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How to Apply Lean Startup Tactics in
Asia – and Win the Emerging Global
Startup Wars

Kevin Dewalt, Beijing China
So why should YOU care about Asia?
You are here
Win America 1st

Win Here
Win America 1st  then expand

Win Here

Then Here
400
300
200

WhatsApp

100

0
2009

2010

2011

2012

2013
400
300

200

WhatsApp

100

WeChat

0
2009

2010

2011

2012

2013
Fast growth in Asia  expand to America

Expand Here
Start Here

Expand Here
Asia Growth  Global partnerships, endorsements

Expand Here
Start Here

Expand Here
WhatsApp now growing in Asia!

Expand Here
Start Here
Expand Here

Expand Here
So why should YOU care about Asia?

Get CRUSHED - even in America - by Asian
competitors
So why should YOU care about Asia?

Get CRUSHED - even in America - by Asian
competitors
or
Build a BIGGER, STRONGER company by winning in
Asian markets
Your Old Plan

Win Here

Then Here
Their Plan

Crush You Here
Start Here

Crush You Here
Your New Plan  Enter Asian Markets Early!

Start Here

Expand Here
What Works in Silicon Valley Doesn’t Work Everywhere

Lean Startup? YES!
Customer Development? YES!
Theory same - execution different
Start exploring Asian markets at Product/Market fit
Too late – get killed

About here
Too early – keep searching
Assume nothing about the customers & culture
Get advice on doing Customer Development there
Most Important!
Find local Lean Startup experts & get
advice
Some specific tactics
In Silicon Valley we talk openly about problems

?
Asian Customers: “We have NO problems!”
Don’t be direct - create a conversation
• Talk about industry trends
• Bring them valuable information
Silicon Valley has a language for strategies

MVP
Strategies may not translate

• Partners, investors, employees don’t have
language or context – might be new to them.

MVP?
Focus on tactics & outcomes

“Let’s build something
small first - to see if
they buy.”
In Silicon Valley we believe in meritocracy

Best = win
Relationships (sometimes) trump value

关系
So give, share, help, teach – become “someone worth
knowing”
Asia is your greatest threat opportunity

•
•
•
•

Start early
Get local help
Adapt Lean Startup to local market
Teach & help to build relationships

Want more? kevindewalt.com/lean_asia
@kevindewalt

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