ideas, and build a business case that convinces your peers and managers to support your plan.
If you are responsible for the growth and management of an existing product, you need the right ideas that can create value for:
• your existing customers
• new customers and new markets
• the organization you work for
• yourself to make your career more successful
If you are creating new products – an item or service that doesn’t exist yet – you also need ideas. The right ideas that lead to value.
Attend the webcast to learn innovation systems, ideation methods, and other tools to go from idea to value.
Beyond Buzzwords: An Introduction to The Lean StartupPaul Parent
Eric Ries's book, The Lean Startup, supplied new language to conversations about entrepreneurship. Ries brought important ideas to a wide audience and transformed the way people approach startups. This talk will introduce the fundamental concepts from The Lean Startup. Learn what makes a startup distinct from other businesses. Walk through the core elements of the methodology. Understand the meaning and context for widely-used terms like 'MVP', 'product / market fit', and 'pivot'.
This talk was prepared for PHX Startup Week in February 2016.
Unlocking Innovation: Training Teams and Individuals to Have Every Day Breakthroughs
In order to stay ahead of the competition, people and teams must be creative and innovative. The key to success is engaging in ways of thinking that inspires breakthroughs. Science and technology is about using talent and skills to create possibilities. Did you know that there are proven tools to inspire teams to have every day breakthroughs? Uncover hidden talent on your team; learn strategies that are not only fun and creative, but also just might help you create the next breakthrough.
Learning Outcomes: Improve leadership skills to motivate, inspire, and foster innovation within an organization
At the end of this seminar participants will be able to:
a) Explore leadership skills that encourage creativity
b) Learn techniques and tools that support an inventive mind
c) Play games that inspire creativity and innovation
A presentation delivered at the 2010 Indianapolis Startup Weekend. Designing a Startup covers the elements of a startup that must be considered and ultimately intentionally design for success, including: passion, co-founders, product development, design, marketing, customers, revenue, pivoting, and funding.
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Generative AI Deep Dive: Advancing from Proof of Concept to ProductionAggregage
Join Maher Hanafi, VP of Engineering at Betterworks, in this new session where he'll share a practical framework to transform Gen AI prototypes into impactful products! He'll delve into the complexities of data collection and management, model selection and optimization, and ensuring security, scalability, and responsible use.
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
UiPath Test Automation using UiPath Test Suite series, part 5DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 5. In this session, we will cover CI/CD with devops.
Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
Climate Impact of Software Testing at Nordic Testing DaysKari Kakkonen
My slides at Nordic Testing Days 6.6.2024
Climate impact / sustainability of software testing discussed on the talk. ICT and testing must carry their part of global responsibility to help with the climat warming. We can minimize the carbon footprint but we can also have a carbon handprint, a positive impact on the climate. Quality characteristics can be added with sustainability, and then measured continuously. Test environments can be used less, and in smaller scale and on demand. Test techniques can be used in optimizing or minimizing number of tests. Test automation can be used to speed up testing.
Communications Mining Series - Zero to Hero - Session 1DianaGray10
This session provides introduction to UiPath Communication Mining, importance and platform overview. You will acquire a good understand of the phases in Communication Mining as we go over the platform with you. Topics covered:
• Communication Mining Overview
• Why is it important?
• How can it help today’s business and the benefits
• Phases in Communication Mining
• Demo on Platform overview
• Q/A
GridMate - End to end testing is a critical piece to ensure quality and avoid...ThomasParaiso2
End to end testing is a critical piece to ensure quality and avoid regressions. In this session, we share our journey building an E2E testing pipeline for GridMate components (LWC and Aura) using Cypress, JSForce, FakerJS…
GridMate - End to end testing is a critical piece to ensure quality and avoid...
How to Start and Grow your Startup
1. Startup University
How to Start and Grow your Startup
Entrepreneurship & Innovation | Ideas
Starting Up | Growth
2. Startup University
• Entrepreneurship & Innovation
– What Entrepreneurs do
– How to start a startup
• Ideas
– Idea Generation
– Idea shaping & evaluation
• Starting Up
– The Startup Process
– Customer Development
– Product Development for Startups
• Growth
– Diffusion of Innovations
– Market Development Strategy
4. What Entrepreneurs do
• Entrepreneurs innovate
• Innovation means creating something of value
• Entrepreneurs exploit change
5. What Entrepreneurs do
• Entrepreneurs innovate
– Entrepreneurs make something new
– Innovation is the tool of the entrepreneur
– Entrepreneurship can be learned
Source: Peter Drucker
6. What Entrepreneurs do
• Innovation means creating something of value
– Innovation creates wealth
– Innovation can be applied to both supply and demand
Source: Peter Drucker
7. What Entrepreneurs do
• Entrepreneurs exploit change
– Entrepreneurs see change as healthy
– 'Creative destruction' is the task of the entrepreneur
Source: Peter Drucker
8. What Entrepreneurs do
• Learn more
– Peter Drucker, “Innovation and Entrepreneurship”
– Paul Graham, “How to Make Wealth”
9. How to start a startup
• Startups need people, ideas and funds
• Just try it
10. How to start a startup
• Startups need people, ideas and funds
– Startups are hard but doable
– Ideas for making something people want
– Good people
– Spending as little as possible
Source: Paul Graham
11. How to start a startup
• Just try it
– Version 1.0 and iterate
– Getting to Plan B
“No battle plan ever survives contact with the enemy.”
Field Marshall Helmuth von Moltke
Source: Paul Graham and John Mullins & Randy Komisar
12. How to start a startup
• Just try it
– Innovation - Learning from failure
• The only way to avoid failure is to do nothing
Source: Bob Sutton and Diego
Rodriguez
13. How to start a startup
• Learn more
– Paul Graham, “How to Start a Startup”
– Paul Graham, “Six Principles for Making New Things”
– John Mullins & Randy Komisar, “Getting to Plan B”
– Diego Rodriguez, “Failure sucks, but instructs”
– Bob Sutton, “Failure Sucks But Instructs”
14. Ideas
Idea Generation
Idea shaping & evaluation
15. Idea Generation
• How to have ideas
• Where to find opportunities
• Idea generation techniques
16. Idea Generation
• How to have ideas
– How the process works
• Being in a learning environment
• Frame ideas as questions
• Let mind wander
• Apply known functions with new arguments
– Some starting points
• Things that people use but are broken
• Take a luxury and make it a commodity
• Make something easier/easier to use
• Look at what a big company should be doing and do it yourself
• Build stuff for yourself that doesn’t exist
Source: Paul Graham
17. Idea Generation
• Where to find opportunities
– Change is the source of innovation
– Look for opportunities
• The unexpected—the unexpected success, the unexpected failure,
the unexpected outside event;
• The incongruity—between reality as it actually is and reality as it is
assumed to be or as it “ought to be”;
• Innovation based on process need;
• Changes in industry structure or market structure that catches
everyone unaware.
• Demographics (population changes);
• Changes in perception, mood, and meaning;
• New knowledge, both scientific and nonscientific.
Source: Peter Drucker
18. Idea Generation
• Idea generation techniques
– Old approach to a new problem
• Translation – Where else would it work?
• Symmetry – Would flipping it work?
– New approach to an old problem
• No constraints – What would Croesus do?
• Internalization – Why aren’t you feeling my pain?
– Make lists, then make choices
• Generate lots of ideas to get the obvious ones out of the way
• Look for the best ones in the “third third”
Source: Barry Nalebuff & Ian Ayres and Tim Hurson
19. Idea Generation
• Learn more
– Paul Graham, “Ideas for Startups”
– Peter Drucker, “Innovation and Entrepreneurship”
– Gary Dushnitsky, “Idea Generation Workshop”
– Barry Nalebuff & Ian Ayres, “Why Not? How to Use Everyday
Ingenuity to Solve Problems Big And Small”
– Tim Hurson, “Think Better: An Innovator’s Guide to Productive
Thinking”
20. Idea shaping & evaluation
• Identify what customers are already trying to do
• Look for disruptive potential
• Match your strategy to the type of market
• The right Business Model
• Putting it all together
21. Idea shaping & evaluation
• Identify what customers are already trying to do
– Jobs to be done
– Objectives
– Barriers
– Solutions
Source: Innosight
22. Idea shaping & evaluation
• Look for disruptive potential
– Disruptive innovation
Performance
Disruptive
technologies
Time
Source: The Innovator’s Solution
23. Idea shaping & evaluation
• Look for disruptive potential
– Disruptive innovations
Digital photography Chemical photography
Minicomputers Mainframes
Personal computers Minicomputers
Telephone Telegraph
VOIP Telephone
Online software On-premise software
Solid State drives Hard disk drive
Online education Universities
– Target the low-end of market & non-consumption
Source: The Innovator’s Solution, Wikipedia
24. Idea shaping & evaluation
• Match your strategy to the type of market
– Types of markets
• Existing markets
• Re-segmented markets
• New markets
– Implications for:
• Market
• Sales
• Finance
Source: Steve Blank
25. Idea shaping & evaluation
• The right Business Model
– Business model innovation
• Being distinctive in the customer value proposition, the profit
model, key resources, or key processes
– Business models
Software as a Service Freemium Installed applications Advertising
Audience Aggregation Marketplace Lead generation Virtual goods
Crowdsourcing Content production Enterprise 2.0 Professional Open Source
– Value innovation
• Innovating on one dimension while keeping the others at a good
enough level
Source: Clayton Christensen, David Cohen, and Chan
Kim & Renee Mauborgne
26. Idea shaping & evaluation
• Putting it all together
– Product: Features & benefits, IP, dependencies, TCO
– Customer & Problem: Types of customers, problem, day in
the life of the customer, ROI, MVP
– Distribution & Pricing: Based on complexity of the product
– Demand creation: Activities to drive demand into channel
– Market type: Existing, resegmented, or new market
– Competition: Attributes (existing & resegmented markets),
surrounding markets (new markets)
Source: Steve Blank
27. Idea shaping & evaluation
• Learn more
– Clayton Christensen, “The Innovator’s Solution”
– Scott Anthony, “The Innovator’s Guide to Growth”
– Innosight, “JOBS Methodology”
– Innosight, “Disruptive Innovation Primer”
– Steve Blank, “The Four Steps to the Epiphany”
– Steve Blank, “The Lean Startup Operating Manual”
28. Idea shaping & evaluation
• Learn more
– Steve Blank, “The Customer Development Methodology”
– David Cohen, “Internet Business Models of the TechStars”
– Wikipedia, “Business Models”
– Clayton Christensen, “Reinventing Your Business Model”
– Innosight, “Business Model Innovation”
– Chan Kim & Renee Mauborgne, “Value Innovation: The Strategic Logic
of High Growth”
29. Starting Up
The Startup Process
Customer Development
Product Development for Startups
30. The Startup Process
The Startup Process:
Turning ideas into products that customer will pay for
32. The Startup Process
• Product/Market fit
– Factors for startup success
• Market
• Team
• Product
– Product/Market fit
• Being in a good market with a product that can satisfy that market
Source: Marc Andreessen
33. The Startup Process
• How to get to product/market fit
– Multiple iterations
Observe Orient
Act Decide
– How to make a startup work
• Technology infrastructure commoditization
• Better methodologies: Customer and product development
• Online marketing: SEM, Social
• Global Labor Pool
Source: Eric Ries
34. The Startup Process
• Learn more
– Marc Andreessen, “The only thing that matters”
– Eric Ries, “Principles of Lean Startups”
– Eric Ries, “Lean Startups – Low Burn by Design, not Crisis”
– Paul Graham, “Six Principles for Making New Things”
35. Customer Development Process
Iteration Execution
The Search for a Business The Growth of a Business
Product/Market Fit
The Customer Development Process:
Learn what the market wants before scaling
Source: Steve Blank & Eric Ries
37. Customer Development Process
• Customer Development Principles
– Distinct phases of product & company growth
– Learning & iteration vs. linear execution
– Getting out of the building
– Different market types
– Finding the right market for the product
Source: Steve Blank & Eric Ries
38. Customer Development Process
• The Customer Development Process
Iteration Execution
The Search for a Business The Growth of a Business
Product/Market Fit
Test hypotheses - Build a Create end-user Scale via relentless
Problem and product repeatable and demand and fill the execution
concept scalable sales sales pipeline
process
Source: Steve Blank
39. Customer Development Process
• The Customer Development Process - Customer Discovery
– Principles
• There are no facts inside the building, so get outside
• Test problem and product concept hypotheses
– Exit Criteria
• What are customers’ top problems? How much will they pay to
solve them?
• Does the product concept solve them? Do customers agree? How
much will they pay?
• Draw a day-in-the-life of a customer – Before & after your product
• Draw the organizational chart of users & buyers
Source: Steve Blank
40. Customer Development Process
• The Customer Development Process - Customer Validation
– Principles
• Develop a repeatable and scalable sales process
• Only earlyvangelists are crazy enough to buy
– Exit Criteria
• Is there a proven sales roadmap? Organizational chart? Influence
map?
• Do you understand the sales cycle?
• Is there a set of orders ($’s) validating the roadmap?
• Does the financial model make sense?
Source: Steve Blank
41. Customer Development Process
• The Customer Development Process - Customer Creation
– Principles
• Creation comes after proof of sales
• Creation is a strategy not a tactic
– Exit Criteria
• Right startup strategy to execute
• Positioning tested & complete
• Launch strategy matches startup type
• Demand creation activities match startup type
• First year objectives match startup type
Source: Steve Blank
42. Customer Development Process
• The Customer Development Process - Customer Creation
– Customer Creation Activities
Market Type First Year Objectives Positioning Demand Creation Launch
Existing Market Market share Product Drive demand into Credibility
differentiation the sales channel Existing basis of
competition
Resegmented Market reframing & new Segmentation & Educate market & Segmentation &
Market market share innovation drive demand into innovation
channel New basis of
competition
New market Market adoption Defining the new Customer Credibility &
market, the need education innovation
& the solution Market education &
standards setting
Source: Steve Blank
43. Customer Development Process
• The Customer Development Process - Company Building
– Principles
• Move from earlyvangelists to mainstream customers
• Build your company’s organization & management
– Exit Criteria
• Sales growth plan matches market type
• Spending plan matches market type
• Right team for the stage of company
• Mission-oriented culture?
Source: Steve Blank
44. Customer Development Process
• Learn more
– Steve Blank, “The Four Steps to the Epiphany”
– Steve Blank, “The Customer Development Methodology”
– Eric Ries, “Lean Startups – Low Burn by Design, not Crisis”
– Steve Blank, “Web Startups and Customer Development”
– Eric Ries, “What is customer development?”
45. Product Development for Startups
Product Development for Startups:
Multiple iterations increase learning and flexibility
Source: IDEO
46. Product Development for Startups
• Product Development for Startups
• Customer Development Engineering
47. Product Development for Startups
• Product Development for Startups
– Known and unknown problems and solutions
Traditional Product Development
Unit of Progress: Advance to Next Stage
Waterfall
Requirements
Specification
Design
Problem: known
Solution: known Implementation
Verification
Maintenance
Source: Eric Ries
48. Product Development for Startups
• Product Development for Startups
– Known and unknown problems and solutions
Agile Product Development
Unit of Progress: A line of Working Code
“Product Owner” or in-house customer
Problem: known
Solution: unknown
Source: Eric Ries
49. Product Development for Startups
• Product Development for Startups
– Known and unknown problems and solutions
Product Development for Startups
Unit of Progress: Validated Learning About Customers
Customer Development
Hypotheses,
Experiments,
Problem: unknown Insights
Data,
Solution: unknown Feedback,
Insights
Source: Eric Ries
50. Product Development for Startups
• Product Development for Startups
– Development principles
• Embrace change: Build what you need today
• Process-oriented development so change is painless
• Prefer flexibility to perfection: Ship early and often
• Test-driven to find and prevent bugs
• Continuous improvement vs. ship-and-maintain
Source: Eric Ries
51. Product Development for Startups
• Customer Development Engineering
– Product Development Cycle
IDEAS
LEARN BUILD
DATA CODE
MEASURE
Source: Eric Ries
52. Product Development for Startups
• Customer Development Engineering
– Customer Development Engineering Tactics
• Build:
– Small batches
– Continuous Deployment
• Measure:
– Split-testing
• Learn:
– Building a Minimum Viable Product
– Five Whys Root Cause Analysis
Source: Eric Ries
53. Product Development for Startups
• Learn more
– Eric Ries, “Lean Startups”
– Eric Ries, “Customer Development Engineering”
– Eric Ries, “Lean Startups – Low Burn by Design, not Crisis”
– Eric Ries, “How to build a Lean Startup”
57. Diffusion of Innovations
• The Technology Adoption Lifecycle
– The Diffusion of Innovations is a social process
Source:
Carnegie
Mellon
University
58. Diffusion of Innovations
• The Technology Adoption Lifecycle
– The Diffusion of Innovations is a social process
Source:
Carnegie
Mellon
University
59. Diffusion of Innovations
• The Technology Adoption Lifecycle
– The Diffusion of Innovations is a social process
Source:
Carnegie
Mellon
University
60. Diffusion of Innovations
• The Technology Adoption Lifecycle
– The Diffusion of Innovations is a social process
Source:
Carnegie
Mellon
University
61. Diffusion of Innovations
• The Technology Adoption Lifecycle
– The Diffusion of Innovations is a social process
Source:
Carnegie
Mellon
University
62. Diffusion of Innovations
• The Technology Adoption Lifecycle
– Technology Adoption profiles
Technology Visionaries Pragmatists Conservatives Skeptics
Enthusiasts (Early (Early (Late majority) (Laggards)
(Innovators) Adopters) majority)
Source: Geoffrey Moore
63. Diffusion of Innovations
• The Technology Adoption Lifecycle
– Technology Adoption responses
Stick with the
Hold on!
herd!
Get ahead of
No way!
the herd!
Try it!
Technology Visionaries Pragmatists Conservatives Skeptics
Enthusiasts (Early (Early (Late majority) (Laggards)
(Innovators) Adopters) majority)
Source: Geoffrey Moore
65. Diffusion of Innovations
• Selling to mainstream customers
– Crossing the Chasm: Establish a beachhead segment
Source: Geoffrey Moore
66. Diffusion of Innovations
• Selling to mainstream customers
– How Markets Develop
Tornado Main Street
Chasm
Early Market Bowling Alley
Source: Geoffrey Moore
67. Diffusion of Innovations
• Selling to mainstream customers
– Implications for Sales & Marketing
Chasm
Customer goal: Competitive Advantage Solve problem Adopt the obvious Extend paradigm
Customer need: Potential of technology Complete solution Make safe choice Better value
Vendor goal: Validate technology Segment share Market share Profitability
Source:
Strategy: Demo the technology Show ROI Set standards Segment focus The
Chasm
Skills: Technology proficiency Customer Intimacy Closing deals Relationship mgmt. Institute
68. Diffusion of Innovations
• Learn more
– Everett Rogers, “Diffusion of Innovations”
– Geoffrey Moore, “Crossing the Chasm: Marketing and Selling High-
Tech Products to Mainstream Customers”
– Geoffrey Moore, “Dealing with Darwin: How Great Companies
Innovate at Every Phase of their Evolution”
– The Chasm Institute, “Chasm Methodology”
69. Market Development Strategy
• Market Development Strategy
• Market creation variables
• Market attractiveness variables
• Market penetration variables
70. Market Development Strategy
• Market Development Strategy
– The Market Development Strategy checklist & stage in the
TALC
Source of money 1. Target customer
2. Compelling Reason to Buy Source of demand
To fulfill the compelling 3. Whole Product
reason to buy
4. Partners & Allies Needed for whole product
Function of whole product 5. Distribution
integration complexity
6. Pricing Function of all other factors
For the customer’s money 7. Competition
8. Positioning Relative to competition
Next move 9. Next Target
Source: The Chasm Companion
71. Market Development Strategy
• Market creation variables
– Target customer
• Identified economic buyer, accessible to the sales channel, and
sufficiently well-funded to pay the price for the whole product
– Compelling reason to buy
• Economic consequences sufficient to mandate any reasonable
economic buyer to fix the problem
– Whole product
• Ability (with the help of partners and allies) to provide a complete
solution to the customer’s compelling reason to buy
Source: The Chasm Companion
72. Market Development Strategy
• Market attractiveness variables
– Partners & allies
• Relationships with the other companies needed to fulfill the whole
product
– Distribution
• Sales channel in place that can call on the target customer and
fulfill the whole product requirements put on distribution
– Pricing
• Price of the whole product consistent with the target customer’s
budget and with the value gained by fixing the broken process
Source: The Chasm Companion
73. Market Development Strategy
• Market penetration variables
– Competition
• Target a space that has not been occupied by another company
– Positioning
• Establish credibility as a provider of products and services to the
target niche
– Next target customer
• Potential to facilitate entry into adjacent niches
Source: The Chasm Companion
74. Market Development Strategy
• Market Development Strategy
Target Customer: Visionary functional Pragmatist dept. Pragmatist End-users
executive manager technical buyer
Compelling Dramatic competitive Fix a broken Adopt new Better value with no
Reason to Buy: advantage business process infrastructure risk
Whole Product: Differentiated Standardized Standardized Differentiated
application application product product
Partners & Allies: BPR/SI service Recruited for Rationalize to Minimum required,
providers specific product reduce friction ideally none
Distribution: Direct sales Direct sales/VARs Higher-volume, Low-cost, high-
lower-touch touch
Pricing: Value-based, gain Value-based, pain Competition-based, Competition-based,
motivated motivated pain motivated pain motivated
Competition: Category vs. category Application vs. Company vs. Product vs. product
application company
Positioning: Technology-based Niche market Market share- Better experience for
leadership leadership based leadership end users
Next Target: Another visionary in a Adjacent niche New platforms, Next micro-niche
different industry market channels, geographies
Source: The Chasm Companion
75. Market Development Strategy
• Learn more
– Geoffrey Moore, “Crossing the Chasm: Marketing and Selling High-
Tech Products to Mainstream Customers”
– Geoffrey Moore, “Inside the Tornado: Strategies for Developing,
Leveraging, and Surviving Hypergrowth Markets”
– Paul Wiefels, “The Chasm Companion: A Field Guide to Crossing the
Chasm and Inside the Tornado ”
– The Chasm Institute, “Chasm Methodology”