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.
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
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
98. The Customer Development
process magnified
Empathize Empathize
Learn
Learn
Build
Build
Measure Measure
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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
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)
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.