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Lean Startup Essentials (April 2012)

Lean Startup Essentials (April 2012)

At STARTup Live Hagenberg 2012.

Licensed under CC-BY-NC-SA - feel free to share, embed and re-use in your presentations, please give attribution. Thanks!

Lukas Fittl

May 10, 2012
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  1. How to save time, money & headaches LUKAS FITTL @lfittl

    fittl.com spark59.com LEAN STARTUP ESSENTIALS Slides licensed under CC-BY-NC-SA. Lean Startup is trademarked by Eric Ries. Business Model Canvas is created by Alex Osterwalder and licensed under CC-BY-SA.
  2. Lean Startup Essentials About Me •Entrepreneur (Ef cient Cloud, Soup.io)

    •Member of Spark59 (Lean Canvas, Running Lean) •http://founderswiki.com/
  3. Lean Startup Essentials Focus •#1 - Presenting to Investors &

    Press •#2 - Make Something People Want
  4. Lean Startup Essentials WOW! It works! Why am I doing

    this? Its gonna be awesome! o o o o o o
  5. Lean Startup Essentials Startup: Temporary organisation used to search for

    a repeatable and scalable business model. As de ned by Steve Blank.
  6. Lean Startup Essentials “Build the best services over the long

    term by quickly releasing and learning from smaller iterations rather than trying to get everything right all at once.” The Hacker Way - Facebook’s S-1
  7. Lean Startup Essentials The Business Model Canvas #1: The Lean

    Canvas Alex Osterwalder - Business Model Generation http://businessmodelgeneration.com
  8. Lean Startup Essentials The Lean Canvas BM Canvas adjusted for

    early-stage #1: The Lean Canvas Ash Maurya - Running Lean http://book.runningleanhq.com
  9. Lean Startup Essentials #1: The Lean Canvas PROBLEM SOLUTION UNIQUE

    VALUE PROPOSITION UNIQUE VALUE PROPOSITION UNFAIR ADVANTAGE CUSTOMER SEGMENTS PROBLEM KEY METRICS UNIQUE VALUE PROPOSITION UNIQUE VALUE PROPOSITION CHANNELS CUSTOMER SEGMENTS COST STRUCTURE COST STRUCTURE COST STRUCTURE REVENUE STREAMS REVENUE STREAMS REVENUE STREAMS EXISTING ALTERNATIVES EARLY ADOPTERS
  10. Lean Startup Essentials Customer Segments •Persona of your prototypical (early)

    customer •Narrow group of people that buy/ use your product •Marketing is easier if you have a narrow customer segment #1: The Lean Canvas Key Partners Key Activities Value Proposition Value Proposition Customer Relationships Customer Segments Key Partners Key Resources Value Proposition Value Proposition Channels Customer Segments Cost Structure Cost Structure Cost Structure Revenue Streams Revenue Streams Revenue Streams
  11. Lean Startup Essentials Problem •What is the use case? •What

    are the problems the customer is trying to solve? •These might be things they’ve already started building in house, because there is an active need #1: The Lean Canvas Problem Key Activities Value Proposition Value Proposition Customer Relationships Customer Segments Problem Key Resources Value Proposition Value Proposition Channels Customer Segments Cost Structure Cost Structure Cost Structure Revenue Streams Revenue Streams Revenue Streams
  12. Lean Startup Essentials Solution •Whats the Minimum viable product (MVP)

    ? •Minimal set of functionality to solve each problem of the customer #1: The Lean Canvas Key Partners Key Activities Value Proposition Value Proposition Customer Relationships Customer Segments Key Partners Key Resources Value Proposition Value Proposition Channels Customer Segments Cost Structure Cost Structure Cost Structure Revenue Streams Revenue Streams Revenue Streams
  13. Lean Startup Essentials Channels •How does the customer learn about

    your product? •B2B and B2C vastly different! •SEM, SEO, Friend Invites, Social Media, Direct Sales, Tradeshows, PR, Content Marketing, etc. #1: The Lean Canvas Key Partners Key Activities Value Proposition Value Proposition Customer Relationships Customer Segments Key Partners Key Resources Value Proposition Value Proposition Channels Customer Segments Cost Structure Cost Structure Cost Structure Revenue Streams Revenue Streams Revenue Streams
  14. Lean Startup Essentials Revenue Streams •How much is the problem

    worth to the customer? •Not how much it costs you to implement the solution •Avoid Free and Freemium Its just a marketing tactic! #1: The Lean Canvas Key Partners Key Activities Value Proposition Value Proposition Customer Relationships Customer Segments Key Partners Key Resources Value Proposition Value Proposition Channels Customer Segments Cost Structure Cost Structure Cost Structure Revenue Streams Revenue Streams Revenue Streams
  15. Lean Startup Essentials This document is alive and easy to

    update (not like your rusty old business plan) #1: The Lean Canvas
  16. Lean Startup Essentials IDEAS PRODUCT DATA MEASURE BUILD LEARN Feature-complete

    Product Customer Interviews Teaser Pages Concierge MVP Wizard of Oz MVP Ask Smaller Questions
  17. Lean Startup Essentials Customer Interviews 30 minutes in-person with your

    prototypical customer People like talking about their eld - explore their worldview. #2: Run Experiments
  18. Lean Startup Essentials Send Targeted Traf c To Teaser Page

    with “Signup to be noti ed when we launch” “Can we call you to ask a couple of Qs?” Lean Startup Essentials #2: Run Experiments
  19. Lean Startup Essentials Now: Grab your Lean Canvas Poster or

    go to leancanvas.com 1. Fill out for 15 minutes max - set a timer! 2. Explain your business to one person outside your team. 3. If they don’t understand, go back to your canvas and repeat.
  20. Lean Startup Essentials Thanks! Lukas Fittl lukas@ ttl.com Slides licensed

    under CC-BY-NC-SA. Lean Startup is trademarked by Eric Ries. Business Model Canvas is created by Alex Osterwalder and licensed under CC-BY-SA.