Thanks again for being such a great host, and such a great resource for Detroit and Michigan entrepreneurs .... BIZDOM. Also to foodjunky and to customer development ninja (especially for the valuable feedback).

1. @adamberk
Entrepreneurial Science For Startups
AKA “Lean Startup” (a trademark owned by @ericries)
A MINIMUM VIABLE SLIDE DECK
PREPARED FOR
“Entrepreneurs in Michigan with an idea to change
the world who are willing to experiment to see if the
world wants to be changed”.
BY

2. THANKS
@Bizdom
@Foodjunky
@customer_ninja

5. I am an
entrepreneur
because ….
take a photo and tweet #313problems

6. The most
annoying
thing that
happened…

8. Scientists do not coddle
ideas. They crash test
them. They run them
into a brick wall at sixty
miles per hour. If the
idea is sound the pieces
will be of the wall.

9. “Yeah runnin' down a dream
That never would come to me
Workin' on a mystery, goin' wherever it leads
Runnin' down a dream.”
-Tom Petty (rock n roll singer)

10. THINK.TEST.PROVE.
Prove Wrong? Think different
Prove Right? Think BIGGER
-aa-ALBERT EINSTEIN
just kidding!!!!!!!!!!!!!!:)

12. Good idea?
Who cares!

13. No really,
Who cares?

14. Good idea?
Prove it!

15. UNTIL THEN

16. What
PROBLEM
are you
solving!

18. Build first?

21. Test the
riskiest
ones
first

22. Test Demand NOT SUPPLY

23. Isolate your variables and
assumptions
test them independently

24. But then make sure when
you stack them together

27. You do not
know HOW you
did it until you
KNOW how to
do it again.

29. PERFECTION
is achieved
NOT when there is nothing left
to A D D ,
BT WHN THRE IS
NTHING LFT TO
TAKE AWY

31. If you
cannot
explain it
simply,
you
do not
UNDERSTAND IT
well enough.
<<< That guy

32. If you think your customer segment is
MILLENNIALS, YOUNG PROFESSIONALS,
EVERYONE, SMBs, MULTIPLE ACTORS, YOUR
MENTORS, PEOPLE WHO HAVE A VESTED
INTEREST IN BUILDING YOUR SOLUTION (added
after the webinar) FRIENDS, FAMILY,
you do not
UNDERSTAND IT
well enough.
<<< That guy

33. If you think the problem you are
solving is
LACK OF TIME, LACK OF
MONEY, LACK OF CUSTOMERS,
LACK OF YOUR SOLUTION,
you do
not
UNDERSTAND IT
well enough.
<<< That guy

34. “Do things that
don't scale”
-Paul Graham

37. “I want to solve
this problem
for this person,
because”
-You

38. NINJA OWLS
PRESENT
take a photo and tweet #WYNlean

39. PITCH

40. Customer Development
Problem/Customer fit. No solutions

41. The best
place to start
is
somewhere.

42. FACTS
vs
PROBLEMSyou cannot solve a fact
learn the difference

43. AN EARLY
ADOPTER TELLS
YOU THEIR
PROBLEM BEFORE
YOU TELL THEM

44. YOUR JOB is to find
someone to go first.
Not to SAY they will go
first, but to go first.

46. It is no coincidence that
the diffusion of
innovation curve…
looks
like a crow bar.

48. HEADACHE
PROBLEMS
VS
MIGRAINE
PROBLEMS
say hi to @dianakander and ask her about her dog (and watch her
talks online)

51. CUSTOMERS
have multiple
PROBLEMS PROBLEMS
have multiple
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS

56. Exploration

57. Cure tunnel vision

58. Don't let your idea...

59. Get out
of your comfort zone

60. GOOB
(credit, Steve Blank)

61. Pull
don't push - it's harder than it seems.

62. PAST
not future

63. LISTEN
do you hear that? you have 2 ears and only
one mouth for a reason. Listen at least 2x as
much as you talk.

64. PRACTICE
Do you get junk mail? How many loyalty
cards do you have? How did you find this
restaurant?

65. PRACTICE

66. RINSE &
REPEAT
until you find the real problem and the
corresponding early adopters...

67. STOP
Do not ask for $, do not write code..

68. They may not know WHAT they want,
but they have to want SOMETHING

69. tweet “hey @kevinpmarra you were right they are not milkshakes,
but it’s not froyo”

70. tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd”

71. tweet “hey @claychristensen, milkshake
marketing is brilliant #jtbd #313problems”
JTBD… video
games
GO (exercise)

72. Don't build this.

73. OR THIS
if you build without testing, you are probably
building the wrong thing...

74. NO SURVEYS
NO SOLUTIONS
NO FOCUS GROUPS
NO EXCUSES
NO B2B2BS
NO WOULD
NO FRIENDS
NO FUTURE

75. NOsolutions,
selling, friends,
family, surveys

77. Embrace constraint. Then iterate!

78. Don’t get lucky, get good.

83. Unbounce

84. I am unique because…
I am valuable because…
My startup is unique because…
My startup is valuable because...

85. SUPPLY
&
DEMAND

86. Deliver value.
Deliver Solution (Manually). Learn. {period}

87. “I make money using my
brains and lose money
listening to my heart. But in
the long run my books
balance pretty well.”
-Kate Seredy

88. “If you are not
embarrassed by the first
version of your product,
you shipped too late.”
-Reid Hoffman (LinkedIn)

89. “To do good,
you actually have to do
something.”
-Yvon Chouinard (Patagonia Founder)

90. “it turns out that focus is so
important, even if you pick
the wrong focus you're doing
better!” BILL GROSS
Read more: http://www.businessinsider.com/bill-gross-lessons-2011-12?op=1#ixzz2gO4zcdIJ

91. “Do things that
don't scale”
-Paul Graham

92. “If you can’t get them to
adopt your idea with high-
touch, face-to- face service,
they will not buy into your
cold web page.”
-Manuel Rosso

93. “Do the least that
gets you to the end
instead of the most
that gets you to the
beginning”
-ab

95. Thejourneyofsolvingaproblemforamillioncustomersstartswithasingleprobleminterview...

99. Manual

100. NO
harm,
copyright
infringement,
building,
adwords

101. Thank you!
adam@neighborrow.com
@adamberk

102. @dianakander @trikro @lissijean
@Justin_Wilcox @unbounce
@customer_ninja
@sgblank @ericries @paulg @danariely
@fakegrimlock @claychristensen

104. THE END

105. Science. Economics.
Supply & Demand
Opportunity cost.

106. Thank me?
Send feedback to
adam@neighborrow.com
@adamberk
or send an entrepreneur to my
next event in Paris or Kansas
City.

107. I PROMISE…
If you do 10 interviews and
share them here bit.
ly/milvalchal, you have a
mentor for life

108. @adamberk
@dianakander
@lesamitchell
@jacksonlindauer
@anitabnewton
@ryanabennett
@nathankurtz
@ArielMediaKC
We are here to help :)

109. Test the riskiest things first

110. Feasible. Desirable. Viable.
Just because it is feasible
does not mean it is desirable.
Almost everything that is
desirable and feasible is viable

112. what if the
bottleneck
is at the bottom?