LeanStartup from the Trenches - AgileIndia 2017

Transcript

1. Lean Startup
   from the Trenches
   Manish Chiniwalar
   Product Manager @ Multunus
   

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2. Plan A Plan that works
   

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3. Yoga
   

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4. Yoga
   

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5. Yoga
   

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6. Yoga
   

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7. Yoga
   > $80 Billion Industry, Globally
   

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10. —
    

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11. ≠
    

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12. ≠ - Marketing
    - Operation
    - Finance
    …
    

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13. Good Karma
    

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14. Good Karma
    Product we are building
    

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15. Currently…
    WEBSITE
    

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16. Currently…
    WEBSITE What Next?
    

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17. Currently…
    PHONE CALL
    WEBSITE What Next?
    

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18. Currently…
    PHONE CALL
    WEBSITE What Next?
    No Response
    

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19. FREE TRIAL CLASS
    With Good Karma…
    In 3 minutes!
    

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20. Story
    

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21. So far…
    

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22. So far…
    226 Trials booked instantly
    

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23. Takeaway #1:
    “Don’t sell what you can build.
    Build what you can sell instead.”
    

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24. The Beginning
    

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25. ? How badly do other people face this pain?
    How do we solve it?
    And will it work in the real world?
    

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26. Design Sprint
    

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27. Design Sprint
    Brainstorm Solutions
    Build a Prototype
    Test with real users
    In 5 Days
    

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28. ?
    How badly do other people face this pain?

    Serious folks see a need.
    How do we solve it? 

    Behaviour Science
    And will it work in the real world?

    We don’t know! 

    ˠTest with MVP
    

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29. MVP
    Build
    Measure
    Learn
    

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30. MVP
    Build
    Measure
    Learn
    ✕…✕…✕…✕…✕…✓…✕…✕…✕…✓…✕… Big Insight!
    

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31. Yoga Practitioners → Yoga Studios
    A Major Pivot
    

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32. Takeaway #2:
    “Get out of the building!”
    — Steve Blank
    

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33. Acquisition
    Activation
    Retention
    Referral
    Revenue
    Juggling
    

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34. +
    

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35. Ash Maurya, Scaling Lean
    

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36. Ash Maurya, Scaling Lean
    

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37. Ash Maurya, Scaling Lean
    

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38. Ash Maurya, Scaling Lean
    

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39. Ash Maurya, Scaling Lean
    

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40. Ash Maurya, Scaling Lean
    

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41. Ash Maurya, Scaling Lean
    Eg: Getting to 50 paying customers per week
    

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44. Referrals & Cold Calls
    Prospecting → Cold call → Set up demo → Signup for a trial
    

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45. Referrals & Cold Calls
    Prospecting → Cold call → Set up demo → Signup for a trial
    

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47. Takeaway #3:
    “During early stages,
    rely on Qualitative information.
    Don’t wait for statistical significance.”
    

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48. BJ Fogg's Behaviour Model & Hooked Model
    Behaviour Science
    

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49. Takeaway #4:
    “Focus on your behaviour.
    Measure how often you talk to
    customers and how many
    experiments you finish weekly.”
    

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50. Thank You
    

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51. Credits
    • Solders in Trenches

    https://upload.wikimedia.org/wikipedia/
    commons/8/81/Royal_Naval_Division_trench.jpg
    • Yoga Icon

    https://thenounproject.com/search/?
    q=yoga&i=695642
    • Yoga Pose Icon

    https://thenounproject.com/search/?
    q=yoga&i=893784
    • Lotus Icon

    https://thenounproject.com/search/?
    q=yoga&i=572872
    • Human Icon

    https://thenounproject.com/term/human/470918/
    • Juggling Image

    http://bit.ly/2n8uP6C
    • Call Icon

    https://thenounproject.com/search/?
    q=call&i=850691
    • Roulette Wheel Image

    https://cdn.pixabay.com/photo/
    2015/07/10/11/11/luck-839037_960_720.jpg
    • Seed Image

    https://upload.wikimedia.org/wikipedia/
    commons/b/b3/Seed_germination.png
    • Coffee Icon

    https://thenounproject.com/search/?
    q=takeaway&i=745800
    • Factory Icon

    https://thenounproject.com/search/?
    q=factory&i=863580
    

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