Lean Startups - TechStars Patriot Boot Camp
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This talk reveals the surprising science behind building successful startups. Even though building a startup is hard work with high failure risk, entrepreneurs Steve Blank and Eric Ries have popularized practices that can increase the odds of success. Following the Customer Development or Lean Startup practices will show you what to do. This talk will give you an understanding of why these techniques work, which will allow you to better apply them to your startup or scale them into your enterprise.
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Lean Startups - TechStars Patriot Boot Camp
- 1. Lean Startups TechStars Patriot Boot Camp
- 2. Zach Nies @zachnies
- 3. Why I care about startups
- 5. Font Sampler http://media.kelbymediagroup.com/layersmagazine/images/columns/artoftype/may06/glyph-set.jpg http://en.wikipedia.org/wiki/File:Caslon-schriftmusterblatt.jpeg
- 7. 2,500,000 Customers Revolutionized an industry
- 9. Amazing team, culture, product, and process
- 10. One problem…
- 11. Bad business
- 12. Revolutionized nothing
- 14. Amazing team, culture, product, process
- 15. and…
- 16. Great business
- 17. Revolutionizing an industry
- 18. I love to change industries
- 19. Apply new disciplines to your startup
- 20. Become disciplined explorers…
- 21. who know how to balance exploration and execution
- 22. Increase your odds of success
- 24. What is a startup?
- 26. How do we navigate that uncertainty?
- 27. Explore Execute h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 28. When to explore vs execute?
- 30. Where are you?
- 32. What to do Execute Brown,>Tim>(2009309316).>Change>by>Design>(Kindle>LocaMon>1984).>Harper>Collins,>Inc..>Kindle>EdiMon.>>
- 33. What to do Brown,>Tim>(2009309316).>Change>by>Design>(Kindle>LocaMon>1984).>Harper>Collins,>Inc..>Kindle>EdiMon.>>
- 34. What to do Big Companies Brown,>Tim>(2009309316).>Change>by>Design>(Kindle>LocaMon>1984).>Harper>Collins,>Inc..>Kindle>EdiMon.>>
- 35. Big Companies h"p://www.flickr.com/photos/ironnickel/6076087519>
- 37. What to do Execute Brown,>Tim>(2009309316).>Change>by>Design>(Kindle>LocaMon>1984).>Harper>Collins,>Inc..>Kindle>EdiMon.>>
- 40. Unordered Ordered Chaotic Complex Complicated Simple
- 41. Unordered Ordered An example Chaotic Complex Complicated Simple h"p://www.flickr.com/photos/ksionic/383240468>
- 42. Unordered Ordered Complex Complicated Chaotic Simple
- 43. Unordered Ordered Complex Complicated Chaotic Simple
- 44. Unordered Ordered Complex Complicated Cause & Effect is only Cause & Effect is not understandable in obvious and requires retrospect, and is not analysis or expertise repeatable Cause & Effect is Cause & Effect not obvious to all perceivable and is repeatable Chaotic Simple
- 45. Music Industry in 2000 - Napster Complex Complicated Independent Managing a large tour musicians self publishing online Disorder Managing a NIN tour Major label online Major label CD distribution distribution Chaotic Simple Unordered Ordered
- 46. Unordered Ordered E E x x p e l c o u r t e e
- 47. Unordered Ordered P r P e p l a a r n e
- 48. Unordered Ordered E n t G M r e a e n n p e a r r g e a e n l r e u r
- 49. Ideal team sizes Complex Complicated < 30 People < 150 People < 7 People > 150 People Chaotic Simple
- 50. Not Black and White Complex Complicated Create market buzz Sales comp plans Increasing Terms of signups service Disorder > Server Ordering hacked office supplies Chaotic Simple Unordered Ordered
- 51. Market Dynamics Complex Complicated Product/market fit Disorder Chaotic Simple Unordered Ordered
- 52. What to do Execute Brown,>Tim>(2009309316).>Change>by>Design>(Kindle>LocaMon>1984).>Harper>Collins,>Inc..>Kindle>EdiMon.>>
- 54. Create a plan that predicts the future
- 58. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 59. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 60. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 61. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 62. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 63. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 64. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 65. Market research Product definition Product requirements Detailed plan Alpha release Beta release Final release FIRST CONTACT WITH CUSTOMERS
- 71. Create an environment that can discover the future
- 74. Disciplined way to turn guesses into knowledge
- 76. Business Model
- 89. Build your canvas today Modify it as you learn Use it to prepare for Demo Day
- 91. Lean Startup
- 94. Explore Execute h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 95. Startups are NOT smaller versions of big companies
- 96. Discover and solve customer’s problem
- 97. “Get out of the building!” Steve Blank
- 98. The Customer Development process magnified Empathize Empathize Learn Learn Build Build Measure Measure h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 99. John Boyd’s OODA Loop
- 100. Explore h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 104. TAKE EACH MAJOR GUESS
- 107. Problem Discovery
- 109. Who is feeling the pain?
- 110. What pain are they feeling?
- 111. How do they make that pain go away today?
- 112. “Customers don’t care about your solution. They care about their problems. Dave McClure
- 114. Experiment design Frame: [customer segment] needs a way to [describe user’s need] because [problem description]. Hypothesis: Educated guess how [specific repeatable action] will create [expected result] Experiment Design: How will you attempt to invalidate your hypothesis? Measures: How will you measure the results? Safety: What could indicate this experiment isn’t safe to run or continue?
- 115. Maximize learning – Don Reinertsen http://jchyip.blogspot.com/2010/05/lean-software-and-systems-conference.html
- 116. Problem Interview Overview Running Lean by Ash Maurya, page 118.
- 119. Typical market research: Customer attributes
- 121. Innovation market research: Customer circumstances
- 125. Milkshake Test What job is your solution being hired to perform?
- 126. Solution Discovery
- 129. Test your low fidelity Minimum Viable Product
- 130. Solution Interview Overview Running Lean by Ash Maurya, page 142.
- 132. Find Earlyvangelists
- 134. Explore h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 135. Validation
- 137. Validate Positioning
- 138. Product Positioning For (target customers) Who (have the following problem) The (product name) is a (describe the product or solution) That provides (key benefit) Unlike (reference competition), The product/solution (describe the key point of competitive differentiation)
- 139. Validate Roadmap
- 140. Sales Roadmap 8/31/10> 10/30/10> 1/?/11> 3/?/11> Release 1 Release 2 Release 3 Release 4 Theme: UI Theme: Reporting Theme: Dashboards Theme: Admin For X, this UI release For <who>, this release For <who>, this release For <who>, this release provides <what value> provides <what value> provides <what value> provides <what value> Key Features: Key Features: Key Features: Key Features: 1. Feature A 4. Feature B’ 7. Feature B’’ 10. Feature F 2. Feature B 5. Feature C’ 8. Feature D’ 11. Feature G 3. Feature C 6. Feature D 9. Feature E
- 141. Validate Value
- 142. Get out and sell
- 144. Pivot or Persevere?
- 145. Vision
- 148. Explore Execute h"p://www.slideshare.net/sblank/the3startup3owners3manual3sxsw311954724>
- 150. “Tiger, one day you will come to a fork in the road.
- 151. “You can be somebody. You will have to make compromises and you will have to turn your back on your friends. But you will be a member of the club and you will get promoted.
- 152. “Or you can do something – something for your country and for your Air Force and for yourself.
- 153. “you may not get promoted … but you won’t have to compromise yourself. You will be true to your friends and to yourself. And your work might make a difference.
- 154. “To be somebody or to do something. In life there is often a roll call. That’s when you will have to make a decision. To be or to do.
- 155. “Which way will you go?
- 156. Books that informed this talk
- 157. People who informed this talk David Max Ash Clayton Snowden Boisot Maurya Christensen Frank H. Eric Knight Ries Geoffrey Steve Moore Blank
- 159. @zachnies