The document provides an overview of the Lean LaunchPad course including: - The course objectives are to analyze opportunities, build products, get customer orders, and work as a team using a methodology to learn about entrepreneurship. - Students will learn about opportunity evaluation, business models, customer development, decision making with little data, and fundraising. - The course consists of lectures, student presentations, readings, and 10-15 hours per week of work outside class in teams on startup projects. - Grades are based on team's out-of-building progress, weekly presentations, and a final presentation and report. The focus is on how much students learn, not on selling.

1. The Lean LaunchPad Session 1: Overview/Business Models/Customer Development Professors Steve Blank,Jon Feiber, Jim Hornthal, Oren Jacob https://sites.google.com/site/xmba296t / XMBA296T

3. Introductions

10. Mentor Introductions Click Here for the Mentor Bios

15. Class Logistics

27. How to Build A Startup Idea Size Opportunity Business Model Customer Development

28. How to Build A Startup Idea Size of the Opportunity Business Model(s) Customer Discovery Customer Validation

29. How to Build A Startup Idea Size of the Opportunity Business Model(s) Customer Discovery Customer Validation Theory Practice

31. How to Build A Startup Idea Size of the Opportunity Business Model(s) Customer Discovery Customer Validation

32. Idea

35. An Idea is _Not_ a Company

36. An Idea is _Not_ a Company It ’s Just One of Many Hypotheses

37. Size of Opportunity

44. Venture Firms Invest in Scalable Startups Small Business Startup Scalable Startup Large Company

51. Business Model

53. 9 building blocks of a business model:

54. CUSTOMER SEGMENTS which customers and users are you serving? which jobs do they really want to get done?

55. VALUE PROPOSITIONS what are you offering them? what is that getting done for them? do they care?

56. CHANNELS how does each customer segment want to be reached? through which interaction points?

57. CUSTOMER RELATIONSHIPS what relationships are you establishing with each segment? personal? automated? acquisitive? retentive?

58. REVENUE STREAMS what are customers really willing to pay for? how? are you generating transactional or recurring revenues?

59. KEY RESOURCES which resources underpin your business model? which assets are essential?

60. KEY ACTIVITIES which activities do you need to perform well in your business model? what is crucial?

61. KEY PARTNERS which partners and suppliers leverage your model? who do you need to rely on?

62. COST STRUCTURE what is the resulting cost structure? which key elements drive your costs?

63. images by JAM customer segments key partners cost structure revenue streams channels customer relationships key activities key resources value proposition

64. sketch out your business model

65. building block building block building block building block building block building block building block building block building block building block building block building block

66. But, Realize They ’re Hypotheses

67. 9 Guesses Guess Guess Guess Guess Guess Guess Guess Guess Guess

69. Customer Development Solving For Customer Risk

70. Customer Development Get Out of the Building The founders ^

71. More startups fail from a lack of customers than from a failure of product development (focus on “who” more than “what”)

72. Customer Development Concept/ Bus. Plan Product Dev. Alpha/Beta Test Launch/1st Ship Product Introduction Model Customer Development Company Building Customer Discovery Customer Validation Customer Creation Pivot

82. The Pivot A Pivot is the change of one or more Business Model Canvas Components

85. Radiation-free Earlier detection Non invasive Pioneering Doctors Hospitals Direct Sales to hospitals Strong clinical data Training Maintenance Product Development Clinical trials Operating Costs Capital Equipment Sales and disposable item Product Development IP Clinical trials FDA IP Leading doctors Technical Expertise Hospitals Leading doctors 3 rd party manufacturers Distributors MammOptics Business Model Canvas 1

86. something-something-something.com Original idea SHORT TERM Researchers Lawyers Scientists LONG TERM Avid book readers Professionals Import, organize and share thousands of papers FB/TW posts from users you know Company blog, FB, TW, support forums Affiliate program SEO/SEM/SM IE/FF/Chrome App Stores Targeted marketing Product development Constant iteration & testing Developers Marketers Libraries, Universities, Research Centers Bloggers and media targeting customer segment Academic Database providers Affiliate program fees Licensing Subscription fees Ad revenue AWS Infrastructure SEM Eng & Marketing OpEx Invincible Business Model: Version 1.0

88. Direct Sales to hospitals Strong clinical data Training Maintenance Product Development Clinical trials Operating Costs Capital Equipment Sales and disposable item Product Development IP Clinical trials FDA IP Leading doctors Technical Expertise Doctors: Earlier detection Price Accuracy Immediate Results Patients: Radiation Free Non-Invasive MammOptics Business Model Canvas 4

89. Photos Videos

90. Surveys

91. Interview & Photos