A startup is an organization formed to
search for a repeatable and scalable
2010, Steve Blank
A startup is a human institution
designed to deliver a new product or
service under conditions of extreme
2010, Eric Ries
5. Customer Development
Test the founders hypothesis about
the customer problem
Test if the product concept and
minimum feature set solve that
6. Lean Startup
The use of platforms enabled by Open
Source and Free Software
The application of Agile Development
Ferocious customer-centric Rapid
Iteration, as exempliﬁed by the
Customer Development process.
2008, Eric Ries
8. The Lean Startup - Why?
It’s Obvious that Everybody Wants It!
...Obviously with All this Features!
...and sure with this Pricing Model!
...discover too late that
there aren’t customers!
Value of The Idea = 0.00*
Validated Product has Value! > 0.00*
9. The Lean Startup - Path To Success
Fail, Iterate, Don’t Give Up,
but Learn !
Bounce Back ...Until You Find
...Without Running Out of Money
11. The Lean Startup
Product Development Team
Tackles the Solution
in parallel with
Customer Development Team
12. Agile Software Development
Use of Open Source Frameworks, Tools
Code, Test Permanently
Backlog -> In Process -> Finished -> VALIDATED
13. Customer Development
1) Search for a Business (iterate)
2) Growth a Business (execution)
15. MVP Minimum Viable Product
Ask Minimal Required Needs to
Potential Customers/Early Evangelists
Collect the maximum amount of
validated learning about customers
with the least effort
1) What are you trying to Learn?
2) With which Data?
3) What Measures Success/Failure?
17. Pivot Or Persevere
Your Idea is Probably Wrong
A Pivot is a special kind of change
designed to test a new fundamental
hypothesis about the product, business
model, and engine of growth
Nintendo ~ From Hanafuda Cards
PayPal ~ From Palm Money Wallet
Flickr ~ From MMO
19. Lean Startup 5 Principles
1 Entrepreneurs Are Everywhere
The goal is NOT to optimize for proﬁt,
margin, or growth.
The goal is that any change that
accelerates learning is a win, and
everything else is waste.
20. Lean Startup 5 Principles
2 Entrepreneurship is Management
A set of management principles that
seek to test assumptions and
By talking to customers…
By building simple products…
By measuring the effect of our work...
21. Lean Startup 5 Principles
3 Validated Learning
Constantly experimenting with new
product features and product
marketing to increase the yield on each
new crop of customers they bring in.
Learn what works and what doesn't.
22. Lean Startup Principles
4 Innovation Accounting
1) Use a minimal viable product MVP
2) From the Baseline to the Ideal
3) Persevere or Pivot
25. Lean Startup Top 5 Myths
Myth 1 Lean means cheap. Lean
startups try to spend as little money
The Lean Startup method is not about
cost, it is about speed.
26. Lean Startup Top 5 Myths
Myth 2 The Lean Startup methodology
is only for Web 2.0, Internet and
consumer software companies.
The Lean Startup methodology applies
to all companies that face
uncertainty about what customers will
27. Lean Startup Top 5 Myths
Myth 3 Lean Startups are
What differentiates them is their
disciplined approach to determining
when to spend money.
28. Lean Startup Top 5 Myths
Myth 4 Lean Startups are very small
Established companies have as
much to gain from lean startup
techniques as the mythical “two guys
in a garage”
29. Lean Startup Top 5 Myths
Myth 5 Lean Startups replace vision
with data or customer feedback
Lean Startups are driven by a
compelling vision, and they are
rigorous about testing each element
of this vision against reality.