Steve blank latino startups 051512
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This document discusses how to build a startup by focusing on customer development rather than plans or forecasts. It recommends: 1) Viewing the business model as hypotheses to be tested rather than plans to be executed. 2) Using customer development, not product development, as the strategy by testing problems and solutions with customers. 3) Pivoting the business model based on customer feedback through iterative customer discovery and validation processes.
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Steve blank latino startups 051512
- 1. How to Fail Less Business Models and Customer Development Steve Blank www.steveblank.com @sgblank
- 2. What We Used to Believe Strategy
- 3. All I Need to Do is Execute the Plan
- 4. All I Need to Do is Execute the Plan
- 5. All I Need to Do is Make the Forecast
- 6. All I Need to Do is Make the Forecast
- 7. What We Now Know Strategy
- 8. Planning comes before the plan
- 10. Business Models
- 11. Search Execution Business Model Operating Plan + Strategy Hypotheses Financial Model
- 12. What We Used to Believe Process
- 13. We Built Startups by Managing Processes Product Management + Waterfall Engineering
- 14. Product Introduction Model Concept/ Product Alpha/Beta Launch/ Seed Round Dev. Test 1st Ship
- 15. Product Introduction Model Concept/ Product Alpha/Beta Launch/ Seed Round Dev. Test 1st Ship
- 16. Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known Maintenance Source: Eric Ries http://startuplessonslearned.blogspot.com
- 17. Waterfall / Product Management Execution on Two “Knowns” Requirements Product Features: known Design Implementation Verification Customer Problem: known Maintenance Source: Eric Ries http://startuplessonslearned.blogspot.com
- 18. What We Now Know Strategy
- 19. More startups fail from a lack of customers than from a failure of product development
- 20. Customer Development A Search Strategy
- 21. Search Execution Strategy Business Model Operating Plan + Hypotheses Financial Model Process Customer & Product Management & Agile Development Agile Development
- 22. What We Used to Believe Organization
- 23. Hire and Build a Functional Organization
- 26. What We Now Know Organization
- 27. Founders run a Customer Development Team No sales, marketing and business development
- 28. Search Execution Strategy Business Model Operating Plan + Hypotheses Financial Model Customer Development, Product Management Process Agile Development Agile or Waterfall Development Customer Functional Organization Organization Development Team, by Department Founder-driven
- 29. Search Strategy Business Model Hypotheses Process Customer Development, Agile Development Organization Customer Development Team, Founder-driven
- 30. Search Execution Strategy Business Model Operating Plan + Hypotheses Financial Model Process Customer Development, Product Management Agile Development Agile or Waterfall Development Organization Customer Development Functional Organization Team, Founder-driven by Department
- 31. Part 2 Business Models and Customer Development
- 33. A temporary organization designed to search for a repeatable and scalable business model
- 34. A temporary organization designed to search for a repeatable and scalable business model
- 35. A temporary organization designed to search for a repeatable and scalable business model
- 36. A temporary organization designed to search for a repeatable and scalable business model
- 37. A temporary organization designed to search for a repeatable and scalable business model A Startup aims to become a company
- 38. What’s a Business Model?
- 41. Business Model Canvas building block building building building block block building block building block block building building block building block building block block building building building building block block block block
- 42. 9 Guesses Guess Guess Guess Guess Guess Guess Guess Guess Guess
- 43. Turning Hypotheses Into Facts
- 45. The Four Steps – The Startup Path Customer Development
- 47. Customer Development Test the Problem, Then the Solution
- 50. Customer Development The Minimum Viable Product
- 52. Customer Development The Pivot
- 54. Customer Development is how you search for the model
- 56. Web/Mobile Versus Physical Customer Customer Discovery Validation Pivot • Web/Mobile startups run faster • Different process steps for web vs. physical • Customer Relationships are radically different
- 57. Customer Discovery Step 1: State Your Hypotheses
- 58. Customer Discovery Step 2: Test the Problem
- 59. Customer Discovery Step 3: Test the Solution
- 60. Customer Discovery Step 4: Pivot or Proceed
- 62. Customer Validation Step 1: Get Ready to Sell
- 63. Customer Validation Step 2: Sell to EarlyVangelists
- 64. Customer Validation Step 3: Develop Positioning
- 65. Customer Validation Step 4: Pivot or Proceed
- 66. How to Build A Startup Idea Business Model Size Opportunity Customer Development
- 67. How to Build A Startup Business Size of the Customer Customer Idea Model(s) Opportunity Discovery Validation
- 68. How to Build A Startup Size of the Business Size of the Business Customer Customer Idea Opportunity Model(s) Opportunity Model(s) Discovery Validation Theory Practice
- 69. How to Build A Startup Size of the Business Size of the Business Customer Customer Idea Opportunity Model(s) Opportunity Model(s) Discovery Validation
- 70. How to Build A Startup Size of the Business Size of the Business Customer Customer Idea Opportunity Model(s) Opportunity Model(s) Discovery Validation • First test the problem • Next test the solution
- 71. How to Build A Startup Size of the Business Size of the Business Customer Customer Idea Opportunity Model(s) Opportunity Model(s) Discovery Validation
- 72. Additional Resources • I-Corps class summary: http://steveblank.com/2012/03/26/the-national-science- foundation-innovation-corps-what-america-does-best/ • I-Corps team presentations: http://www.slideshare.net/sblank/tagged/i-corps • Resources for startups: http://steveblank.com/tools-and- blogs-for-entrepreneurs/ • Books for startups: http://steveblank.com/books-for- startups/ • Additional resources: http://steveblank.com/slides/
Editor's Notes
- 320 SBIR Phase 2 companiesGot $500K50% from academiaMix of technologies20% of you will get phase 2b20% of those will succeed13 of you will succeedMost of you think you are in execution modeMost will be a few years old – thinking they are in execution~25 will be a lot olderNot all in the audience will be founders, some will be employeesGraphene Frontiers is the perfect exampleStart with their slidesEmphasize that this process not just works for software but anything with customer/market riskFix the serendipitous DOW meetingGroun flour pharma as a backup